The importance of browsing behavior around the holidays

November 21, 2017

Browsing behavior is a rich source for you to understand your customers’ likes and interests. You are probably already running some email campaigns based on browsing behavior: the perennial cart and browse abandonment campaigns - often some of the most profitable emails per send, for example. You might also be already segmenting your marketing audiences based on browsing behavior to create targeted campaigns. An example of this would be selecting customers that browsed products with certain properties (category, color, size, pattern) in order to interest them in similar or complementary products.

Holiday season brings with it a surge of visitors to your site. Those who visited without buying still signaled to you an interest in your brand, so you have a short window of time to bring them back. But what good is the high traffic if most visitors are anonymous and you cannot re-market to them? Even a small improvement in the percent of identified sessions can have a big impact during the holiday.

Who are the "anonymous browsers"

Anonymous sessions from previously-identified visitors can happen for many reasons:

  • Usage of multiple devices or browsers
  • Cookie clearing
  • Incognito browsing
  • ...and more!

But did you know that a significant volume of your web traffic comes from people who click on marketing emails you sent them? These are people you already have a relationship with - they signed up for your email newsletters and probably bought from you in the past.

How to identify those "anonymous browsers"

Here’s how you can use this knowledge to increase the fraction of sessions in which you can identify browsers (and by increase I am talking 3x-5x your current identification rate). Here are the steps I recommend:

Step 1: Most Email Service Providers (ESPs) maintain a unique identifier for each subscriber and enable encoding this ID in your HTML template links, thus passing a “secret identifier” (containing no PII) to your website - use it. 

Step 2: You now need to have your web developer parse this identifier and associate it with the tracked session.

Step 3: If you then extract from your ESP the key to translate which email address links to which identifier, you can now associate the web session with all its browsing behavior glory to a marketable email address - et voilà!

So there you have three steps to identify your anonymous browsers. Seem easy? Knowing who your customers are is an important first step in authentic customer engagement and maximizing customer lifetime value. So...

If this quick tip piqued your interest in how a customer data platform like AgilOne can help enterprise retailers increase ROI, check out our quick demo video to see how: 

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