Going the Distance: Four Ways to Build a Better Customer Loyalty Program for Your Brand

It’s easy enough for a customer to join your loyalty program, especially when you’re offering an incentive such as discounts. All your customer has to do is give out some basic information, and voila! They’re in the fold, a brand new loyalty member with your company. From there, it’s happily ever after. You offer the perks; they stand solidly by you, bringing you their continued business. Simple. Or is it? In reality, just how many of those customers are act ively participating in your loyalty program? Do you know? Sure, loyalty program memberships are on the rise according to market research company eMarketer, having jumped 25 percent in the space of just two years. However, that figure may be a bit misleading. The truth is that, while loyalty program sign-ups may be more numerous, active participation in such programs is actually in decline. At the time of the study, the average US household had memberships in 29 loyalty programs; yet consumers were only active in 12 of those. That’s just 41 percent. And even that meager figure represents a drop of 2 percentage points per year over each of the preceding four years, according to a study by loyalty-marketing research company COLLOQUY.

When discounts just aren’t enough

So what’s a brand to do? How can you make your loyalty program worth your customer’s while—as well as your own? After all, gaining a new loyalty member doesn’t mean much if your customer isn’t actively participating in your program. Consider this: Does your customer loyalty program offer members anything different from what your competitors are offering? Chances are your program includes discounts. That’s a given. And what customer doesn’t appreciate a good discount? But when every other company out there is providing this staple benefit in comparable amounts, it becomes less and less likely that customers will remain loyal to any one particular brand. Frankly, it’s all too easy for customers to get lost in a sea of loyalty member discounts. They’re everywhere. In fact, just under half of internet users perceive that all rewards programs are alike, according to a 2015 eMarketer survey. The key to success, then, is to differentiate your business from the crowd. If you can offer your customers something unique and valuable beyond the usual discount, chances are they’ll be more likely to stick with your brand. Here’s some inspiration from companies who get it.

Virgin: Reward more purchases with more benefits.

That’s not to say you need to get rid of discounts entirely. In fact, nothing could be further from the truth. Customers still love a good discount. The goal is to be creative in terms of the loyalty perks you offer. Take the Virgin Atlantic Flying Club, for example. As part of its loyalty program, the airline allows members to earn miles and tier points. Members are inducted at the Club Red tier, from which they can move up to Club Silver and then Club Gold. Here, it’s not just a discount. It’s status. And people respond to feeling important, elite. Still, even where the rewards themselves are concerned, Virgin is motivating loyalty customers with some pretty attractive offers. At the Club Red tier, members earn flight miles and receive discounts on rental cars, airport parking, hotels and holiday flights. But as members rise in tiers, they get even more. At the Club Silver tier, members earn 50 percent more points on flights, access to expedited check-in, and priority standby seating. And once they reach the top, Club Gold members receive double miles, priority boarding and access to exclusive clubhouses where they can get a drink or a massage before their flight. Now that’s some serious incentive to keep coming back for more. Discounts are still part of the equation – but they are designed with innovation and personal value in mind, elevating them to more than just savings.

Amazon Prime: Pay upfront and become a VIP.

What if your customers only had to pay a one-time upfront fee to get a year’s worth of substantial benefits? It may not sound like the smartest business idea at first glance. But take a closer look. Amazon Prime users pay a nominal $99 a year to gain free, two-day shipping on millions of products with no minimum purchase. And that’s just one benefit of going Prime. It’s true that Amazon loses $1-2 billion a year on Prime. This comes as no surprise given the incredible value the program offers. But get this: Amazon makes up for its losses in markedly higher transaction frequency. Specifically, Prime members spend an average of $1,500 a year on Amazon.com, compared with $625 spent by non-Prime users, a ccording to a 2015 report from Consumer Intelligence Research Partners.

Patagonia: Cater to customer values.

