Personalized Discounts: Target a Customer’s Interests to Increase Sales

Coupons and exclusive discounts have long been a way to win customers. Everyone likes a deal, especially when it feels like it’s only available to a small portion of the audience. When executed the right way, discounts can incentivize customers to try out a new business or look at a known business’s latest offerings. However, when a discount offer doesn’t apply to a shopper’s buying interests, email notifications and social media posts can feel spammy.

As personalization becomes more integral to marketing, savvy businesses are finding ways to apply this approach to coupons and discounts. Using the latest technology, brands can deliver a deal specifically targeted to a customer’s interests. Here are a few ways your business can use personalized discounts to help increase your sales.

1. Know your market.

Before you can directly connect to your customer base, you’ll first need to know the customers you’re trying to reach. Maybe you’re striving to get repeat business, or marketing to new customers (or a combination of both). Regardless, you’ll get strong results if you have a process that monitors customer interactions with your website. Analytics can show you the discounts or deals that best resonate with customers who end up buying from your site.

One highly effective way to study your market is through the creation of buyer personas. While documenting these personas, your team studies your existing customer base. They then think about personality traits specific to different types of buyers. Your brand may appeal to working parents and busy professionals, for instance. Therefore, you can draw up a persona that describes the typical day in the life of those personality types. Once you have these personas in place, you’ll be able to hone your marketing strategy. This means creating discounts and other offers that appeal specifically to your target audience.

2. Create segments.

To personalize your offers, however, you’ll need to gather data on the people visiting your site every day. This can be done through the form you use to collect email addresses for special offers. As you gather this information, a simple question or two that determines what a customer hopes to gain from using your service or buying your products can make all the difference. You’ll then have the basic information you need to segment your marketing efforts.

With segmentation, you’re no longer deploying a one-size-fits-all approach to your discount offers. You can create offers specific to customers at different buying stages or with varying interests. The offers wouldn’t be specific to each customer, but they may be more likely to resonate if they speak to interests those customers have actually expressed.

3. Retarget discounts to customers.

Retargeting services use cookies to track customers who show an interest in a brand. This code helps you follow customers and display your offer to them on sites like Facebook. This may be especially effective if a product a customer has viewed before suddenly goes on sale. Realizing the price has dropped, that customer may come back and complete the purchase.

For even more potentially effective results, you can attach your discount offer to the ads the customers see later. By inviting them back with a special coupon, you may be able to entice them to take a second look at your products. You can also retarget with similar items that might be on sale. This could catch the eye of those for whom price was the main reason they didn’t buy. This may also work with customers who completed a purchase through your site. They may be more likely to take an interest in similar products than someone who has never bought from you.

4. Distribute discounts and other offers through partners.

As we said before, don’t limit yourself only to  those who have visited your site. You can target customers similar to those who have bought from you, but you still may not have the best results. One way to access a fully-engaged audience who might buy your products is to partner with a business that has a customer base likely to be interested in your products.

Reach out to colleagues and others you know with an offer to distribute their offers through your networks in exchange for a return favor. Both you and the partner business can benefit from this type of arrangement. You’ll each have original content to promote to your audiences. As with any customer acquisition channel, you should carefully measure ROI to determine if this is an approach that works for your brand.

Although coupons are a great way to entice customers, cost savings should not be your only value proposition. Make sure new and returning customers see your brand as one that provides high-quality products or services. Also, make sure your user experience is sound. As a result, you may soon find you’re spending less time coming up with personalized discount offers and more time working hard, serving the many customers you have.

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