What Is Shopper Marketing: Secret Weapon To Skyrocket Sales

The delicate balance between success and failure in shopper marketing may make or ruin a business. 

For inastance, when the Coca-“Share Cola’s Coke” ad debuted in Australia in 2011, it was a huge success. In a nation with less than 23 million people, consumers bought more than 250 million branded bottles and cans. ?

Since then, the ad has been introduced in more than 70 countries and has deeply impacted consumers. 

Shopper marketing may assist business owners in achieving their aim of increasing sales, which is something they frequently want to do. In order to persuade customers to make purchases, this strategy emphasizes raising consumer demand and involvement.?

What to know about Shopper Marketing ?

➜ To adopt shopper marketing, organizations must examine customer behavior and external variables that affect purchase decisions. 
➜ Shopper marketing is successful because it offers useful information that can guide marketing plans. 
➜ Companies may obtain insights that will serve as the foundation of their plans by doing research, making observations, and creating focus groups. 
➜ Tracking customer behavior before, during, and after they enter the store, as well as the products they look at and ultimately buy, is crucial for offline retailers. 
Street marketing is a marketing strategy that is gaining popularity among brands as a marketing strategy.

What is Shopper Marketing?

Consumer marketing focuses on the customer’s decision-making process at the moment of purchase. 

Shopper marketing tries to have an immediate and direct influence on a customer’s behavior, as opposed to traditional advertising like TV, radio, and print media, which can be recalled over time. 

Shopper marketing may affect a customer’s decision-making process by focusing on them just before they make a purchase.?

Shopper marketers use a variety of strategies to influence a customer’s choice of a certain brand when they are presented with multiple selections of identical items at comparable pricing in a store aisle. 

For instance, shopper marketers would use strategies to influence the customer’s choice while deciding between several brands of juice or coffee. Brands are also using technical marketing as a marketing strategy in order to promote their products and services.☕️

Reasons why Shopper Marketing is effective?

➤ The utilization of data in consumer marketing is key to its efficacy. Marketers may create campaigns that target their audience with the correct message at the right time by leveraging accurate and relevant consumer data. 
➤ About 80% of consumers will visit a store to make an immediate purchase, so it’s critical to grab and maintain their attention with the appropriate campaign, offer, or competition to boost the probability of closing a deal.
➤ Incorporating a personal touch into advertising is possible through shopper marketing. For instance, a consumer may be offered a discount on baby-related goods if basket data shows they purchase diapers and formula. 
➤ Omnichannel and cross-platform shopper marketing enables businesses to interact with customers wherever they are. 
➤ To provide customers with a seamless experience, it’s critical to make the most of every channel and guarantee that messages are consistent.

How to build a Shopper Marketing strategy?

Customer comprehension

Understanding your consumers’ requirements and behaviors is crucial for optimizing your shopper marketing. 

You may poll customers, see how they purchase, and leverage real-time data from in-store marketing programs. 

Using Tokinomo’s cloud-based platform, you can get insights on things like foot traffic, activations, location, and device status, which may help you improve campaigns while you’re not in the shop.?️

The ambiance is important.

Customers place a high value on a store’s atmosphere since it influences how they buy by adding elements like the aroma of freshly baked food, lovely accents, and soothing music.?️

Keeping up with technology and trends

Businesses must stay current with fashion and innovate as much as they can since shoppers no longer prefer traditional in-store marketing strategies. ?

Robots may help with customer service and in-store marketing, while mobile apps can direct consumers around the shop, increasing customer engagement.


Customer involvement may be raised through experiential marketing or retailtainment. Retailers may provide a fantastic in-store experience by utilizing straightforward yet captivating items like POP displays, music, and technology. ?

