Case study

How Sur La Table converts one-time buyers into repeat customers

For most DTC brands, 50-80% of their customers purchase once and never again. But customers who buy twice are 9x more likely to buy again.

This makes converting the second sale the most critical milestone for customer lifetime value growth.

Download the case study to learn how Sur La Table was able to remedy their one-time buyer problem and drive repeat purchases using:

  • A 4-point framework for converting the second sale
  • Lexer’s crawl-walk-run segmentation strategy
  • Strategies for turning first-time buyers into long-term brand evangelists
  • Methods for identifying hero products