Customer Development: Many Positive Attributes

Yesterday we talked about the fact that "some" customers want to be developed, while other customers have no interest whatsoever in development.

Take a look at this "combination" of attributes ... items and categories purchased from.

The customer buying one item from one category (obviously) has a 21% chance of buying again in the next year.

The customer buying 6+ items from 4+ categories has a 41% chance of buying again.

The 1/1 combination customer needs to be developed quickly (first three months). Welcome this customer and get busy immediately.

The 6+/4+ combination customer is developed all year long.

Again ... email (strong hint = personalized email) is the secret weapon in your development strategy. Personalize the merchandise you show to the customer, in an effort to develop great habits (multiple items per order, multiple categories per order, higher price points per item).