4 Ways you Can Engage Customers with Mobile … Other than Sales

Unless you’ve been living under a rock for the past 5 years you’ve probably heard about these two buzz-words – “mobile” and “mcommerce” (or mobile commerce). Usually retailers use them together because hey – that’s what retailers do – sell stuff to people. Now that a new channel is here let’s just go ahead and grab it. Well – maybe that’s not the best way to go.

You see – people tend to think of their mobile phone as something quite personal. It’s always there in their hands or pockets, it holds their most private conversations and information, it’s there when they go to sleep, it’s there when they go to bed.

Not many think in the same terms about retailers or shopping. Shopping is less of an addiction (except for those shoes, ladies) and more of a mix between (1) necessity, (2) convenience and (3) marketing induced propensity to buy. Nothing really personal there so don’t expect your customers to download your app, browse the products and buy after. Oh, and mean while, if you do expect that – don’t push notifications unless they actually ask for it.

When building a mobile app – do more than replicate your online store

Mobile sales
Mobile sales

Say you’ve built an online store for your brick-and-mortar operations a couple of years ago. By now you’ve probably seen a healthy increase in sales and you’re quite confident in online retailing overall so you decide to invest in a mobile application to handle mobile users’ needs. You decide that the logical thing to do is build an mobile app to showcase your products and let your users buy from that app.

That’s what usually retailers do but not what users want – remember the personal attachment people have to their phones?

Here’s a couple of things you can do right on your online store to serve mobile shoppers (which, by the way – are on the rise as you can see here):

  • build a responsive design to handle desktop users, mobile users, tablet users
  • adapt that design to fit each type of device
  • make payments as easy as possible and as secure as you can for mobile users

Now that you’ve covered the basics, while not boring or forcing your users to adapt to your store packed a native application, let’s make your mobile experience personal:

1. Make it useful

The smartphone is nothing if not useful. You can use it as a music player, email reader, browser, game console and dozens of other things. Your app should be useful. Here are a couple of examples as how companies made their apps useful to the targeted audience and changed the way customers thought of them:

Uber connects passengers and drivers. Changes the way they connect.

uber

Alright – Uber is not actually a retailer but we need not think in terms of black and white. What Uber handles extremely well is a customer need and delivers to that need as well as it’s expected. Note that its mobile approach is just a means to an end: customer satisfaction.

Amazon is sure it can outmatch brick and mortar competitors’ price. Launches barcode scanner app to prove it.

Amazon Barcode Scanning app
Amazon Barcode Scanning app

Amazon handles a huge inventory. If there’s any product out there that has a barcode attached to it, chances are you can buy it on Amazon with one click. The company makes that easy with its barcode scanning app – find a product, check the barcode and find it on Amazon. Easy and useful.

2. Make it fun

The Amazon Kindle is a disruptive mobile strategy that changes the way we read (and buy) books.

The Kindle iOS App
The Kindle iOS App
Back to Amazon – ever thought about the Kindle as a store? No? Because it’s one of the best stores out there. You can’t see the cash register but it is there. It is hidden behind that great mobile device / mobile app that allows you to read your favorite books (and purchase more of them), but it is there. It’s so good that it helped Amazon reach a point where, in some markets, it already sells more eBooks than paperback.

Talk about fun…

3. Make it local

Shop Nearby, by The Find
Shop Nearby, by The Find

Let’s just assume that not all shoppers are inclined to buy online or rather more – some of them need to find a product quickly, in their nearby area. The want the product now and are willing to drive to the local store to buy it. Here comes Shop Nearby, by The Find.

The application makes it easy for you to find a certain product in your close area or browse through all shops nearby.

4. Make it Personal

Last but not least. Make it personal. It has to be personal because mobile devices are personal items and apps should be personal also.

Gilt understood this when they launched …

Gilt personalized shopping

“Our goal is to make it even easier for members to discover products they love while they are on the go” said Steve Jacobs, Chief Information Officer at Gilt.com

Personalized sales
Personalized sales

Gilt.com is, as you probably know, one of the largest fashion flash sales retailers online. With a huge database filled with customer information and purchase history they can make their approach to sales chic and personal again.

When Gilt.com was launched it served as a private venue for brands to unload their unsold inventory. It used to be private and quite a little secret for Gilt’s members. Once the store got bigger and bigger they found they were unable to cope with users need for short-stock brand clothing. Even more – they couldn’t handle selling premium brands discreetly, something their suppliers were not really happy with.

Now that the personalized shopping has been launched, users can get special (and by that I do mean special) deals, based on their purchase history.

What’s not to love about a store that handles a one-on-one relationship with millions of customers?