Personalization Works—But You Have to Get It Right

Studies consistently show that personalization works, but you have to get it right. Get it wrong, and customers will move on.

This comes from Accenture’s “13^th Annual Strategy Global Consumer Pulse Research,” which surveyed more than 25,000 consumers around the world. Accenture found that 41% of U.S. shoppers said they have disengaged with a company because of “poor personalization and lack of trust.”

The cost to U.S. retailers is staggering: $756 billion in lost retail and brand sales.

Fortunately for print marketers, “poor personalization” tends to be associated with digital marketing rather than direct mail. Digital marketing can seem like a stalker — following you around the web and popping up at every turn. But direct mail is more transparent, and consumers’ reaction to it is overwhelmingly positive. In fact, InfoTrends found that 84% of consumers said they are “much more likely” or “somewhat more likely” to open direct mail when the content is personalized.

How do you get personalization right? Whether you are sending direct mail or email, the answer is simple: transparency. Let customers know that you are collecting data on them. Ask for their preferences so they can give information voluntarily. Position targeted and personalized communication as a benefit to your customers and one that they can participate in to make the experience better.

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