What Do Customers Expect From a Loyalty Program? Reid Hoffman’s Two Rules for Strategy Decisions.


Hatched by Glasp

Jul 16, 2023

3 min read


What Do Customers Expect From a Loyalty Program? Reid Hoffman’s Two Rules for Strategy Decisions.

In today's competitive market, businesses are constantly seeking ways to attract and retain customers. One popular method is through the implementation of loyalty programs. These programs aim to reward customers for their continued support and encourage repeat purchases. However, with the increasing number of loyalty programs available, what do customers actually expect from these programs?

One company that excels at offering rewarding experiences to their loyal members is Jimmy Joy. Their loyalty program is divided into three tiers, each offering unique benefits and rewards. What sets Jimmy Joy apart is their top tiers, which offer secret rewards and even the opportunity to vote for limited flavors. For nutrition fanatics like Jimmy Joy's customers, these rewards are extremely motivating. Not only do they feel valued for their loyalty, but they also get the chance to be in the know when new and improved products are released – because they helped make them!

This highlights an important aspect of loyalty programs – personalization. Customers want to feel like their loyalty is recognized and appreciated. Offering personalized rewards and experiences goes a long way in building a strong bond between the customer and the brand. By allowing customers to have a say in product development, Jimmy Joy creates a sense of ownership and exclusivity, making their loyalty program even more appealing.

But what about the businesses themselves? How can they ensure that their loyalty programs are effective in driving customer retention and satisfaction? Reid Hoffman, co-founder of LinkedIn, offers two important principles for making strategy decisions that can be applied to loyalty programs as well.

The first principle is speed. Hoffman famously said, "If you aren't embarrassed by the first version of your product, you shipped too late." In the context of loyalty programs, this means that businesses should not wait for the perfect program to be in place before launching it. Speed is crucial in today's fast-paced market. Customers want instant gratification, and delaying the implementation of a loyalty program may result in missed opportunities to engage and retain customers.

However, Hoffman acknowledges that speed comes with tradeoffs. He advises managers to communicate to their teams that a certain degree of error is acceptable if it means moving fast. This is an important mindset for businesses to adopt when implementing loyalty programs. It's better to launch a program with a few flaws and iterate based on customer feedback than to wait for a perfect program that may never come.

The second principle from Hoffman is simplicity. In situations with many paths, he suggests grouping the possible options into categories such as "light, medium, heavy" or "easy, medium, hard." This approach helps to identify the one decisive reason for implementing a loyalty program. Businesses should focus on the primary objective of their loyalty program, whether it's to drive repeat purchases, increase customer lifetime value, or gather valuable customer data. By having a clear and singular purpose, businesses can avoid diluting their loyalty program with unnecessary complexities that may confuse customers.

To sum it up, customers expect loyalty programs to be personalized and rewarding. They want to feel valued and appreciated for their loyalty. Businesses can meet these expectations by offering unique benefits, involving customers in decision-making processes, and personalizing rewards based on individual preferences.

In order to successfully implement a loyalty program, businesses should follow Reid Hoffman's two principles for strategy decisions. They should prioritize speed, understanding that it's better to launch a program with potential flaws than to wait for a perfect one. Additionally, businesses should strive for simplicity, focusing on one decisive reason for implementing a loyalty program and avoiding unnecessary complexities that may hinder its effectiveness.

In conclusion, loyalty programs have become an integral part of businesses' customer retention strategies. By understanding and meeting customer expectations, and implementing programs with speed and simplicity, businesses can create loyalty programs that not only drive customer retention but also foster a strong bond between the customer and the brand.

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