targeting your core customers for gift shops
DESCRIPTION
How to use demographics, psychographics and analytics to create core customer profiles and then target market those customers for more sales.TRANSCRIPT
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Targeting Your Core Customers
How to Recognize Your Different Buyers and Better Sell to Them
Presented by Susan WagnerEditor, Smart Retailer
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www.smart-retailer.com/subscribe
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Who Really Are Your Core Customers?
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Who Really Are Your Core Customers?
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Who Really Are Your Core Customers?
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Your Customer is Not…
YOU!
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Identifying Your Customers
Review Demographics
Determine Psychographics
Analyze Geographics
Survey Behaviors
Build a Profile
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Review Demographics
What is their gender?
Where do they live?
How old are they?
Are they married?
Do they have kids?
What is their income?
What is their education?
Do they own or rent?
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Determine Psychographics
What are their lifestyles? Their interests?
What are their morals and values?
Are they family-oriented? Do they have pets?
Are they involved in associations or groups?
Are they trendy or conservative?
Are they leaders or followers?
How do they value money?
What is important to them?
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Analyze Geographics
Where do they live?
Where do they work?
What is the lifestyle of the area?
How far will they travel to shop?
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Survey Behaviors
Keep it simpleOffer something in returnExplain how it will help improve businessKeep info private
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Survey Them
What To Ask in a Survey– How often do you shop?– When do you like to shop?– Do you shop alone or with others?– Do you mainly buy for yourself or for others?– What leisure activities do you enjoy?– What social media sites do you use?– What is important to you?
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Build a Profile
Use your demographicsInclude the detailsPersonalize it
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Build a Profile
Jennifer Business woman, early 30s, married, no kids, $100,000 income, busy lifestyle, enjoys going out with friends, owns an iPhone and iPad, likes to treat herself
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Build a Profile
Maggie Young married woman, stay-at-home mom, two kids, one in grade school, one a baby, lives in starter home, involved in her church and a classroom helper, doesn’t have a large disposable income, but will spend on her kids
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Build a Profile
Gladys Older woman, widowed, lived in same town all her life, 8 grandkids that she loves to spend money on, sometimes has trouble getting around
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Build a Profile
Henry and Marilyn Tourists, travel from one to two states away, has disposable income, enjoys new experiences, likes to travel, likes to build memories
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Business Women
Stay open lateCarry trendy merchandiseAccept credit cardsUse a customer-loyalty programMarket through social media and mobile marketingOffer e-commerce
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Busy Mom
Make store kid-friendlyProvide fun “keep-them-quiet” giftsProvide shopping basketsSell gifts-to-goAnticipate needsBe part of the community
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Older Generation
Remember, grandkids rule!Provide convenienceKeep aisles openMake merchandise easy to reachPrint signs largeUse traditional marketingDon’t patronize
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Vacationers
Engage themRealize they will often spend moreStock items that make a memoryMake your shop a destinationProvide added experiencesAdvertise beyond your local area
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Girlfriends
Carry BFF gifts
Use social media
Host fun events
Partner with other businesses
Make shopping an adventure
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Local Shoppers
Connect with the communityStay top of mindWork with other businessesChoose hours and price points reflective of community
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Now What?
Target Your Marketing– Sell benefits, not features– Use the appropriate ad
medium– Create different messages
for different groups
Enhance Your Displays– Incorporate technology– Promote benefits– Create gift-giving sections
Revamp Your Store– Make aisles bigger– Adjust your signage– Provide children’s or
men’s sections– Change your hours– Provide different services
Update Your Merchandise– Bring in new categories– Adjust prices
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Learn to Suggestive Sell
Train your staffLet it be naturalBe observantAsk questionsWatch for buying signalsDid you see this?Help make the decisionComplement their choiceEncourage the sale with “why not?”
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Reach That Target!
You can’t build a strong marketing program unless you target your market. And once you target your market, you
an target more sales.
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Targeting Your Core Customers
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