You Can’t Buy Customer Loyalty

The Customer Hierarchy

If you segment the customers in a cataloger’s database to fit into a typical customer hierarchy, you’ll see various levels of buying activity and inactivity that move a person from being a prospect to a “trier” to a buyer and so on until loyalty is achieved.

Customer loyalty can be a slippery concept, however, and is defined by the cataloger’s business and the goals and objectives of its management team.