Customer Acquisition: How DrJays.com Uses Social Media to Drive Customer Acquisition

DrJays.com, the fast-growing urban street wear e-tailer, is gaining new customers and increasing sales and average order values thanks to an on-site social tool that encourages visitors to share products in their social circles and receive coupons for site merchandise in return.

The engine that enables this action comes from inSparq, a social merchandising technology provider for retailers and consumer brands. Here's how it works: When visitors reach a product detail page on DrJays.com, they're presented with an offer to share the item in their social circles. When they share the item, their followers and friends automatically see a post with a link that they can click to purchase the item with a discount. Meanwhile, after visitors share the item within their social networks, a pop-up box appears on their screens that thanks them for sharing and then asks them for their email address so they can receive a coupon when friends purchase the item they've shared. DrJays.com knows this information because inSparq creates a dedicated tracking link for each share. These links are associated with the email of the person who shared.

"Since implementing the inSparq solution, we're finding that our website visitors are much more engaged with our site, and more of them are using the coupons they receive to buy merchandise," said Debra Lambert, head of marketing at DrJays.com, in a press release.

The inSparq solution is also helping to drive higher average order values on DrJays.com.

"DrJays.com is showcasing these aspirational items as trending products on its homepage so other shoppers engage and buy more of these products, thus increasing average order values, in addition to increasing its customer acquisition rate," said Veronika Sonsev, CEO and founder of inSparq, in a company press release.