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Cross channel shoppers have the reputation for being the most profitable customers. The facts seem to support this. After all, they shop more often and spend more money than their single channel counterparts do. Using RFM (recency, frequency, monetary) metrics, multichannel buyers are always the best.

This may be an illusion created by outdated analytics and traditional views of customer value. Multichannel customers are very sophisticated shoppers. They search the Internet for the best prices and coupons before making a purchase. This means that the margins on their orders are less. They are also less likely to be loyal, long-term buyers because their primary motivation is price. [Read more →]

It’s almost March. Do you know where your customers are? They are probably hunkered down waiting for the storm to pass. When it does, the floodgates will open and the shopping will commence.

Will your customers be eager to order from you when the holiday season kicks off in October? Or, will they have forgotten your great products and wonderful service? Times are tough now, but the upturn is just around the corner.

The steps you take now create the environment required to attract and keep customers. [Read more →]

According to people who are supposed to know, LinkedIn is the facebook for professionals. There are plenty of resources citing the advantages of interacting in the Web 2.0 world. Some offer strategies, but most say jump in and figure it out as you go.

Successful people have full schedules. Spending time bouncing between twitter, facebook, LinkedIn, and other social media social media sites is not always an option. [Read more →]