Discover insights for your business to sell more

As you have read in previous posts (link to it), R.F.V. is a powerful tool for understanding the habits of your customers and can provide some valuable insights. Such as:

• The more recent the purchase, the more reactive the customer is to promotions and campaigns;
• The higher the customer's purchase frequency, the greater engagement and satisfaction to remain loyal to the brand;
• The value differentiates customers who buy a lot from other low-value buyers.

In this context, CRMbonus, in addition to using the R.F.V. methodology, implements the LTV (estimated future buying propensity): a metric created from the purchase history of customers to arrive at an estimate of future purchases in a period. This creates a database of consumers separated into groups, such as:

Recent customer: recent customer

Potential loyalist: potential loyalty

Champions: champions etc.

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Thus, with the combination of techniques, CRMbonus is able to implement essential campaigns for each of these segments, reducing effort and increasing quality.

Below are some examples of questions that can be answered based on this analysis, boosting your sales:

Champions Group

They are our best customers. A very small group of 2% of the customer base that brought almost 27% of the total sales of this brand, with very relevant indicators, with an average ticket of R$2,581 and a frequency of purchases of 69 every 69 days. For this group, we offer special invitations to events, engage with gifts at clients' homes, as well as exclusive treatment to get to know each brand launch as a matter of priority.

The store team must be constantly sending news related to the consumer habits of these customers, focusing on deeply understanding each one of them in order to delight and retain them.

Can't Lose Group

They're the customers we can't miss. Customers of this type have a very high average ticket compared to the brand's average of R$9,452, but they don't buy an average of 262 days, that is, they are customers with high buying potential, but who are already distant from the brand (remember that the best customers in this case buy every 69 days, that is, they are almost 4x more distant than them).

For this group, the ideal is to create stronger redemption actions, such as a store manager inviting the customer to go to the store with a special discount voucher, or even for an exclusive launch, focusing on generating a differentiated experience so that they can buy again with the brand.

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