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How to Use Product Recommendations to Encourage Purchase Behavior [Infographic]

by Laura Forer  |  
March 20, 2017

Product recommendations are an integral part of the online shopping experience. Who among us hasn't ordered a jacket, jeans, and sneakers when all we intended to buy was a pack of socks?

Dynamic Yield analyzed data from 50 million shopping transactions and learned that visitors who engage with product recommendations generate 2.8x higher revenue per visitor and 20% greater average order value, according to an infographic published by the personalization company.

So it's worthwhile to devote online real estate to recommendations to help users move from window-shoppers to buyers. And as with most marketing tactics, there are best-practices to help you make recommendations as effective as they can be.

For example, ensure that recommendations display consistently across desktop, mobile, and email channels, and consider different recommendations at different stages of the customer journey, the infographic suggests.

For more recommendations on how to make the most of your product recommendations, tap or click on the infographic to see a larger version:

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Laura Forer is a freelance writer, email and content strategist, and crossword puzzle enthusiast. She's an assistant editor at MarketingProfs, where she manages infographic submissions, among other things.

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  • by Audrey D. Mon Mar 27, 2017 via web

    Wow this infographic is phenomenal in explaining how customers prefer to shop and why understanding your customer is essential in generating the most revenue. I find this article especially interesting because it explained to me why I am always "talked into" purchasing complement products while online shopping. The other day I was buying a phone case, but it was recommended that I additionally purchase a screen protector along with the phone case. This is a great example of effective product recommendation. It made sense to me to purchase the screen protector because it was only an few more additional dollars, and allowed me t visualize how protected my phone would be if I purchased it along with the case. There are some websites that are not as effective in doing this. One of those sites is Overstock. I recently purchased a pair of Ray-Bans off of the website, and when checking out it suggested that I purchase another paid of the same style in a different color. This was a horrible execution of product recommendation because its suggesting you spend double, not just a few extra dollars, your original order. If they wanted me, or any other customer to give it a second glance they would have been better off recommending a case or lens cleaner. Something small that is a complement good, not a substitute. This also leads me to wonder how much Overstock spends on analytics. If they were able to track my other purchases and maybe even see that I am a student, with a small disposable income, they could have had a more effective product recommendation. Overall, I think this infographic does a wonderful job of breaking the concept down and showing how there is an easy opportunity for increased revenue if you effectively implement this kind of service on your website.

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