SUMMARY: E-commerce marketers who sell custom or expensive items are typically not looking for impulse buyers. Instead, they nurture long-term relationships, hoping for a sale weeks or months down the road.
A custom clothing site decided to build relationships with its email program, and to do so, it tested an autoresponder with hand-picked product suggestions. The result: 540% higher revenue-per-email in the first test. See how the team selected targets and expanded the program to other segments.