How do you sell your store's loyalty program?

1 Know the benefits

Before you can sell your loyalty program, you need to know what it offers to your customers. What are the rewards, discounts, perks, and exclusives that they can get by joining? How do they earn and redeem points or credits? How do they access their account and track their progress? You should be able to explain these benefits clearly and confidently to your customers, and show them how they can save money and get more value from your store.

2 Identify the right customers

Not every customer is interested in your loyalty program, so you need to identify the ones who are most likely to sign up and use it. Look for customers who are regulars, who buy frequently or in large quantities, who value quality and service, who are open to suggestions, and who have a positive attitude towards your store. These are the customers who will appreciate the benefits of your loyalty program and become loyal advocates for your store.

3 Ask open-ended questions

One of the best ways to sell your loyalty program is to ask open-ended questions that invite your customers to share their needs, preferences, and goals. For example, you can ask them what they like about your store, what they are looking for, what they are planning to buy, or how they usually shop. By asking open-ended questions, you can learn more about your customers and tailor your pitch to their specific situation. You can also use these questions to create rapport, build trust, and show interest in your customers.

4 Highlight the value

Once you have learned more about your customers, you can highlight the value of your loyalty program and how it can help them achieve their goals. For example, you can show them how much they can save by using your loyalty program, how they can get access to exclusive deals and offers, how they can enjoy personalized recommendations and services, or how they can earn rewards for their purchases. You can also use testimonials, reviews, or examples of other customers who have benefited from your loyalty program to reinforce your message.

5 Overcome objections

Some customers may have objections or concerns about joining your loyalty program, such as privacy, fees, complexity, or relevance. You need to anticipate these objections and be prepared to overcome them with facts, benefits, and reassurance. For example, you can explain how your loyalty program protects their personal information, how it is free and easy to join and use, how it is flexible and customizable to their needs, or how it is compatible with other promotions and discounts. You can also use incentives, such as a sign-up bonus, a free trial, or a limited-time offer, to entice your customers to join your loyalty program.

6 Ask for the sale

The final step in selling your loyalty program is to ask for the sale. This means asking your customers if they are ready to join your loyalty program and guiding them through the process. You can use a direct or an indirect approach, depending on the situation and the customer. For example, you can ask them directly, "Would you like to join our loyalty program today and get 10% off your next purchase?" or you can ask them indirectly, "How do you usually pay for your purchases?" and then suggest your loyalty program as an option. You should also thank your customers for joining your loyalty program and remind them of the benefits and how to use it.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?