Promotional pricing is a sales strategy in which brands temporarily reduce the price of a product or service to attract prospects and customers. By lowering the price for a short time, a brand
artificially increases the value of a product or service by creating a sense of scarcity. Promotional pricing can help with customer acquisition by encouraging cost-conscious shoppers to buy. It can increase
revenue, build customer loyalty, and improve short-term cash flow. A promotional pricing strategy works best in the short-term. Used excessively, it costs brands money by eroding profit margins. Customers become accustomed to lower pricing—so-called “price orientation”—or they may stock up during the promotional period. It also
adds to the noise in an already-crowded marketplace where promotions and discounts are commonly used. This article discusses: How Is Promotional Pricing Used—And by Whom?Promotional pricing is a popular strategy for consumer brands, including retailers, airlines, gyms, restaurants, and service providers. B2B companies also use their own variety of promotional pricing. Brands use promotional pricing to:
Promotional pricing is a popular sales strategy. In fact, 80% of marketers say that promotions and discounts are important in their customer acquisition strategy. Yet the popularity of promotional pricing actually devalues a brand when it’s overused. Most marketers use mass discounting tactics—they offer the same promotions to everyone, creating even more noise in a crowded, competitive marketplace. Instagram has 2 million active advertisers, and digital marketing experts estimate that most Americans are exposed to 4,000 to 10,000 advertisements a day. A survey found that when it comes to customer acquisition, nearly 1 in 4 marketers—the most respondents among six categories—say differentiation from competitors is their most challenging problem. The urgent need to stand out is driving more frequent promotions across industries, but in a marketplace overrun with competing ads, they’re inadvertently adding to the noise. A promotional pricing definition or promotional discount definition covers a wide range of promo pricing tactics, including:
How to Calculate the Best Promotional Pricing for Your BusinessTo avoid devaluing their brand, marketers should assess the feasibility of a discount and the length of the offer before setting a promotional price. A New York Times article lists three factors for determining if Groupon—possibly the most extreme form of promotional pricing—is a good strategy for brands:
Another key calculation is the repeat purchase rate of a newly acquired customer. Frequent discounts condition a brand’s consumers to wait for a reduced price they know will eventually come. A promotional pricing strategy is successful only when it helps a brand acquire high-value, repeat customers who aren’t conditioned to expect discounts. The best promotions are selective, targeted, and strategic. Identity Marketing and Promotional PricingIdentity marketing, a new form of personalized promotions, avoids the pitfalls of traditional promotional pricing. It doesn’t rely on attracting bargain hunters, which can reduce margins and devalue a brand. Identity marketing takes a more targeted approach to reaching its audience. Brands use identity-driven promotional offers to specifically engage high-value customers by appealing to their deep sense of belonging to a consumer tribe. Here’s how identity marketing works:
Identity marketing takes the focus off price. By tapping into the deep-seated attributes that members of a consumer tribe share—such as their life stage (students, seniors), occupation (teachers), or affiliation (the military community, first responders)—brands build goodwill. This results in higher repeat purchase rates from ideal customer groups. Identity marketing also protects a brand’s profit margins because it is a form of personalized marketing in which brands create an offer to a specific consumer tribe, rather than making an offer available to every customer. Identity marketing leverages the power of tribal marketing by harnessing the deep connections of the group’s members, who virally share the offer with their network. Research shows that 71% of teachers who receive a personalized offer would share it with their colleagues. And 96% of the military would share a personalized offer with others in the military community. Identity Marketing Success StoriesLeading brands in retail, streaming, software, hospitality, and finance use identity marketing to acquire high-value customers who are long-term, repeat purchasers: Targus Used Identity-Driven Offers to Increase Orders by 389%Targus helps professionals protect their devices with high-quality laptop and tablet cases as well as other technology accessories. The company wanted to generate greater brand awareness and loyalty while rewarding key consumer tribes and corporate clients. It launched a series of identity-driven promotions to students, teachers, the military, and employees at a number of Fortune 500 companies. After ramping up its promotions to get the word out, Targus saw a 389% increase in the number of orders and a 413% increase in revenue for personalized offers verified by SheerID. CompTIA Generated a 20:1 ROI and Reduced Discount Abuse by 20%The Computing Technology Industry Association (CompTIA) wanted to encourage student success in the field of technology. To do so, the association offered students a 40% discount on its certification courses and other products. The campaign generated a 20:1 ROI while reducing discount abuse by 20%. Headspace Acquired 25,000 New SubscribersHeadspace, the popular subscription-based meditation app, is on a mission to improve the health and happiness of the world. The company wanted to honor educators with a personalized promotion that gives them free access to the app and classroom support while preventing fraud. Headspace acquired 25,000 new educator subscribers in three new markets, reduced fraud by 41%, and boosted engagement. A Final Word on Promotional PricingCustomers love a great deal, and promotional pricing appeals to their strong desire to get the most for their money. Successful brands such as Headspace, Targus, Purple, and CompTIA use identity-based promotions to acquire and retain high-value customers and protect their profit margins. And because these promotions reward deep-seated aspects of a customer’s identity, they encourage long-term brand loyalty. Get the Guide to Identity Marketing. |