5 Crucial Reasons Why Understanding Customer Behavior is Vital

Constant customer behavior changes can make it quite challenging for marketers to constantly adapt their commercial offerings. Still, thanks to technology and solutions like Ulys CRM Automated Campaigns, Identifying, understanding, and acting automatically upon these changes in each customer's purchasing behavior is crucial for businesses for 5 main reasons:

1. Personalization:

When you track and analyze their purchasing behavior, you can tailor your marketing messages, product recommendations, and promotions to their specific preferences and needs.

2. Customer Retention:

Spotting shifts in buying patterns can signal potential customer churn or discontent. For example, if a once-frequent customer starts making fewer purchases, it may indicate a problem or dissatisfaction that needs to be addressed promptly.

3. Upselling and Cross-selling:

Understanding customer behavior can also help you identify opportunities for upselling and cross-selling. If you notice a customer consistently buying a particular product or a category, you can suggest complementary or higher-value items, increasing the average transaction value.

4. Inventory Management:

Analyzing purchasing behavior can help with inventory management. You can better predict demand (see Ariane’s Machine Learning Forecast Engine), reduce stockouts, and avoid overstocking by having a clearer understanding of what customers are likely to purchase in the future.

5. Marketing Efficiency:

By tracking changes in behavior, you can allocate marketing resources more efficiently. Instead of sending generic messages to all customers, you can focus your efforts on those who are more likely to respond positively to your promotions or offers.

Here's how to react to changes in customer purchasing behavior effectively

  • Data & Retail CRM: Invest in data analytics tools like Ulys CRM to collect, clean, and analyze customer data effectively. This includes purchase history, demographic information, and any other relevant data.

  • Segmentation: Segment your customer base based on common behavior patterns. This allows you to create tailored marketing strategies and messaging for each segment.

  • Real-time Monitoring: Set up real-time monitoring systems to detect changes in behavior promptly. This can include automated alerts for significant deviations from the norm.

  • Customer Engagement: Reach out to customers who exhibit unusual behavior. For instance, if a customer who usually buys monthly suddenly stops purchasing, send them a personalized email or offer to inquire about their needs or address any issues they might have.

  • A/B Testing: Experiment with different marketing strategies to see how they impact customer behavior. A/B testing can help you refine your approaches and determine what works best.

  • Feedback Mechanisms: Provide easy ways for customers to provide feedback. This can be through surveys, reviews, or direct communication channels. Use this feedback to make improvements and address concerns.

  • Continuous Learning: Keep learning from your customers' behavior and adapt your strategies accordingly. Customer preferences and market dynamics can change, so staying agile and responsive is crucial.

  • Automation: Utilize marketing automation tools to send personalized messages and offers at scale. These tools can help you react to changes in behavior in a timely and efficient manner.

🖥️ Make it happen in Ulys

Step 1: Create a Campaign by labeling the campaign name and selecting Campaign Type and Event Type, Activation date and Activation time, Campaign duration​ and schedule.

Step 2: Choose between Dynamic Segment and Existing Segment

  • Existing Segment: The user will have the option to choose the Customer segment that has been created in Ulys.
  • Dynamic Segment: User will have an option to choose Customer constraints based on Customer details, Campaigns, Scope and Behavior. Then inputting the Maximum number of customers, Customer Priority KPI and Sorting by.

Step 3: Select the scope: Store, Category, Brand, Item​, and campaign mechanic.

​and here it is. You can find the summary of campaign you have created.

The campaign result is available in real time.