I have to admit, I always experience a little ounce of dread when I walk up to the counter at a bookstore. Most of this comes from my experiences at Barnes & Noble, where each time I approach the counter I’m alerted that I could save from 10-40% on my purchase just by joining their membership program and whatever else is in their rehearsed speech that has probably been tested to ensure each word helps optimize their chances of getting you to sign up so they can “capture” you.
I’m sure Barnes & Noble keeps detailed monthly metrics at their corporate office highlighting how many people sign up at each location due to this point-of-sale promotional technique. I’m also confident that there are incentives (either carrot or stick-based) that 100% guarantee that I’m going to not only have to listen to that speech each time I approach the counter, but also turn them down when they ask me to join. (By the way, I don’t have anything against these sort of programs, I just don’t need to join one for every single store I shop in.)
So I’m standing there at Quail Ridge Books, and I see the cashier reach for a yellow bookmark that I’m positive is going to be the entry point to Quail Ridge’s version of the membership club speech. Instead, the cashier simply says, “We have a membership program called the Reader’s Club. I’m going to put this bookmark in your book and if you like, you can look at the benefits there.”
Whoa. No speech, no sales pressure forcing me to say no. It was like a breath of fresh air.
I’m sure if the folks at the Barnes & Noble corporate office had seen this performance at one of their stores, they would have hit the ceiling. Multiply that approach all across the country at every Barnes & Noble and their point of sale membership spreadsheet would look atrocious. People would get fired.
The problem is, Barnes & Noble is only tracking the data they can see. They have no way of tracking the dark matter–the impact their membership strategy has on the experience of people like me, who now go out of their way to avoid shopping there.
I don’t expect I am the only person out there who is annoyed–not just at Barnes & Noble, mind you–but at every store that forces me to say no to a point-of-sale sales pitch… to give a dollar to this cause, or to join this program, or whatever.
Because the spreadsheets only track the revenue impact that come from these promotions and not the negative brand impact, they probably look stunning on paper. What’s the downside, right?
Well, the downside is people like me not wanting to ever set foot in a Barnes & Noble store.
Stores like Quail Ridge Books that don’t sacrifice the health of their brand community for the sake of hard numbers on a spreadsheet understand the importance of the customer experience in establishing brand reputation, loyalty, and even recommendation.
So next time, before you implement a strategy that is guaranteed to make the numbers look good, make sure you are also studying the dark matter impact to your brand experience and reputation at the same time.
Just because these impacts are harder to measure doesn’t make them any less powerful.