(Source: https://pltfrm.com.cn)
Introduction
Generic discounts are easy to ignore—but when offers are based on a shopper’s actual behavior, engagement rises dramatically. In China’s competitive ecommerce market, advanced discount strategies driven by historical purchase data allow overseas brands to reward loyalty, reactivate lapsed customers, and increase per-order revenue. This article examines how to turn purchase history into a strategic advantage using China-ready tools and tactics.
1. Use Historical Data to Personalize Discount Journeys
1.1 Lifecycle-Based Discounts
Map the customer lifecycle—from first purchase to second, to seasonal upsells—and insert discounts aligned with each milestone. For instance, offer a “thank-you” voucher after the second purchase to reinforce retention.
1.2 Product Rebuy Triggers
Use purchase intervals to time personalized discount prompts. A user who buys pet food every 40 days, for example, can receive a 10% off coupon at day 38 to boost reorder rates.
2. Identify and Reward High-Value Patterns
2.1 Average Order Value (AOV) Targeting
Tag customers with historically high AOV and offer them bundle discounts or premium add-ons instead of percentage reductions. This builds value without undermining margins.
2.2 Repeat Category Buyers
For those who consistently buy from a single category (e.g., tech accessories), create category-specific loyalty pricing or early-access deals that feel exclusive.
3. Automate Discount Delivery via China’s Native Ecosystems
3.1 Smart WeChat Workflows
Integrate CRM and mini program logic to send personalized coupons to users based on their prior SKUs, spend level, and seasonality. Use pop-ups, push messages, or custom landing pages to engage.
3.2 Tmall Smart Coupon Engine
Use Alibaba’s native coupon tools to create layered discounts triggered by specific purchase behaviors, such as number of orders, brand loyalty score, or promotion history.
4. Continuously Optimize Based on Performance Data
4.1 Lookback Period Analysis
Review campaign performance across different historical data windows—such as 30-day, 60-day, or 180-day behaviors—to refine which patterns predict responsiveness to discounts.
4.2 Win-Back Discount Modeling
Use churn analysis to identify customers who haven’t purchased in 90+ days. Test recovery discounts with segmented messaging and track reactivation cost vs. LTV uplift.
Case Study: Australian Health Brand Uses Repeat Behavior to Drive Subscription Conversions
An Australian health supplement brand used purchase history data from its Douyin store and WeChat mini program to build segmented buyer profiles. Customers who had reordered twice in six months received a “subscription-style” offer—10% off every monthly purchase. Integrated via a CDP and CRM engine, the campaign increased repeat order frequency by 42% and raised the customer LTV by 36% in six months.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
