Want to Increase Frequency of Purchase? Use Entrainment

You want more money? More sales? How about having your current customers buy your product(s) more frequently.

Try the Entrainment Recipe (entrainment is about synchronization, alignment between two organisms, systems, etc. It is the dance between your customers' lives and your webpresence)

A simple approach strategy to increase sales is thus to increase frequency of purchase.

But how do you do that? How to do that within user centered design?

An Entrainment Recipe (A delicious blending of web use sugar and customer life-cycle flour)

Ingredients

1 cup           Good understanding of your customers' lifecycles
1 pound     Good understanding of how frequent they use your site
2 oz             Design thinking on how to support their lifecycle on your site

  1. Find out how frequent do your customers use your website.
  2. Find out what your current customers' "rounds" are. (A daily/weekly/monthly/yearly "round" is the re-occuring cycle of activities.)
  3. Determine the current "entrainment" between your customers and your website.
  4. Determine what frequency you want to go for (which is of a shorter cycle time than you found in step 1)
  5. Figure out how you will support (this might involve new features, functions, or even product/service assortments.)

Basically, If you first look at the activities that your customers are doing (their frequency), then figure out in which ways you can entrain your website with what your customers are doing on a more frequent cycling than what they are currently doing.

So, give this recipe and I'd love to hear how it tastes to you.

Examples

References

How do you measure frequency of purchase?

Entrainment definitions in Wikipedia (a variety)

Printed from: http://tibetantailor.com/?p=1148 .
© Dennis Schleicher Jr 2014.

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