Every Amazon brand has them — the small percentage of customers who generate the majority of revenue.
They:
✅ Buy higher-priced items
✅ Order more often
✅ Leave better reviews
✅ Spend consistently over time
They’re your high-spend customers — and if you’re not actively engaging them, you’re missing massive revenue potential.
Let’s explore how to identify, target, and retain these valuable shoppers.
🧠 Why High-Spend Customers Matter
According to various ecommerce studies:
📊 The top 20% of customers often generate 60–80% of profits
📉 Yet most brands focus their budget only on acquisition
The opportunity?
Focus on retention and loyalty strategies for high-value shoppers.
🔍 How to Identify High-Spend Customers on Amazon
1. Amazon Brand Analytics – Repeat Purchase Behavior
Breaks down reorder rates and average spend per ASIN.
Look for:
✅ Products with high repeat frequency
✅ Customers who order bundles or multiple SKUs
2. Search Query Performance Report (SQPR)
Look at branded searches and terms with high conversion.
These often come from loyal, returning buyers.
3. Amazon Subscribe & Save Data
High-S&S adoption = loyal, consistent spenders.
Focus offers and product lines here.
🎯 Strategies to Engage High-Spend Buyers
1. Tailored Bundles and Premium SKUs
✅ Offer value-packed bundles
✅ Include exclusive items or added features
✅ Upsell to multipacks or larger sizes
Why it works:
High-spend customers are often looking for convenience and value — not discounts.
2. Create Loyalty Through Packaging and Inserts
Use packaging to:
✅ Educate
✅ Delight
✅ Prompt reviews and S&S enrollments
Inserts can offer:
- “Thanks for being a VIP!” messaging
- Invitations to join a mailing list or receive a free gift
- Discount code for future orders
3. DSP Retargeting for High-Value Segments
Amazon DSP allows for advanced targeting:
✅ Past purchasers of specific ASINs
✅ Customers who spend over a threshold
✅ LTV-based segmentation (if you’re brand registered)
Run remarketing ads with:
- New product launches
- Loyalty incentives
- Brand storytelling
4. Optimize Post-Purchase Experience
After delivery:
✔️ Follow up with thank-you email (if eligible via Amazon messaging)
✔️ Direct to educational content or user tips
✔️ Offer a loyalty incentive or invite to S&S
5. Exclusive Promotions or Previews
Reward your high-spend base with:
✅ Early access to new launches
✅ VIP pricing
✅ Exclusive bundles
Even if you can’t track the individual shopper (due to Amazon’s limitations), you can optimize your funnel to nurture this behavior.
🧪 Real Example: Health Supplement Brand
Problem:
Strong traffic, but flat profit growth.
Solution:
✅ Used Brand Analytics to ID top 10% of spenders
✅ Built “Health Elite Pack” with 3 high-margin products
✅ Created DSP campaign targeting repeat buyers
✅ Offered a gift card in the package after 3rd order
Results:
📈 Revenue +32% in 90 days
📉 ACoS dropped due to improved LTV
💬 Reviews referenced appreciation for loyalty focus
📉 Mistakes to Avoid
❌ Generic campaigns that treat all buyers equally
❌ Over-discounting (this devalues the brand)
❌ Ignoring data from Amazon tools that’s already available
❌ Failing to differentiate for customers who are already committed
🧠 Pro Tip: Create a Customer Ladder
Segment buyers like this:
- One-time shoppers
- Repeat buyers
- High spend customers
- Brand advocates
Tailor messaging and offers for each stage.
✅ Take Action Today
🔹 Dive into Brand Analytics > Repeat Purchase tab
🔹 Identify high-spend products and trends
🔹 Build bundles and offers around them
🔹 Use S&S, DSP, and packaging to build loyalty
🔹 Track changes in LTV over time
By focusing on your best customers, you can:
✅ Increase revenue
✅ Reduce ad spend
✅ Build a stronger brand on Amazon
And most importantly, turn one-time buyers into lifetime fans.
