5 Promotional Pricing Tactics that Drive Customers to Purchase
Using promotional pricing to drive sales is an idea so old it almost seems too outdated to be effective in eCommerce. But, it works. The top three factors that determine where Americans shop are price (87%), shipping cost and speed (80%) and discount offers (71%).

In part 2 of our 5-part series on email marketing for eCommerce, we’ll show you how to use five promotional pricing tactics that are proven to drive sales.

PS - If you missed part one of the series, 4 email campaigns to grow your eCommerce revenue, you can still check it out here.

1. Create a sense of exclusivity
Repeat customers spend 67% more than new ones. Roll out the red carpet to the people on your VIP list with a free gift or exclusive discount. Make sure they know they’re getting special treatment by using power phrases like “private sale, exclusive offer or VIP.”

2. Generate scarcity
There’s no shortage of scientific studies that show creating the appearance of scarcity around your product can create a sense of urgency in potential buyers, but it can make whatever you’re
offering seem more valuable. Use limited-time discounts, limited-time availability (McRib anyone?) or low stock warnings to drive sales.

3. Use seasonal sales to stay relevant
Connect sales and offers to seasons or events to increase the relevancy of your email content. During gift-giving holidays, make sure to make product recommendations: 58% of men and 51% of women are likely to buy a gift for someone based on a retailer recommendation.

4. Increase Customer Lifetime Value (CLV) with upselling and cross-selling
According to Shopify, the likelihood of a customer to make a second purchase is almost 30%. After they make that second purchase, the chance of a third purchase is 50%! Push your customers even further toward purchasing by offering
small discount on a product upgrade or related products.

5. Recover inactive customers with re-engagement promotions
Let your customers know you miss them. 45% of recipients who receive re-engagement emails read them. Draw them in with a discount, free gift or free shipping
with their next purchase, or highlight new products based on their past purchases.
If you need help getting started with email marketing for eCommerce, or want to know how The Search Guru can help you create digital marketing that drives sales, you can always email me at or call my cell directly at 440-463-3871.
Leslie Carruthers
mobile: (440) 463-3871
office: (440) 306-2418
fax: (440) 306-2449
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