GiftCard Partners Blog

It is a proven and accepted reality in business today that engaged employees increase a company's bottom line. However, new research from Gallup show that engaging B2B customers by establishing an emotional connection based on confidence, integrity, pride and passion is crucial to customer impact. Engaged customers deliver 23% more revenue than average customers in wallet-share, revenue, relationship growth, and profitability. According to the same Gallup research only 13% of B2B customers are fully engaged. Engagement exists when customers go out of their way to favor a relationship over price. This deepens a relationship, and often customers  are rewarded for their loyalty with either a discount for services rendered or other perks from the company providing the service. Treating customer engagement and employee engagement similarly will garner similar outcomes. Reward customers for any business you gain, the way you would an employee. Provide spot rewards, such as a small gift card for small business gained and for a major expansion in business or formation of an industry partnership, provide a broader reward. Creating a 360 degree customer feedback loop provides opportunities for relationship growth. Putting constant work into the companies' relationship is crucial. The time you spend ensuring that your employees are loyal should be equivalent to the time you ensure that your customers and partners are going to continue to drive your business.  
For more information on B2B customer engagement check out this Business News Daily article.

Although our industry trend reports are typically focused on B2B gift card topics and industry events; we thought that “Turning Negativity into Engagement" is a particularly important topic as our clients and customers enter into an uncertain holiday season. At this year’s MoShow we were reminded of some valuable lessons in listening and reacting. We’re happy to share with you a presentation around embracing technology to
listen to your customers, to bring your brand and brand programs closer to enlightenment. Are you willing to accept social media and online networks as listening tools, to assess your customers’ opinions and react? Many believe that adopting these technologies could back-fire on a brand in an all-too-public forum. But consider that negative conversations about your brand are happening online, whether you are present or not…how you listen and address them could be the difference between a proactive leader and a tarnished reputation. Some really great advice and answers to these nagging concerns come to us in a presentation given at the MoShow’s Incentive Gift Card Council (IGCC) meeting. This presentation, by Mike McDonnell, Vice President, Product Management & Client Solutions at
Affinion Loyalty Group, offers fresh perspectives and real-world examples of how to turn negativity into opportunities for engagement in
The Bright Side of Negative Engagement. This presentation will help you determine a critical response to a negative customer experience and help you answer the important question,”What’s Your White Chocolate Mickey?”
Click here to read the rest of GCP’s Industry Trend Report