Examples of effective retailtainment campaigns include Ikea’s 2011 promotion, in which 100 visitors spent the night inside their shop, and Target’s Wonderland pop-up store in 2015, which offered ten distinct experiences for consumers, including a gigantic Etch-a-Sketch

Pros and Cons


Increased consumption: Through influencing consumers’ short-term purchasing decisions and developing consumption patterns and habits, consumer marketing plays a critical role in influencing consumers’ long-term behavior. 
Particular consumption targets: Shopper marketing helps marketers to discover and target certain categories of consumers to boost their consumption patterns, which is in line with the marketing strategy’s growth ambitions. 
Enhanced brand image: Shopper marketing contributes to raising consumers’ perceptions of and faith in the brands being pushed. 
Stronger retailer relations: Improved marketing-retailer communication leads to stronger consumer-retailer relationships. 
Deeper knowledge base: A deeper understanding of consumer behavior, purchasing trends, and the purchasing process is provided by consumer marketing. 

Disadvantages ??

Limited scope: Shopper marketing approaches are largely focused on influencing consumers at the moment of purchase; hence they may not have as broad an influence as other marketing efforts.
Dependence on retail partners: Shopper marketing frequently depends on the assistance of retail partners to be effective, which might restrict the marketer’s control over how their campaigns are carried out.
Difficulty measuring ROI: Assessing the performance of shopper marketing efforts can be difficult, especially if the shopper experience involves several touchpoints.
Cost: Executing shopper marketing initiatives may be costly, especially if they entail in-store incentives or displays.
Risk for backlash: Some consumers may consider specific shopper marketing strategies as invasive or deceptive, which might result in unfavorable opinions of the business.

Tips For Shopper Marketing?

▶️ POS materials: POS materials are promotional items positioned in stores to direct customers’ attention to certain products at the point of sale. ?

Displays, posters, wobblers, shelf talkers, and shelf stoppers are just a few examples of POS items. Also, they assist consumers with locating their chosen products and navigating the shop, which boosts demand and sales.

▶️ Display table: As customers enter a store, a display table is an example of POS material that quickly grabs their attention. Marketers may use it to exhibit new collections or advertise items that are on sale, which can boost demand and sales.?️

▶️ Demos and product sampling: These strategies let marketers advertise new items, raise consumer awareness, and let customers try things out and assess their merits. 

▶️ Demos and product sampling: These strategies let marketers advertise new items, raise consumer awareness, and let customers try things out and assess their merits. ?

Consumers’ faith in the business is increased when they may sample goods or try on cosmetics before buying.

▶️ Design and Ambience: In shopper marketing, fostering a welcoming environment is essential. Customers are more likely to stay in a store and go from aisle to aisle when factors like music and smell are present. ?️

People prefer to remain longer in stores when calm, peaceful music is playing, and pleasing fragrances like freshly made bread, coffee, and fruits are also known to have a beneficial effect on shoppers.

▶️ Chatbots and Live Chats: Live chats and chatbots are virtual assistants that introduce shops to customers, aid them in finding the right products, and streamline orders.✉

To save time while shopping, customers may communicate with them utilizing rapid responses, buttons, and input. 

Geo-targeted advertising?: Geo-targeted advertising is provided by Facebook and Google, allowing advertisers to target consumers with appropriate content and advertisements depending on their geographic location. 

This strategy is a great method to advertise nearby services, including plumbing, plumbing repair, and medical services.

Trends and examples 

Naked Juice

To boost sales of their juice and entice customers to make repeat purchases, Naked Juice developed an in-store component of their Live Naked promotion. 

Every bottle was given a voucher, and they requested that users demonstrate how they utilize the product. ?

The campaign showcased how consumers were using their goods by showing user-generated material, which improved involvement and sales. 

It promoted interest in new tastes and helped to engage the already existing client base. As a consequence, the campaign resulted in a 26% increase in sales over the prior year.

Procter and Gamble

In a market where open-crotch baby trousers were more often worn than disposable diapers, P&G had to change customer behavior. 

To combat this, P&G started the “Golden Sleep” campaign for Pampers in order to raise awareness of the better quality of sleep that newborns may experience while wearing disposable diapers all night long. ?

The “Golden Sleep” campaign urged parents to post images of their children sleeping better while using Pampers diapers. 

