How ICE Boosts Conversions With User-Generated Photo Reviews
Acquired by Glimmer
Acquired by Glimmer
For those who come in through a Loox review, we are upwards of 8% conversion rate, which is pretty amazing. Just that alone is a proof of how important social proof is for buyers, especially in the jewellery space.
Originally founded in 1999, ICE is a leading online retailer of fine jewelry Since inception, the jewelry powerhouse has gone through an incredible journey.
In 2017 ICE was acquired by Glimmer, a SWAT team of sorts of marketing execs, data engineers and growth experts who specialize in acquiring turnaround companies and reinventing brands. Dave Hersh and Matt Wilkinson, partners at Glimmer, have joined the company as CEO and CMO respectively.
In a short span of time, Dave and Matt have turned the company from a discount jewellery marketplace into a powerful, rapidly growing brand.
The challenge: Significant purchases require strong trust
Social proof is crucial for any e-commerce business, but especially so for brands that deal with emotionally meaningful purchases, such as engagement and wedding bands. When it comes to buying an engagement ring online, there is so much significance in that single purchase. Because of the sentimental and monetary value of fine jewelry potential buyers often require extra reassurance before they are willing to commit.
Customers trust other customers much more than any promotional materials a brand can create on its own. Matt and his team knew right away that to build strong trust they needed a review app that will reassure potential buyers by prominently displaying positive reviews of those who came before them.
How to get user-generated photos if you are not targeting the Instagram generation?
User-generated content is extremely effective at building trust and customer confidence. The main challenge is that compared to the younger crowd who are on Instagram day in and day out, ICE customer base is much less comfortable with taking and sharing selfies and product photos
When you target a more mature audience, your customers are a lot less likely to share on social media than millennial and gen-z consumers. To make user-generated content happen, you need the right kind of incentive and a simple submission process to entice your customers to share visually.
Lack of time and resources
Running a large e-commerce business with a small and lean team means that the time is a precious resource.
“When you are running a big-size e-commerce company and run a lot of applications, there is not a lot of time or resources to waste on constantly maintaining these apps.”
ICE needed a Shopify app with a compelling incentive built-in that would encourage their customers to share visually. At the same time, they needed a solution capable of running on autopilot without the constant oversight. Enter Loox – Photo Reviews!
Give a compelling reason to share visually
“I really liked how Loox has the incentive built-in to share visually. And in my mind, that is a more comfortable way to share visually compared for those who are not on Instagram day in and day out. This is the audience who is slightly older, less familiar with Instagram, and Loox compels them to do just that. Moreover, the reminders go beyond just the first notification requesting a review. This kind of a gentle nudge goes a long way in getting significantly more photo reviews.”
Generate reviews on autopilot
“ Once you configure the Loox app and set up your email notifications and reminders you have the confidence that it’s going to run well without requiring constant oversight.”
Simple and native Shopify integration
Matt and his team rely on over 50 Shopify apps to run their business and need their apps to play nicely with the Shopify ecosystem.
“It’s literally plug and play kind of game. We can easily embed the Loox widget on product pages and on our homepage in a single click.”
We definitely see a huge uptick in conversion, once we have folks click through on a review.