Why Retailers Shouldn't Be Focused on Black Friday
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Jason Becker
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For example, generate a list of your top 300 customers by dollar amount purchased in the past year, then send them tiered coupons, offering $5, $10 or $20 off of their in-store purchase, depending on how much they've spent. Getting these customers into your store overcomes the major barrier to making a sale. If you price your items correctly and create your coupons proportionately, customers will spend far more in-store than the amount on the coupon.
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