Victoria’s Secret funnel and customer lifetime value
- A customer get into the store and sees an offer: 3 panties for 2700 rubles (36 euros) – a lead magnet. Not bad, you have to take it, the offer is really good.
- Next you need a color matching bra. Here the price is 5000 rubles (67 euros) for an item. A real lady would like to have a matching bra and pantie. The upsell took place.
- The we go to the checkout and see liquids at good prices. For example, this water costs only 1300 rubles (17 euros). We buy it.
The liquid is a comeback. If you run out of it, you go to the store and see the offer with panties again.
And again you buy a bra in addition. So that the lifetime value keeps on increasing and the cycle repeats again and again.