Amazon is getting great at one thing: Anticipating Customers Behaviours. Walmart has low prices, large selection, but Amazon does too, and one special sauce...being anticipatory. They are collecting data everyday, determining what people want in advance of us knowing what we want.

Amazon is getting great at one thing: Anticipating Customers Behaviours.

Walmart has low prices, large selection, but Amazon does too, and one special sauce…being anticipatory.

They are collecting data everyday, determining what people want in advance of us knowing what we want.

It boils down to convenience, and removing as much buying friction as possible.

Some examples of Amazon with Anticipatory Strategies are:

  • Prime delivering products within 2 hours
  • Dash and Echo seamlessly taking orders by the push of a button or voice
  • Suggested products while your shopping on a product page
  • Hot seller products related to your buying trends

What can you do to be more anticipatory in selling your product?

First determine what your product life cycle is.

e.g. If you have a consumable product, how many days out is the point where they should reorder?  Let’s say it’s 30-60 days from the point of purchase, then you could email them saying “Hi Customer, I see that it’s been 30 days since you order our product, I hope you are loving the product!  It’s probably time to reorder.  Here’s a 10% off coupon for your next reorder…”

Likewise if you don’t have a consumable product, try emailing them with suggestions on complementary products or info that would benefit your customer.

One of Amazon’s core values is being customer obsessed, so regardless what strategy you use, be sure to prioritize listening and anticipating your customers needs.  When you do, you’ll have an advantage over your competitors, and you’ll stand out from a crowd a reactive sellers.

For insights on Amazon customer mindset & buying behaviours click here.

Have any comments or strategies you’d like to share?  Leave a comment!

Here’s the referenced article.

 

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