Posts Tagged ‘retail trends’

Consumers Keen to Buy, Reluctant to Share

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Last week I wrote to you about how social media provides great opportunities to learn about customers, and it seems the modern consumer is well and truly on to us, with research revealing they are increasingly distrustful of sharing personal data online.

Michael Barnett of Marketing Week wrote last week about increasing pushback by consumers, who have become wary of tactics by companies who have used the slippery slope approach of the ‘assumed opt-in’ to garner the assent of customers and their willingness to divulge personal information just in order to make a purchase.

Michael writes that new legislation drafted for consideration in the EU, if passed, will require companies to seek the explicit consent of consumers prior to seeking their information, and do away with the ‘pre-ticked box’ approach that has been prevalent up until now.

The Direct Marketing Association is concerned by this trend, and sees it – rightly – as an attack upon the future potential of online sources of direct marketing.

What has been missed here is that these increasing levels of scepticism and mistrust will potentially deliver to brands that are smart enough to capitalise upon it, a great opportunity.

While a consumer may resent wholeheartedly filling in a questionnaire just so that they can top up their broadband account or renew a magazine subscription, they would be more willing to undertake a ‘getting to know you’ exercise by a brand that they really LOVED.

For example – an enterprising jewellery store might reasonably enquire of a customer the dates of their birthdays and wedding anniversaries, with the idea of sending through their latest catalogue just in time for handy hints to be dropped about what someone might like for a present to commemorate these milestones.

Or the sellers of prestige vehicles might enquire as to a customer’s size (along with other key info) prior to despatching a shirt or cap emblazoned with the brand of purchaser by way of post-sales follow up, demonstrating a personal touch as well as providing the company with a captive marketing opportunity.

Although the legislative and regulatory framework still struggles to keep up with online advances in market research as they impact upon consumers and their personal rights, smart companies with good strategies and loyal customers will find they are still able to capture all that they need from their loyal consumers, and more!

Publicity Queen
Yours in PR

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