New Territory - Leveraging Loyalty: Utilising membership programmes within ecommerce sales channels

Leveraging Loyalty: Utilising membership programmes within ecommerce sales channels

In the rapidly evolving world of e-commerce, businesses are constantly seeking ways to retain customers and encourage repeat purchases; especially in economic times such as the ones being faced by New Zealand currently. One effective strategy that has gained significant traction is the implementation of membership and loyalty programmes. These programmes not only help in building a loyal customer base but also enhance the overall shopping experience, leading to increased sales and customer satisfaction. In this article, we'll explore the importance of membership and loyalty programmes, discuss their benefits, and provide insights into creating effective programmes for your e-commerce business.

The Importance of Membership and Loyalty Programmes

Membership and loyalty programmes are more than just marketing tools; they are essential components of a rich e-commerce strategy. These programmes have been a staple in brick-and-mortar retail for decades, with many traditional stores using loyalty cards and membership benefits to foster customer loyalty and encourage repeat business whilst stamping out custom with their competitors. According to a study by Bond Brand Loyalty, 77% of consumers say loyalty programmes make them more likely to continue doing business with brands. Additionally, loyal customers are known to spend 67% more than new ones, making these programmes a valuable investment.

By offering exclusive rewards, personalised discounts, and special perks, businesses can create a sense of belonging and appreciation among their customers. This not only fosters loyalty but also encourages repeat purchases, which are crucial for long-term success in the competitive e-commerce landscape, and works especially well when layered with an organic community or lifestyle focussed marketing strategy

Why are they effective?

At the core of their effectiveness lies a fundamental aspect of human psychology: the need for a sense of belonging. Humans are inherently social creatures, and feeling connected to a community or group can significantly influence behaviour. Membership programmes tap into this need by creating an exclusive community for members, making them feel valued and appreciated. This sense of belonging not only fosters loyalty but also motivates members to engage more with the brand, as they perceive themselves as part of an "in-group" with special privileges and recognition.

There are several types of membership and loyalty programmes that e-commerce businesses can implement, either using one type or layering in many.

Point-Based Systems
Customers earn points for every purchase, which can be redeemed for discounts, free products, or other rewards. For instance, New Territory client You Know Clothing's Member's Club allows customers to accumulate points with each purchase, which can then be redeemed for a variety of benefits and exclusive experiences. This system motivates customers to spend more to earn more points, thereby increasing their engagement and loyalty.

Tiered Memberships
Customers achieve different levels of membership based on their spending or engagement, with each tier offering more significant rewards. For example, Kowtow offers tiered benefits such as birthday treats, early access, and exclusive deals. This model not only encourages initial sign-ups but also motivates members to maintain their status by continuing to make purchases and engage with the platform.

Subscription Models
Customers pay a recurring fee for access to exclusive products, services, or discounts. Rei's co-op membership programme is an example of this; which requires an annual fee that provides members with access to bulk pricing, exclusive products, and additional services like discounted travel. This model ensures a steady revenue stream and fosters long-term customer relationships.

Each type of programme offers unique benefits and can be tailored to meet the specific needs and preferences of your customer base.

Implementing a membership or loyalty programme can yield numerous benefits for e-commerce businesses, including:

Increased Customer Retention
Loyal customers are more likely to make repeat purchases, reducing the need for costly acquisition campaigns. By providing consistent value and rewarding loyalty, businesses can create lasting relationships with their customers. For example, research shows that increasing customer retention rates by 5% can increase profits by 25% to 95%.

Higher Average Order Value
Members often spend more per transaction to earn points or achieve higher membership tiers. This phenomenon is evident in Starbucks' Rewards programme, where members are incentivised to spend more to reach the next tier and unlock additional perks. As a result, the average order value among loyalty programme members is significantly higher compared to non-members.

Valuable Customer Data
Loyalty programmes provide insights into customer behaviour, preferences, and purchasing patterns, which can inform marketing strategies and product development. By analysing this data, businesses can create more targeted and effective marketing campaigns, personalise the shopping experience, and optimise their product offerings to better meet customer needs.

For example, Starbucks' Rewards programme has significantly increased customer engagement and spending by offering personalised rewards and incentives.

