The 2018 Musts in Developing a Retail Selling Strategy

Written by: on January 22, 2018

The Art of Mobile Persuasion Podcast, Jeff Hasen (Mobile Strategist)

The Art of Mobile Persuasion is a book written by POSSIBLE Mobile’s Mobile Strategist, Jeff Hasen. Jeff’s podcast is a play off of his book and discusses how the world’s most influential brands are transforming the customer relationship through courageous mobile marketing. Jeff provides actionable insights on campaigns, trends, and technologies for the world’s most innovative marketers.

Episode 26: The 2018 Musts In Developing A Retail Selling Strategy

Retail expert Ryan Craver returns to give us specific actions to take to sell more stuff in 2018. By all means, strengthen your app and web efforts, but also look for complementary efforts to go where many of your customers and prospects spend significant time. Find more about this episode in the post below.


2018 Musts for Selling More

Every look back at the 2017 holiday selling season shows massive growth for mobile purchasing.

Search marketing firm NetElixir said that mobile visits were up across most retail categories, with apparel seeing the largest growth at 32 percent.

Adobe’s final report showed that mobile accounted for 33.1 percent of the total $108.2 billion generated, bringing in $35.9 billion.

Yet there’s a belief that something was left on the table.

Specifically, as we learned in a The Art of Mobile Persuasion podcast episode earlier this month (episode 23 here), retail expert Ryan Craver pointed to challenges that many consumers faced in purchasing products directly on some web sites and mobile apps.

Enabling commerce is one of the 2018 priorities for many marketers.

But the job doesn’t end there.

In part two of the podcast interview posted above, Craver strongly recommends supplementing owned channel efforts with plans to go where there is significant retail traffic.

“Pay attention to where the market’s eyeballs are,” he told me. “Obviously, on the brick and mortar side, we have the big box guys like the Costcos and the Walmarts. But what these guys are building online is the same type of marketplace that is driving market share.

“Every organization, whether they are a brand or a retailer, needs to figure out where they are going to play outside their own channels. Living off of your own stores, living off of your own dot com, is no longer a winning strategy.”

Craver, formerly a Senior Vice President of Strategy at Hudson’s Bay Company and a key voice in my The Art of Mobile Persuasion book, said that ignoring the major commerce players is a recipe for disaster.

“When you have guys out there like Amazon who have 50 percent of the market growth in e-commerce, you need to figure out if you are going to be on them,” he said. “If you are not, should you be on Zappos or Shopbop or some of the other brands that they own?

“Maybe you say, ‘I hate Seattle, I hate Amazon.’ Then, I say, ‘OK, figure out if you are going to be on Walmart or Jet if Amazon isn’t your cup of tea.’ If those don’t work, will you be on Google Express or Instacart?”

“All of these websites, beyond Google, specific retailers like kohls.com, macys.com, homedepot.com, target.com, all allow you to buy ads on their websites. If you are thinking as a marketer to get closest to the point of purchase, you need to look at these websites. If you are not, you are probably doing yourself a disservice. The closest you can be to the customer buying something is right on the rails of the retailer.”

Craver details more specific actions to take in Episode 26. It’s a bunch of smart thinking early in the year, giving us all time to develop a strategy and to execute on it for this year’s holiday season.


Want to make sure your brand is not left behind in the 2018 holiday shopping season? We’d love to help you improve your strategy. Please email us at mobile@possible.com and one of our experts will be in touch.

Jeff Hasen

Jeff Hasen

Jeff Hasen is POSSIBLE Mobile's Senior Strategist and is one of the leading evangelists in mobile and emerging technologies. He enables brands to get closer to their customers in times upended by new devices and behaviors. The results are increased sales and loyalty and businesses doing the disrupting rather than being disrupted.
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