The campaign’s message was later reinforced with the use of these visuals on a billboard. Pampers is now the most widely used diaper brand in China as a result.

Beam Suntory

Beam Suntory wanted to boost Pinnacle Vodka sales and brand loyalty at Virginia ABC retailers. 

To do this, Snipp created a competition with a patio renovation as the prize that focused on entertaining at home. ?

As most bars were closed during the epidemic, a home-based award fit the target population perfectly. 

Customers could simply enter the contest on their mobile devices, and branded digital screens were erected in stores to promote participation. 

To encourage clients to hold gatherings for their loved ones, the merchandise also included Pinnacle Vodka’s 30 varieties and well-known drinks.


Starbucks is the most popular coffee brand in the world, and its mobile app is an excellent illustration of value-added marketing. ?

Along with allowing users to make purchases and transactions through the app, there are many other advantages as well, such as the ability to get tailored messages based on their interests, receive updates on new items, and earn prizes for using the app.


After presenting their new coffee maker, Maxwell House started a shopper marketing effort, giving over two million coupons and sample cups to 8,400 retailers nationwide. ??‍?

Despite the substantial outlay, the percentage of coupon recovery was very high.


Since studies revealed that moms put considerable importance on the switch from diapers to training pants for their kids, Target relocated training pants in their shops. To emphasize this transitional stage, training pants were not put next to diapers but rather on the young children’s aisle.?


In order to create advertising campaigns and encourage prompt purchases of tissues and medications, Walmart works with producers of cold and flu medications. 

The business makes the shopping experience more comfortable since it understands that clients who are ill do not want to scour the entire store for drugs.


With its catchphrase, “We got you at the Walmart,” Kotex hopes to reassure customers that the company will help them find the proper product and cut through brand confusion.?


Coca-Cola is a well-known soft drink brand that excels in shopper marketing. They are adept at building their brand and may use impulse or last-minute purchases to their advantage. 

One of their effective efforts, “Share a Coke with a Friend,” urged consumers to purchase a can of Coke with their name or the name of a friend on it even if they weren’t frequent Coke drinkers. ?

In order to appeal to different demographics of its target audience, the corporation then expanded the campaign by adding tailored military themes and designs.

FAQs on Shopper Marketing

What is an illustration of consumer marketing? 

By hosting or participating in events, shopper marketers may generate demand and provide customers with excellent value. To assist parents in preparing their kids for the upcoming school year, a stationery company may, for instance, arrange a back-to-school event.

What functions does shopper marketing serve?

Using the retailer’s shopper segmentation and synthesis of the information to boost sales and share, develops shopper strategy and communication through distinctive, strategic initiatives that enhance shopper solutions and capabilities.

What distinguishes marketing from shopper marketing?

While many brand marketing programs concentrate on raising awareness, shopper marketing focuses especially on strategies that will encourage in-person, in-store purchases, frequently right before a customer checks out of a store.

Today’s shopper marketing: what is it?

The goal of omnichannel marketing nowadays is to contact customers whenever and wherever they are contemplating making a purchase. This includes doing so on retailer websites and apps, in-store, and through all digital platforms.

What is the definition of shopping marketing?

Shopper marketing is a field that focuses on enhancing the consumer shopping experience in order to increase sales at the time of purchase, both in-person and online. Traditional advertising and promotion are different from this marketing discipline.

Which of the following is a primary benefit of adopting shopper marketing?

The most effective technique to attract potential customers and turn them into brand advocates is to use a shopper marketing plan. That will be beneficial for brand marketing. These brand advocates frequently buy goods from the same business.

What components makeup shopper marketing?

A business culture that values customer-centricity as a basic marketing strategy and a strong cooperation between retailer and brand marketing are two components of shopping marketing. Both sides work toward objectives that are advantageous to both parties. It should also encourage the development of initiatives that, in addition to increasing sales, may aid in building brand equity for the merchandise as well as the retailer by involving customers in significant ways

Keep Exploring. Don’t Miss Out The Following ? Articles

Similar Posts:

Was this article helpful?

Leave a Comment