To create a successful membership or loyalty programme, consider the following steps:

Understand Your Audience
Conduct market research to identify what motivates your customers and tailor your programme accordingly. This could involve surveys, focus groups, or analysing existing customer data to uncover insights about their preferences and behaviours.

Set Clear Goals
Define what you want to achieve with your programme, whether it's increasing sales, improving customer retention, or gathering customer data. Clear goals will help guide the design and implementation of your programme and provide a basis for measuring its success.

Design Attractive Rewards
Offer rewards that are valuable and relevant to your customers. This could include discounts, free products, or exclusive access to events. Ensure that the rewards are attainable and provide immediate value to encourage participation and engagement.

Promote Your Programme
Use various marketing channels to promote your programme and encourage sign-ups. Highlight the benefits and exclusivity of being a member. Consider leveraging email marketing, social media, and your website to reach your target audience and communicate the value of your programme.

Measure and Optimise
Continuously monitor the performance of your programme and make adjustments based on customer feedback and data analysis. Regularly review key metrics such as enrolment rates, engagement levels, and redemption rates to identify areas for improvement and ensure your programme remains relevant and effective.

Implementing a membership or loyalty programme requires the right technology and tools. Shopify offers several loyalty programme apps that integrate seamlessly with your store, allowing you to create point-based systems, referral programmes, and more. Additionally, dedicated loyalty programme software such as Smile.io, LoyaltyLion, or Yotpo can provide advanced features and analytics to enhance your programme's effectiveness.

Shopify
Offers several loyalty programme apps that integrate seamlessly with your store, allowing you to create point-based systems, referral programmes, and more.

Smile.io
A popular loyalty programme software that offers customisable reward structures, analytics, and integrations with major e-commerce platforms.

LoyaltyLion
Provides comprehensive loyalty programme solutions with features like point-based rewards, referral programmes, and detailed customer insights.

Yotpo
Combines loyalty and referral programmes with user-generated content and reviews to create a holistic approach to customer engagement.

Despite the numerous benefits, businesses may face challenges when implementing loyalty programmes, such as:

Low Engagement
If customers don't see immediate value, they may not participate. Solution: Offer instant rewards or sign-up bonuses to encourage initial engagement. For example, providing a discount on the next purchase upon joining the programme can motivate customers to sign up and start participating.

Complexity
Complicated reward structures can confuse customers. Solution: Keep your programme simple and straightforward. Ensure that the rules and benefits are easy to understand and communicate them clearly through your marketing channels.

Maintenance
Regular updates and management are required to keep the programme relevant. Solution: Use automated tools to streamline the process and gather customer feedback for continuous improvement. Automation can help manage reward distribution, track customer activity, and provide insights into programme performance.

As technology evolves, so do membership and loyalty programmes. Some emerging trends include:

Personalisation
Leveraging AI and data analytics to offer personalised rewards and recommendations. By analysing customer data, businesses can tailor rewards to individual preferences, increasing engagement and satisfaction.

Gamification
Incorporating game-like elements to make the programme more engaging and fun. This can include challenges, leaderboards, and achievements that motivate customers to participate and earn rewards.

Sustainability
Offering eco-friendly rewards or partnering with sustainable brands to appeal to environmentally conscious consumers. For example, providing rewards that support environmental initiatives or offering products made from sustainable materials can attract and retain customers who prioritise sustainability.

Membership and loyalty programmes are powerful tools for e-commerce businesses looking to build a loyal customer base and drive repeat purchases. By understanding the different types of programmes, leveraging the right technology, and continuously optimising your approach, you can create a successful programme that benefits both your business and your customers. If you haven't already, now is the perfect time to explore how a membership or loyalty programme can elevate your e-commerce strategy and contribute to your long-term success.

References

Bond Brand Loyalty. "The Loyalty Report 2020"
Bain & Company. "The Value of Online Customer Loyalty"
Harvard Business Review. "The Value of Keeping the Right Customers"
Forbes. "The Value Of Investing In Loyal Customers"
Starbucks Stories & News. "How Starbucks Rewards Changed Customer Loyalty".