How Raise Increased Repeat Purchases By 44% With Onsite Overlays
During the holiday season’s record-breaking Cyber Weekend, consumers spent nearly $70 billion, mostly in brick-and-mortar stores. However, digital channels increasingly assist those retail sales. For example, “buy online, pick-up in store” grew 43.2% over last year. And of course, most shoppers make additional purchases once they’re in the store. With the line between brick and click blurrier than ever, customer acquisition is crucial on every channel. This is particularly true for mobile payments platform Raise.
Why? Working with Sailthru, Raise learned that if a new customer makes five purchases within the first 90 days, there’s an 81% chance they will continue to buy.
How Raise Saw Success with Sailthru’s Overlays
When someone visits a brand’s website for the first time, an Overlay is a great way for the brand to make a strong first impression and start the relationship, introducing its loyalty program or nurturing a signup to its email list. To nurture new customers, Raise put a promotional Overlay on its website. When someone visited the site for the first time, there it was: spend $100 and save $10.
Consumers generally see volume-based discounts as familiar and reasonable. At the same time, tiered discounts promote higher average order values and greater loyalty.
Of the Raise members who took advantage of the offer on the Overlays, 44% went on to make additional purchases. That beat Raise’s goal of 40%, which also happens to represent the percentage of new members who move from their first to second purchase within the first month.
What’s more, Sailthru helped Raise learn that 20% of new members make a third purchase during that first month. This makes Overlays all the more valuable in the mobile payments platform’s acquisition and retention strategies, which go hand in hand.