Consumers expect shopping experiences that are tailored to them. That means 1:1 website personalization isn’t just cutting edge - it’s table stakes. This presentation outlines personalization strategies that are used by retailers all over the world.

1. PROVEN PERSONALIZATION WINS
TO INCREASE ECOMMERCE REVENUE

2. THIS IS THE AGE
OF THE CUSTOMER

3. THIS IS THE AGE
OF THE CUSTOMER
Consumers expect shopping experiences that are tailored to
them. That means 1:1 website personalization isn’t just cutting
edge - it’s table stakes.
What are the best practices and strategies to grab attention,
deliver compelling calls to action and lead prompt customers
down the purchase path?
This presentation outlines personalization strategies that are
used by retailers all over the world.

4. PROVEN PERSONALIZATION WINS
TO INCREASE ECOMMERCE REVENUE
Leverage Promotions through Messages that
are Personalized in Real Time
Increase AOV with Personalized
Product Recommendations
Create Urgency with Time-Sensitive
Promotions
Leverage Behavioral Exit Intent Technology
to Minimize Exit Rates
Leverage Social Proof in Your Offering to
Influence Buying Decisions
Target Customers Based on
Local Weather
Personalize Product Grids According
to Buying Preferences
Run Segmented Tests to Optimize
Category Pages
01
02
03
04
05
06
07
08

5. COMMUNICATE PERSONALIZED
REAL-TIME MESSAGES TO
LEVERAGE PROMOTIONS
01

6. of online shoppers are more likely to shop
from brands that offer highly personalized
discounts and exclusive offers.
of online consumers get frustrated when
content (e.g. offers, ads, promotions, etc.)
has nothing to do with their interests.
Google
Janrain
85%
74%

7. Leverage what you know
about the consumer (e.g.
first- and third-party data)
SEND A MESSAGE THAT WILL RESONATE WITH THE CONSUMER WHO SEES IT.
HOW?
Match the right promotion
to that consumer
Target the consumer via
dynamically displayed
banners and overlays

8. • Prior onsite interactions (e.g. clicks, hovers on page elements)
• Preferred products (e.g. “shoes”) and product attributes
(“brown leather”)
• Browsing/purchase history
• Geolocation (including demo and weather)
CONSIDER TAILORING YOUR PROMOTIONS
BASED ON:

9. INCREASE AOV WITH
PERSONALIZED PRODUCT
RECOMMENDATIONS
02

10. Product recommendations improve
recirculation, increase monetization
and reduce exit rates. It is a key
strategy for driving revenue per
session (RPS) and AOV.
Machine-learning engines
automatically select the most
effective strategy for each user,
context, or KPI.

11. Adapt Recommendations to Context - Base
recommendations on page context and customer-journey
phase.
Use Diverse Recommendation Strategies - Use all available
data, including context-, behavioral- and popularity-based
recommendations.
Use Multiple Recommendation Strategies in a Single Unit -
Feature a combination of strategies within a single unit, to
maximize performance and increase AOV.
Use Advanced Segmentation and Audience Targeting -
deploy targeting rules, based on purchase behavior, interaction,
geolocation, traffic source, user properties, and more.
EFFECTIVE APPROACHES TO
RECOMMENDATION STRATEGIES

12. CREATE URGENCY WITH
TIME-SENSITIVE
PROMOTIONS
03

13. CREATE URGENCY WITH TIME-SENSITIVE PROMOTIONS
SNUGGLE
IN STYLE
20 % Off — Only 3 Hours Left!
GRAB THESE
Last Call! Best Sellers on Sale Now
SNUGGLE
IN STYLE
20 % Off — Only 3 Hours Left!
GRAB THESE
WHILE YOU CAN
Last Call! Best Sellers on Sale Now
MAKE THE
MAKEUP SALE
SNUGGLE
IN STYLE
20 % Off — Only 3 Hours Left!
GRAB THESE
WHILE YOU CAN
Last Call! Best Sellers on Sale Now
MAKE THE
MAKEUP SALE
Today Only! 25% off New Cosmetics
of shoppers research online before buying, but have limited
time to consider offers. Make your offers top of mind:81%
1. Trigger automatic full-screen pop-ups, drop-downs, or overlays featuring limited-time offers
2. Be specific as to what the consumer gains by acting now: % off, now, best sellers.
3. Tell consumers the timeframes they have to act: by midnight, today only, last call, etc.

14. LEVERAGE BEHAVIORAL
EXIT INTENT TECHNOLOGY
TO MINIMIZE EXIT RATES
04

15. Upon detecting exit intent (e.g. mouse cursor quickly moves
towards page exit button) trigger an overlay or notification with
personalized offers. These work great:
1. Free shipping and returns
2. Referral coupons
3. Member-only discounts
4. Money back guarantees
5. Newsletter subscriptions
LEVERAGE BEHAVIORAL EXIT INTENT
TECHNOLOGY TO MINIMIZE EXIT RATES
Pro Tip: Convert Idle Users
Idle visitors are prospects at risk. Trigger personalized
overlay notifications after 5 minutes of no activity to
restore focus and encourage a purchase

