The 2019 holiday season is short this year by almost a full week, due to a late U.S. Thanksgiving that pushed back the season by six days. This means that shoppers and retailers alike are going to have a unique challenge: trying to cram in more shopping value in less time.

This year’s shorter shopping season is chock-full of challenges , including; 1) an increasingly noisy marketplace ; 2) significant time constraints ; 3) ever-changing consumer preferences and behavior ; and 4) rising consumer expectations for better CX.

It’s important for marketers to make some changes this year, to make the most of the limited time they have in front of their customers. Our recently released Connected Consumer Index revealed, among other key insights, how consumers are prioritizing customer experience over most other elements – and explain ed how these positive experiences dictate both their spend and their perceptions of brands. 

Here are three areas for marketers to focus on in order to maximize revenue:

1. Know Your Customer

A large part of any successful holiday shopping season is planning. Many retailers begin this process almost as soon as the previous season ends, and there’s value in doing so, particularly for making the most of the treasure trove of data. An important part of understanding customers is looking closely at demographic and channel data. By aggregating and analyzing customer data, brands set themselves up for success as they segment target audiences, make important decisions around channels and promotions, and build communication strategies tailored to specific audiences.

In our Selligent global s urvey , 71 percent agree that a personalized experience is very important, and 51% are willing to share personal data for a more personalized experience. Take this as an opportunity to truly understand your customer and deliver relevance.

Hot Tips:

Understand last year’s data :

  • What was your most successful channel?
  • Which promotions garnered the most traction?
  • How sharable was your content on social?
  • What products were the biggest hit/flop?

Get the timing right:

  • Do your customers interact with the brand post-purchase? If so, how can you make the most of that opportunity?
  • Do your customers tend to make repeat orders within 3 days of an initial purchase? If so, how can you continue engagement through tactics like offering a 3-day free-shipping window?

2. Deal or No Deal?

To keep customers engaged, many brands look to incentives and interactive campaigns in order to stand out. Holiday sales are a dime a dozen, but when gamified, customers who are likely to participate are also likely to transact. Here’s a great example from online retailer Vitacost  that focused on an interactive email campaign with great results: a 53% increase in click-to-open rates and a 31% lift in revenue per email. Understanding customer segments and building campaigns that speak to customers’ specific interests and preferences can be the jet fuel needed for campaign success.

And perhaps the most important point: meet customers where they are. For some, that’s email ; while for others, it ’ s in-store or via social and emerging channels like voice assistants. Knowing channel preferences helps make those engagement opportunities fun and interesting and will ultimately help your marketing really stand out. In our global survey , 64% were aware that their online activity is being tracked and welcome proactive recommendations about products based on previous purchases. With context, consumers welcome – and some even await – product recommendations.

Hot Tips :

Make your campaigns interactive.  For example, build a kinetic email campaign where customers play a simple game for a chance to win 30% off an upcoming order. Or invite customers to answer a 3-question survey and send them a free holiday survival kit.

Tease new products and services in an interesting way.  Does your brand take the extra time to infuse a level of fun into campaigns? Are you asking for a lot from your customers without the right level of incentive? What is your brand known for and how can you infuse that into every communication and campaign?

3. Customer Service Is Equally Important to Sales

In addition to knowing your customers and staying interesting, it’s important that retail marketers build customer experiences that are seamless and require little from their customers. That should live as a foundational layer across the entire customer lifecycle, from marketing to transaction and beyond. Consumers are all about convenience – one hiccup and you’ve got yourself an abandoned cart (or an angry Tweet); the pressure to meet every customer’s need is real. In our recent global study, 54% of respondents said they will only tolerate two to three negative experiences before they abandon a brand. To protect customer relationships, brands need to invest whatever is necessary to ensure connected experiences, no matter which department they interact with.

Hot Tips :

Prep your customer service team.  The holiday shopping season is prime - time for product mix-ups and high-stakes error s. Make sure your team is set up to address and resolve customer issues in a timely manner.

Take a hard look at your customer experiences. Analyze previous holiday season campaigns and identify the gaps. Was it easy for your customers to jump from one channel to the next and retain the right information? How convenient are you making it for people to browse, shop, receive product, and provide feedback? Do you have the right technology in place to empower y our customer service team to be informed at every point of the customer journey? Will a manager be able to identify the issue and develop a solution before even speaking to the customer?

By examining these three areas, retail marketers can easily identify gaps as well as new opportunities to make the most of their holiday season campaigns . And best of all, it’s the gift that keeps on giving.

Seasonal understanding over time will help brands really discover what’s working, where they need to do better, and shed light on where creativity will shine most (and make the most money, of course!).

Looking for more holiday marketing advice? Download our free eBook, Last-Minute Email Checklist, for tips and best practices to maximize ROI from your seasonal marketing campaigns. Just click on the button below.

Adapted from an article originally published in Retail Touchpoints, Oct 15, 2019.

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