In at this time’s evolving world, prospects considerably fluctuate of their shopping for conduct. In consequence, there’s a important want to repeatedly customise merchandise, packaging, value and promotions to suit their wants. In less complicated phrases, at this time’s cell advertising and marketing emphasis has shifted to differentiation primarily based on distinctive wants, preferences and behavioral traits of every buyer phase slightly than exploiting a one-size-fits-all technique.


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Behavioral segmentation performs a significant position for the reason that days of mass advertising and marketing are lengthy gone. Firms not market to as many individuals as potential whereas hoping for one of the best. Slightly, they now choose tailor-made and data-driven methods whereas nonetheless fastidiously contemplating packaging, value and promotion. With behavioral segmentation, firms can higher perceive their prospects and goal their advertising and marketing efforts extra effectively and successfully.

Moreover, behavioral segmentation might be utilised to precisely decide potential prospects on whom to deal with, as they’re most certainly to buy a enterprise’ providing. Thus, guaranteeing the very best return for cell advertising and marketing expenditures. Statistically, segmenting markets primarily based on conduct, profit sought, and buyer expectation has a larger impact on advertising and marketing success measures by way of repeat buy, profitability, buyer satisfaction, and gross sales progress.

Strategies of Behavioral Segmentation 

Historically behavioral segmentation might be labeled into two classes:

  • Based mostly on numerical attributes of knowledge like common and variance, median, quartile, and many others.
  • Based mostly on logical groupings, as an illustration, low cost patrons or frequent patrons, and many others.

Benefits of Behavioral Segmentation

Breaking down the markets into homogeneous teams which have comparable conduct has a number of benefits, specifically:

  1. It permits firms to precisely establish and goal prospects.
  2. It helps organisations to changemarketing campaigns primarily based on prospects’ constant conduct and even erratic conduct.
  3. It helps set up model loyalty additional, constructed upon prospects who’ve proven a powerful affinity in the direction of the model.

Broadly talking, segmenting one’s viewers primarily based on buy conduct can facilitate:

  • Buyer buy decision-making course of
  • Buy milestones and shopping for journey
  • Efficacy of the acquisition course of
  • Uncover conduct and actions that may predict the likelihood of buy

Disadvantages of Behavioral Segmentation

However, there are a number of drawbacks to segmenting a market on the premise of conduct.

  1. Buyer behaviors can sporadically change with time, location, event, requirement and many others.
  2. Typically buyer actions might be extraordinarily troublesome to foretell accurately. As such, behavioral segmentation can solely present a framework for character traits and conduct.
  3. Behavioral segmentation is principally carried out with qualitative knowledge slightly than quantitative knowledge. Thus, making forecasts, budgets, bills all is dependent upon particular assumptions and parameters.

How Are Behavioral Traits and Varieties Grouped?

Goal customers for a product or marketing campaign might be grouped on the premise of their behavioral traits in 4 key other ways:

    • Event Segmentation:The place a product is bought or used for a specific event solely. Such an event might be repetitive or a as soon as in a lifetime event. Sometimes, the advertising and marketing calendar is full of a number of events for everybody, like international, group, and private. Thus, the buying conduct of shoppers additionally modifications with such events.
    • Utilization Oriented:On this method, prospects are grouped primarily based on how a lot a product is being utilised/consumed. In consequence, cell entrepreneurs outline prospects as ‘heavy consumer’ or ‘gentle consumer’
    • Loyalty Oriented:Right here, markets are usually segmented primarily based on the retention charges of the customers. It is a truthful indication of name loyalty amongst them. In apply, a model with a excessive diploma of loyalty has a really excessive retention fee and doesn’t want to fret a lot about buying new prospects. Nonetheless, a model with low loyalty ranges regularly must recruit new customers to its basket.

This behavioral phase kind is significant as a result of it accounts for almost all of firms’ e-commerce income. Nonetheless, it’s completely different from the ‘routine’ purchaser phase as routine patrons are likely to recurrently buy from manufacturers due to fixed want. However, loyal prospects are real product or model evangelists who don’t buy resulting from recurring wants.

  • Advantages Segmentation:This benefits-oriented kind of behavioral segmentation is carried out primarily based on the completely different advantages perceived by disparate customers. In apply, there are particular advantages that a person is looking for from a product regardless of selection or value, which may fulfil their wants. On this segmentation, prospects are sectioned in accordance with merchandise that give them the utmost profit.

Examples of Behavioral Segmentation 

Usually talking, behavioral segmentation and advertising and marketing delivers appreciable benefits in area of interest promoting.

It helps entrepreneurs reply a number of questions earlier than participating prospects. As an example, if introducing a brand new electrical automotive, wouldn’t it be prudent to focus on prospects who beforehand purchased a Prius or those that purchased a pickup truck. Or if promoting a well being product, which conduct could be extra appropriate for concentrating on: a person who sometimes buys nutritional vitamins or one who buys cigarettes?

Or, if promoting jewelry, will somebody who purchased jewelry up to now yr or somebody who has by no means bought, be a greater prospect?

Folks’s conduct often stays the identical over time. So, when a marketer identifies a particular behavioral trait or motion that may assist in advertising and marketing, it’s prudent to leverage it!

Listed below are two easy examples:

Instance 1: By delivering reductions to high-momentum customers

As an example, if a prospect who has by no means purchased from you visits your web site ten occasions over three months. Then, that very same particular person visits your website ten occasions within the final week alone. This may ideally point out they may purchase from you quickly.

As such, you may capitalise on this momentum with tailor-made, individualised messaging to them. As an example, selling a 15% off low cost.

Instance 2: Retargeting frequent and yet-to-convert guests

Excessive bounce charges have a tendency to hassle entrepreneurs, particularly from high-frequency guests who window store, and don’t buy. With behavioral segmentation, you may retarget advertisements to completely different guests after they depart your web site by means of e mail or pay-per-click advertisements to regain their consideration.

In apply, with a view of behavioral knowledge together with different forms of buyer knowledge (like propensity scoring, or lifecycle stage), you may retarget prospects with individualised advertisements with particular provides for merchandise they beforehand checked out as they browse elsewhere on-line.


In abstract, behavioral segmentation strategies deal with serving to firms instantly goal audiences primarily based on their distinctive behaviors, pursuits, geolocation, intentions, and different data-driven metrics like net analytics, cookies, and search historical past.

All issues thought-about, cell entrepreneurs and enterprise entities that exploit all of the above knowledge factors have increased possibilities of efficiently delivering related content material and contextual provides to their prospects, in distinction to generic campaigns broadcasted to random broad audiences. As such, behavioral segmentation is understood to yield a a lot increased return on funding (ROI) for e-commerce manufacturers.

Moreover, deeply understanding buyer spending habits can open cell entrepreneurs’ eyes to completely different alternatives to interact with prospects in the suitable context.