How to Seal the Deal with These 10 Shopper Types

How to Seal the Deal with These 10 Shopper Types

Retailers have typically approached marketing from a product-centric standpoint, but by utilizing a Behavioral Commerce marketing platform, retailers can begin to take a more people-focused approach when it comes to incentivizing shoppers to complete a purchase.

We’ve broken down the 10 most common shopping personality profiles from shopping behavior data derived from our Behavioral Commerce Platform™.

As many online retailers are discovering, once you begin tailoring shopping experiences to the different shopping personalities and buying behaviors of your customers, there are dramatic increases in conversion rates and margins.

1. The Distracted Shopper

“When I shop online, I often begin the check-out process but for one reason or another I don’t always complete the purchase.”

Offer 10 percent off their next order if they complete this one. You can also show them the types of products they were browsing to remind them to return and complete the purchase.

2. The Premium Shopper

“I only buy the best. I want premium name brands with the latest features and most advanced technology.”

Show this shopper the newest products that have just arrived. Increase their average order value by throwing in a small offer if they reach a high order value threshold.

3. The Determined Shopper

“I always research before I buy. I’ll view the exact item I want multiple times, looking for a drop in price or a special offer.”

Provide positive reinforcement during their shopping process. Let them know that this is the right product for them by showing positive consumer feedback on the items they’re browsing and, if necessary, provide an incentive like $10 off for them to write their own review of a product.

4. The Active Shopper

“I’m always browsing but not always buying. I’m not looking for incentives, but they help me convert when I’m window shopping.”

Try secret sales, daily deals or flash sales to get these shoppers over the finish line. Try offering them additional items that complement what they’ve been browsing.

5. The Free Shipping Hunter

“I like to buy online, but if the retailer doesn’t offer free shipping, I’ll leave and find a website that does.”

Offer free shipping to these shoppers to ensure that they complete the purchase.

6. The Thrifty Shopper

“I like to buy used or refurbished items. If I can get the same product used for much less, I’ll buy it.”

Make used and returned items visible to them. Show them overstock and clearance items based on what they’ve been browsing. Those products might be just as attractive to them based on the savings.

7. The Loyal Shopper

“I only purchase if I can join a rewards club or special rewards program. This often leads to me purchasing at the same stores.”

Remind them how many points they’ll get for buying certain items. Provide extra points for items you’re trying to clear out. Offer loyalty club deals so club members feel they’re getting something in return for their loyalty.

8. The Methodical Shopper

“When I shop online, I like to browse for the exact product I’m looking for. I often use site navigation until I find that perfect match.”

Present a message to these shoppers asking if they need help or have product questions if they seem to be getting lost within your site. Provide additional product suggestions combined with offers based on what they’ve been browsing to help generate sales.

9. The Impatient Shopper

“If I don’t find what I want immediately, I look somewhere else.”

Create a bold offer to grab their attention and maximize conversions. If they leave without purchasing, quickly present a time-sensitive offer combined with what they were browsing to try and win them back.

10. The Wish List Shopper

“I like to shop online, but I don’t always purchase. I add everything I like to the shopping cart to see what the total price will be.”

Daily deals, flash sales and secret sales work well for these shoppers. Add to their shopping excitement by showing additional items that complement existing items in their cart. This completes the visual picture for the shopper and can drive them to purchase everything.

When retailers factor shoppers’ personalities and buying behaviors into their marketing decisions, shoppers find the products they’re looking for and are rewarded with the incentives that mean the most to them, and retailers don’t waste money giving away huge discounts across the board.

By utilizing a Behavioral Commerce Platform, retailers can dramatically increase sales and boost margins by understanding the shopping personalities of their site visitors and making strategic offers that will drive individual shopper to buy.

by Aubrey Beck, Content

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