Sometimes, the draw for consumers isn’t saving money or getting a great deal. The eco-friendly outdoor clothing company Patagonia figured this out back in 2011, when it partnered with eBay to launch its Common Threads Initiative: a program that allows customers to resell their used Patagonia clothing via the company’s website. Why is this program important to customers? And how does it benefit Patagonia? The company’s brand embraces environmental and social responsibility, so it was only fitting that they create a platform for essentially recycling old clothing rather than merely throwing it away. The Common Threads Initiative helps Patagonia build a memorable brand and fierce loyalty by offering its customers a cause that aligns with deep personal values. OK, so their customers get to make a little money, too. Everybody wins.

American Airlines: Gamify your loyalty program.

If you’re going to offer your customers a loyalty program, why not make it f un? After all, engagement is key to building a strong relationship with your customer. And what better way to achieve that goal than making a game of it. American Airlines had this very thing in mind when it created its AAdvantage Passport Challenge following its merger with USAirways. The goal: find a new way to engage customers as big changes were underway. Using a custom Facebook application, American Airlines created a virtual passport to increase brand awareness while offering members a chance to earn bonus points. Customers earned these rewards through a variety of game-like activities, from answering trivia questions to tracking travel through a personalized dashboard. In the end, participants earned more than 70 percent more stamps than expected – and the airline saw a ROI of more than 500 percent. The takeaway: people like games.

Stand out from the crowd.

Your approach to your customer loyalty program should align with your overall marketing approach. Effective branding is about standing out, not blending it. Being memorable is key. To this end, keep in mind that loyalty programs are no longer a novelty. That means that yesterday’s strategies won’t work moving forward, so look for ways to rise above the noise, setting yourself apart from the cloying drone of countless other cookie-cutter programs.

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Attention! Five Techniques for Creating Ads that Engage

"Half my advertising is wasted. I just don't know which half." This was the lament of 19th-century retail pioneer John Wanamaker. If you can relate, then take heart because you're in good company. Wanamaker is considered by many to be the father of modern advertising. Fast-forward more than 100 years to our modern digital era. We now have ability to measure consumer activities and ad engagement at a level of granularity that would make Wanamaker drop a lot of those "wasted" advertising dollars. But if we're honest, many of us will admit that in spite of the powerful analytics tools at our disposal, measuring ad engagement is still a bit of an art. Fortunately, there's another side to Wanamaker's story – and ours. He made up for his lack of metrics by investing in creativity and hiring the now legendary John Emory Powers to write ads for his stores as the first ever full-time copywriter. And Powers delivered, doubling Wanamaker's sales from $4 million to $8 million in just a few years – a few 1880s years. Dollars have always been the best kind of metric, right? So find encouragement in the stories of Wanamaker and Powers. Just as the search for better advertising analytics continues today, so does the reality that really creative, wonderfully executed ads still impact brand growth and sales. Here are five techniques for approaching advertising in a way that will engage your customers and increase your sales:

1. Get their attention.

When asked the secret to advertising, John Powers famously said, "The first thing one must do to succeed in advertising is to have the attention of the reader. That means to be interesting." Well said, John. The art of getting readers’ (or viewers’) attention begins with understanding them – what they like, what keeps them up at night, what motivates them to act, etc. While gaining such audience insights sounds like the stuff of psychics – or at least large ad firms with big analytics budgets – in actuality, we all have everything we need to get attention built right into our brains. It's human nature. We know exactly how to get the attention of other people in our lives: a romantic interest, a child, a coworker, a family member, a friend. We don't use the same tactics in every relationship but instead match our approach to the nature of the connection and what we know or intuit about that individual. I can vouch for these intuitive analytics from my own experience in the early days of dating my wife. The first time she laughed at one of my very nerdy jokes, I knew that more were sure to follow. Similarly, a parent's voice often changes in tone when addressing a misbehaving child. A friend knows just the right way to start a conversation when asking for a big favor. We just know how to get people in our lives to listen. Now consider your best customers. What characteristics define them as a group? What kind of values draw them to your brand? The answers to these and similar questions will help you identify what types of headlines, images and ideas will get their attention.