16. LEVERAGE SOCIAL PROOF IN
YOUR OFFERING TO INFLUENCE
BUYING DECISIONS
05

17. Social proof is what consumers look for to affirm
they’re making the right decision. Here are social-proof
strategies to boost conversions:
Highlight existing customer demand.
# of number of views, adds-to-cart or purchases within
a specific timeframe.
Evoke a sense of identity when presenting
products to customers.
Insert a badge on product pages to reference to a
user’s geo-location (e.g. “120 people are viewing this
item in New York”).
LEVERAGE SOCIAL PROOF IN YOUR OFFERING
TO INFLUENCE BUYING DECISIONS
A D D T O B A G
S A V E F O R L A T E R
BB Form
Women’s Running Shoes
$109.99
98 people have bought this
product in the past 24 hours
Leverage the 'power of now' purchase behavior
Display the number of views or purchases
conducted in a specific time frame: in the past
week, hour or even right now.

18. TARGET CUSTOMERS BASED
ON LOCAL WEATHER06

19. Weather-based targeting lets you anticipate patterns of demand
and tap into the moods, needs and intentions of consumers. It’s
particularly vital for retail brands with large seasonal product
catalogs.
To execute, integrate real-time weather forecast data stream into
your marketing platform to tailor messages.
TARGET CUSTOMERS BASED ON
LOCAL WEATHER
L U E
O O S T
A D D T O B A G
S A V E F O R L A T E R
rm
n’s Running Shoes
99
people have bought this
oduct in the past 24 hours
SHOP NOW
THE NEW
SMART BB
B L U E
B O O S T
C AT E G O R I E S S E A R C H B A G M O R E
ON ALL
W SHOES
20% OFF
Hot weather
promotion
Cold weather
promotion B L U E
B O O S T
A D D T O B A G
S A V E F O R L A T E R
BB Form
Women’s Running Shoes
$109.99
98 people have bought th
product in the past 24 hour
SHOP NO
Shop
Wome
B L U E
B O O S T
F O R Y O U C AT E G O R I E S S E A R C H B A G
SHOP NOW
CHECK OUT OUR
RUNNING
COLLECTIONS
ON SALE
ALL SWIMW
20%

20. PERSONALIZE PRODUCT
GRIDS ACCORDING TO
BUYING PREFERENCES
07

21. Scratch the generic ‘Top Selling’ or ‘Most Popular’
categories -- go for ones based on user behavior, and
personalize results the moment visitors land on a page.
For example, if a price-sensitive customer has a thing for
ballet flats, make sure your default products that fit that
criteria, and are arranged from price low-to-high.
Personalizing your product grid according to individual
consumer preferences expedites the purchase process
and quickly brings shoppers one step closer to
checkout.
PERSONALIZE PRODUCT GRIDS
ACCORDING TO BUYING PREFERENCES
Automatically personalized
according to buying preferences
and product affinities
B L U E
B O O S T NEW ARRIVALS // MEN // WOMEN // KIDS // SHOES Search
RECOMMENDED FOR YOU
BB High
Women’s Sports Bra
$38.00
BB Speed
Women’s Training Shoes
$119.99
BB Crossback - Printed
Women’s Sports Bra
$28.00
BB Cool
Women’s Leggings
$45.00
BB Form
Women’s Running Shoes
$45.00
BB Heat
Women’s Leggings
$65.00
BB Fly
Women’s Leggings
$45.00
BB CoolRun V-Neck
Women’s Running Short Sleeve
$45.00
BB Crossback - Printed
Women’s Sports Bra
$28.00
BB Artsy
Women’s Leggings
$75.00
BOUGUT TOGETHER

22. RUN SEGMENTED TESTS TO
OPTIMIZE CATEGORY PAGES08

23. RUN SEGMENTED TESTS TO OPTIMIZE CATEGORY PAGES
How products are laid out on a category
page has a huge impact on the customer
experience -- and sales. That’s why a
data-driven approach to designing or
rethinking page elements is essential.
To optimize category pages, run
multivariate tests on display elements such
as ratings, color badges, image sizes, and
price tags. This will allow you to find the
best performing combination of elements
for the average user. But don’t stop there.
Next: segment your tests to determine
which combination of variations work best
for different user segments (e.g. cost-
sensitive shoppers, loyal shoppers). Push
the right combination to the right cohort in
real time.
Best Performing for
Loyal Shoppers
$3.28
Revenue / Session
GREY ALPINE SNEAKERS
$199.00
A
GREY ALPINE SNEAKERS
B
GREY ALPINE SNEAKERS
$199.00
C
$199.00
D
Best Performing for
First Time Visitors
$2.86
Revenue / Session
GREY ALPINE SNEAKERS
E
$199.00
F G
Best Performing for
Loyal Shoppers
$3.28
Revenue / Session
GREY ALPINE SNEAKERS
B
GREY ALPINE SNEAKERS
$199.00
C
$199.00
D
Best Performing for
First Time Visitors
$2.86
Revenue / Session
GREY ALPINE SNEAKERS
E
$199.00
F G
Best Performing for
Loyal Shoppers
$3.28
Revenue / Session
GREY ALPINE SNEAKERS
B
GREY ALPINE SNEAKERS
$199.00
C
$199.00
D

24. Click here to download the full
ebook, or contact us to discover
more new ways to increase your
eCommerce revenue.
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