Elizabeth Shaw is an emerging media analyst at Forrester Research, serving interactive marketing professionals. Follow her on twitter @shaw_smith2.
Adding a few visual game elements to a brand’s site in order to “gamify” a marketing strategy and increase engagement just isn’t enough. To be done right, gamification must take a behavior-focused approach.
For instance, by offering rewards for user actions, consumers are more likely to engage with a brand — that is, visit the site more often, register, linger and invite friends. But while gamification is a major buzzword among interactive marketers today, game use isn’t new.
So what’s making gamification so popular today? Consider these four factors.
In general, consumers are looking for new ways to entertain themselves — 40% of U.S. online adults have expressed this interest in a recent survey. What’s more, consumers want game elements everywhere. 60% of consumers play a video game online in a typical week. Consumers (especially Gen Yers) are increasingly accessing games online and on mobile devices.
When consumers can share achievements like badges and trophies with their social networks, it enhances the innate human motivations that games have used for generations to keep people engaged (i.e. the desire for status, access, power, etc.) And, along with increasing user status, sharing creates a low-cost marketing campaign to lure in other participants.
Badgeville, BigDoor and Bunchball all offer SaaS platforms with mechanics, accessible consumer tracking and data, and the ability to easily iterate a gamification strategy as needed. These vendors are helping the process along by offering the right tools for specific goals.
Recent gamification efforts from brands like Chiquita, HP and Sephora have succeeded, increasing confidence that, if applied correctly, the right gamification strategy can work.
The biggest perk to incorporating gamification into a marketing strategy is its ability to boost brand engagement. So for marketers, the questions remains: How exactly does gamification help increase engagement?
Involvement: Gamification can foster participation by increasing site returns, new visitors and registrations through reward systems and incentivized word-of-mouth efforts. For example, when Chiquita sponsored the movie Rio, it worked with Bunchball to create a microsite where consumers could win badges by watching Rio movie clips. The company indicated it received 8,000 unique visitors after launch, dwarfing the success of past promotions. Interaction: Marketers need visitors to spend time with their content and brand in order to foster engagement. Using gamification, marketers can set up the action-reward dynamic for specific engagement they want to increase. For instance, a leading computer manufacturer launched a gamified Facebook app for college students with the goal of promoting its educational computer site — and six weeks after launch saw program participation increase 10 times, with one-in-six users submitting essays and one-in-three visiting the educational computing site. Intimacy: Consumers are able to connect with a brand more intimately when they’re interacting in real-time versus visiting a static brand website. And more importantly, gamification provides a fun and rewarding environment for consumers, which often increases brand affinity. For example, Allkpop, the Korean pop celebrity gossip and news site, worked with Badgeville to motivate behaviors such as commenting, sharing links and following Allkpop social sites. The result: All behaviors saw an uptick, as did consumer sentiment and excitement for the site. Influence: Word-of-mouth marketing has taken off recently, and companies have realized it can have a significant effect on brand visibility. Gamification taps into WOM by giving users incentives to include their friends. SCVNGR, the location-based mobile gaming platform, says that 42% of players broadcast their play to social networks. And with the metrics available, marketers can track not only the users who shared content on social networks, but also the percentage of their friends who click back to the brand.There is a plethora of game mechanics available that marketers can use to increase consumer engagement. However, no matter what game mechanics are implemented into a marketing strategy, it’s important to remember that gamification will only deliver results if implemented correctly. This means ensuring that gamification complements the current strategy, and can be maintained in the long term. Founder of Bunchball Rajat Paharias says, “The core content experience needs to be good, compelling and meaningful. And as long as that is there, these tools drive actions around the content.”
Image courtesy of Flickr, andyburnfield
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