2. Tell a story.

Storytelling was the primary method of Powers. He didn't just say a product was great; he explained why it was great in credible terms that the reader could understand and embrace. Consider this ad he wrote for Murphy Varnish Company: Photo courtesy of Wikipedia. Skillfully told stories are timeless and make for great advertising because they get past our suspicion that we're being sold something. They communicate brand messages in human terms that viewers can relate to. So whether you're writing copy for a Google AdWords campaign, a full-page spread in a magazine, a banner ad or a TV spot, look for an opportunity to tell a story. Ram tapped into this power of story with its recent and very popular Super Bowl ad "God Made a Farmer." The ad very acutely associates the truck brand with the toughness and tenacity of the American farmer.

3. Create a content experience.

Great advertising does more than just tell us something about a product; it delivers a brand experience that will stick with us much longer than facts and features. Connecting ads with content is nothing new. Sponsored radio programs, advertorials in newspapers and product placements on TV shows have been around since the early days of those media. Now, interactive advertising, both online and mobile, is taking advertising content experiences to new levels by utilizing technologies never before available. It should come as no surprise, then, that digital publishing organizations are pioneering this content-driven ad future. Say Media's AdFrames placements let brands create experiences without the viewer having to leave their current web page. To promote its Mad Men collection, Banana Republic used this AdFrames approach to deliver a micro-magazine experience, complete with video about the collection and miniature articles about Mad Men style, all with the click of a sidebar ad. Screenshots courtesy of Say Media and Banana Republic.

4. Be relevant.

By tapping into a trend that's already popular, you can capitalize on people's interest in the topic to get eyes on your ad. But don't just regurgitate what others are doing. Add your own twist to bring something new to the conversation. Tide leveraged the meteoric popularity of Betty White and the trend of placing the lovable actress in slightly sassy situations to promote, quite cleverly, the detergent's ability to "Break the Rules of White." By tying in other pop-culture trends, like giving a nod to popular reality series Jersey Shore, Tide created the ultimate pop-culture mashup that positions the decades old brand as still relevant to new, younger audiences.

5. Be smart.

There's a common maxim today that says marketing content should be simplified to an eighth-grade level. But while your choice of words should always be accessible to the widest possible audience, the core idea of your ad should never be dumbed down. You can communicate clearly without underestimating the intelligence of your audience. Brilliant ads are loved because they are brilliant. They leave us wondering, "Why didn't I think of that?" I had a such an experience recently. My city is filled with billboards for a colon screening campaign. The campaign brings some positive, even light-hearted vibes to the often uncomfortable topic of colon screenings. The logo for the "Love Your Colon" campaign very simply and very smartly flips the heart symbol to resemble, well, you know...

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The Next Big Thing in Website Design: Wearable Technology

5 years ago, if you would’ve told me that people would be using mobile phones with tiny screens to access website content, I would’ve said that you were crazy. Obviously, I would have been quite wrong.

Today, I have clients who see more than 50% of their traffic come from mobile devices. The rise of those devices has changed the web design industry more so than any other thing I have seen in my 15+ years of designing and developing websites. Today, I see some of the signs I saw at the start of that rise in the growing popularity of wearable devices.

In this article, we will talk about what these wearable devices are, how they are used, and how their adoption may affect your business and your website.

What are wearable devices?

As the name suggests, “wearable devices” are ones that consumers actually wear on their body, as opposed to ones that they simply carry with them like a smartphone. Popular wearable device examples would be smartglasses, like Google Glass, and smartwatches, like the Moto 360 from Motorola or the forthcoming Apple Watch.

Each of these devices allow users to connect to the Web and access online content, and all of these devices feature screen sizes that are much smaller than what you will find on current smartphones. If you thought that it was a challenge to get your website content to be effective for a mobile phone, think about that same task now applied to an even smaller form factor!

It is that smaller form factor that is often given as a way to dismiss wearable devices ever being used to visit websites. Many people question whether a person would even want to access web content on those small screens. This is the same argument that was made early on in the rise of mobile devices like smartphones. The problem with this thinking is that it assumes that the wearable device is being used on its own, when in reality, the strength of these devices is how they connect as part of a larger ecosystem.

A connected ecosystem

Recently, we have been testing and experimenting with some wearable devices in our offices, including the aforementioned Moto 360 smartwatch and Google Glass. While these devices are amazing and powerful in their own right, they really begin to shine when they are paired with other devices, like a smartphone.

