Sai Koppala, CMO of SheerID, where they verify audiences for brands to extend exclusive zero-party data marketing offers to consumers.
Patagonia founder Yvon Chouinard captured headlines and received accolades last year when he announced that the outdoor retailer would begin donating nearly the entirety of its profits to fighting climate change. In that same vein, an October 2022 IBM study found that 73% of respondents considered sustainability when shopping.
Both of these speak to broader trends in the way consumers are viewing corporate responsibility, particularly when it comes to environmental concerns.
How can companies respond to shifting consumer values to get ahead of both competitors and economic headwinds? Based on the 3 P’s of sustainable businesses (planet, people and profit), brands need to demonstrate transparency around ongoing sustainability efforts, engage customers in genuine conversations about what matters to them and craft engagement-based loyalty programs that recognize and reward shared social values. Here are three ways brands can accomplish this.
Communicate Tangible Impact On The Planet
Consumers don’t just want to hear “sustainability” as a buzzword. They want to see the concrete actions companies are taking to achieve it.
Brands like Cotopaxi provide a template to follow. Rather than hiding behind the vague “greenwashing” language media-savvy consumers know all too well, the company provides transparency into its sourcing partners and factories globally as well as the sustainability efforts at these factories and carbon offsetting for bulk shipping.
Brands still in the midst of their own sustainable transformation can also highlight the actions they’re taking to achieve the environmental objectives consumers value. Athletic wear brand Allbirds, for example, notes on its website the sustainability goals the company aims to meet by 2025, how Allbirds falls short of them now and the steps the brand is taking to meet them by its own self-imposed deadline.
Much like many companies themselves, consumers are going through their own green transformations and understand that such efforts take time. Rather than penalizing brands with less-than-ideal carbon footprints, consumers will likely reward transparent companies making an earnest effort to attain sustainability—even if they’re not there just yet.
Engage Customers In Sustainability Conversations
Rather than waiting for consumers to come to them, brands should attract the sustainably minded with content that speaks to their needs and goals.
Proactive sustainability brands can create informative and entertaining content that educates and engages consumers by leveraging the full power of their digital marketing channels. Patagonia uses an interactive webpage to illustrate the negative impact the clothing industry has on the environment and showcase the actions it’s taking to remedy it—including recycling materials, growing its own organic cotton and selling used gear at a discount to keep it out of landfills. As a result, consumers gain a clear understanding of how the company aligns with their values and what Patagonia is doing to achieve its sustainability goals.
Brands that engage their customers in conversations about sustainability are able to clarify the ecological topics consumers care about while also proactively guiding them toward products that align with their values. By taking an active role in their sustainability education, companies can establish trust with consumers and reinforce their own sustainable value proposition as they work to change old purchasing habits for good.
Reward Customers For Shared Values
As consumers set their sights on companies and products that share their environmental values, brands that reward them for their sustainable purchases have the chance to attract—and retain—both new and old customers.
One of our customers, Back Market, has developed a business model that not only drives sustainability and circular economy but also drives profits with the Gen Z audience that cares about reuse.
With the constant emergence of new technologies and the consumer desire to always have the latest and greatest device comes many gadgets that end up in a landfill. Back Market was created to help reduce all this e-waste. Sellers can quickly and easily get rid of the “old” gadgets they don’t want anymore, and buyers can grab gently used, high-quality gadgets for a great price.
Loyalty programs tied to sustainable purchases encourage consumers to make the shift toward eco-friendly products and provide an incentive to keep doing so in the future. Customers also develop a greater sense of commitment to the brand, which they see as a reliable vehicle for attaining their own sustainability goals. By rewarding customers for making purchases that align with their shared values today, companies become trusted partners they’ll turn to when making more in the future.
Through marketing efforts that reflect consumers’ identities and reward them for acting on their values, brands can form meaningful bonds with customers and turn them into lifelong patrons. As consumers continue to positively interact with the brand, they encourage others in their network to do so as well and foster new customer relationships—creating a virtuous cycle.
Through targeted rewards programs, brands can ensure the health of not only their bottom line but the planet as well.