Royal Mail Data Services is aiming to tap into escalating concerns that the new EU data laws will make customer aquisition even harder by launching a guide to help brands retain customers when they move house.
The Guide to Mover Marketing will also identify those who may be looking for move-related and home improvement products and services.
It has been developed in response to research from Royal Mail Data Services, which surveyed nearly 200 leading UK marketers to discover the key business challenges surrounding the use of customer data for marketing purposes.
The research revealed that 45% of marketers say recruiting new customers is their biggest challenge. The remaining 55% struggle with re-activation, upselling, retention and cross-selling to existing customers.
Further research suggests that 65% of consumers switch suppliers or engage with new brands during the home-move period as they track down the best deals.
Home-mover marketing presents proven opportunities for brands, particularly in the utilities, telecoms, finance, insurance, banking, DIY, retail and home improvement sectors, to increase their customer retention, acquisition and re-activation rates, the firm claims.
The guide outlines the trends and characteristics of the UK home-mover market. It also offers strategies for data-driven B2C marketers to improve their customer acquisition, retention and engagement strategies by segmenting and targeting home movers with relevant, useful marketing communications.
In addition, it explains how businesses can quantify the value of the home-mover market through analysis of customer purchasing behaviours before, during and after their moves.
Royal Mail Data Services managing director Jim Conning comments: “The combination of price-conscious consumers, the breadth of choice to be found online, and fierce competition is making it more challenging and costly for B2C marketers to improve the performance of their marketing while boosting revenues. The key to success lies in a marketer’s ability to deliver ‘right-time’, contextual marketing that anticipates what customers need before they have to ask.”
The guide draws on Royal Mail Data Services’ experience of working with many of the UK’s leading brands to help them reshape their approaches to “right-time”, contextual marketing through the use of home-mover data alongside specialist data analysis and marketing services.
Conning continued: “To be successful at ‘right-time’ marketing, marketers need access to timely customer information. This data must be accurate, permission based, and sourced via a first party. But it’s not enough to just provide great-quality data.
“Businesses also need insight into home moves period to help them understand when consumers are most likely to buy a company’s products or services or, indeed, to switch to the competition. And that’s where our specialist knowledge and experience come in. Our guide offers marketers a step-by-step approach to adopting effective marketing strategies and techniques to target home movers.”
The move follows the launch of eBay Advertising’s Home Mover ‘Advanced Targeting’ scheme, which cross references insights from eBay’s 19 million monthly users with Land Registry data to predict movers months before they actually settle into their new abode.
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