Yes, the tiny screen of a smartwatch makes reading long blocks of content or doing data entry on a webform uncomfortable, but those tasks can easily be bumped over to a connected smartphone. The watch can be used to filter this information. Instead of digging into my pocket to get my phone to check my emails or view online updates, I can more easily scan that information on the watch. Then, once I have identified something that requires my attention, I can switch to the phone, a tablet, or even a laptop of desktop computer to complete that task. In this way, I am using each device for what it does best – and both of them are accessing web-based content.

By connecting devices, you can also create actions or “triggers” based on certain parameters. For instance, in our testing we were able to take a picture with Google Glass and automatically publish that image to our Twitter account. Pretty cool, but we wanted to really take it a step further and see how far we could push this concept of connected devices and automatic actions. To do this, we purchased a MindWave headset from Amazon.com. This device measures brainwave activity. By using Bluetooth to connect that scanner to Google Glass and a smartphone, and with a little additional programming, we were able to create triggers that activated when certain thresholds were met. The first of those triggers caused Google Glass to snap a photo. The next trigger posted that photo to Twitter. These “triggers” were activated when the brainwave scanner sensed a change in a person’s brainwave patterns. We were able to demonstrate the process of automatically taking a photo and uploading it to social media – all with no input required other than changing the way we think.

Admittedly, this demonstration was a bit over-the-top by design. I do not expect consumers to start running around with brainwave scanners anytime soon, but the lesson here is that these devices, when connected as part of a larger ecosystem, can become so much more than the sum of their parts. As website owners, we really need to stop thinking about devices on an individual basis and start considering them as part of a larger whole.

Embracing the concept of "one Web"

When smartphones began to really gain popularity, companies realized that they could no longer ignore mobile by simply allowing their “normal” site (which was created to be used on a desktop computer, not a smaller handheld mobile device) to be sent to those phone screens. The solution that many companies embraced during this time was to create a separate “mobile-only” site for visitors using a smartphone. This solution became strained as tablet devices entered the market next.

Technically considered a mobile device, but with a screen size closer to a laptop than a phone, tablets really forced companies to question this “separate sites” approach. Yes, you could create one site for large, desktop monitors and another for mobile phones, but would you now create one for tablets –

leaving you with 3 sites to manage and maintain? With the rise of wearable devices, will you need to create a new site for each distinct wearable category? That is a long and expensive road to travel.

The desire to have only one website to manage and maintain has led to the adoption of responsive web design as an industry best practice. Responsive web design allows you to have one website that will automatically change its layout based on the user’s screen size. This was helpful when we had to consider mobile phones and tablets. With the rise of new wearable devices, this concept of “one web” is even more important.

If you intend to develop separate sites for each possible screen size, you will always be playing catch-up. As new devices enter the market, you will need to create a new site for each device type, which means you need to endure the time and expense of constantly rolling out new sites. This can quickly becoming overwhelming.

The reality is that there is no “mobile web”, there is just one Web and as the emergence of wearable devices has shown, our customers are using a variety of devices to access that Web and the content we put out there.

To do now

As wearable devices go from a novelty being used by the few to a way of life for the many, we want to make sure our sites will be ready. Don’t think wearable devices will ever be popular with consumers or used to regularly access web content? Again, that is exactly the argument that was given when smartphones first began gaining popularity, and we can see how that turned out. No, the question of wearable devices is not “if” they will impact our websites and audience, it is “when” they will do so.

If you have not already embraced the “one web” approach on your website, now is the time to really start exploring that option. You can begin by testing your website out on a variety of devices. If you have the ability to purchase these devices at your business, that is great, but even if you do not have the budget for devices purchases, you can still test your site on them. Visit your local Best Buy or other electronics retailer and see what new wearable and mobile devices are available today. Access your website on those devices to get a feel for what your customers may be seeing if they are visiting your site with similar devices.

You can also speak to your web or marketing agency about the rise of wearable devices and how to best prepare your site for them. By being proactive about wearable device support on your website, you can be a leader in the rise of these new devices, instead of a company trying to play catch-up after the fact.

 

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