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New Year, New Tactics: 2021 Health and Wellness Marketing Trends

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Health and wellness manufacturers are getting into a brand new 12 months with a drastically altered client panorama.

In areas the place gyms stay closed attributable to COVID-19 lockdowns, at-home and digital exercises have change into widespread options. And the place gyms are open, members should put on masks and health class sizes have shrunk attributable to security restrictions.

Additionally, demand is surging for mindfulness and meditation apps like Calm, whose downloads increased by 36% from January to April 2020. However, stress and private obligations have resulted in decreased motivation to train for a lot of shoppers.

We’re in a brand new 12 months of the pandemic. Given the various shifts within the well being and wellness house, Iterable needed to understand how these adjustments have affected the trade’s advertising efforts.

To achieve a greater understanding of 2020’s influence on the well being and wellness world, Iterable requested trade entrepreneurs how they really feel about 2021. We surveyed well being and wellness entrepreneurs throughout the U.S. and U.Okay. on their plans and predictions for the brand new 12 months.

Here’s what we found.

Health and Wellness Marketing Trends for 2021

1. New Year’s decision messaging is not going to go away.

One of our greatest questions for well being and wellness trade entrepreneurs was on using New Year’s decision messaging. Given the challenges shoppers proceed to face through the pandemic, we questioned if utilizing a “new year, new you” message—or decision messaging—would nonetheless be a precedence.

However, it seems this messaging will keep on. Nearly half (44%) of respondents are investing extra in New Year’s decision messaging this 12 months. Another 38% plan to put money into the identical quantity of messaging as final 12 months.

For most trade entrepreneurs, the deliberate continuation of decision messaging lies in its success—77% suppose it’s worthwhile. But when evaluating U.S. and U.Okay. respondents, U.S. manufacturers rely extra on decision messaging. Seventy-six % of U.S. entrepreneurs say the messaging is a viable funding versus 64% of these within the U.Okay.

2. Marketers are making ready for larger Q1 buyer attrition.

Considering nearly all of respondents imagine within the worth of New Year’s resolutions, it comes as no shock that 65% additionally mentioned the recognition of their product is tied to New Year’s resolutions.

Industry entrepreneurs have been additionally aligned with earlier research that confirmed the abrupt ending of New Year’s resolutions by shoppers in February. More than half of respondents (52%) mentioned their model sometimes sees greater than 20% attrition by the top of Q1 year-over-year.

For 2021, trade entrepreneurs are additionally conscious of recent elements that would additional influence typical Q1 attrition. Respondents listed a scarcity of motivation to attain objectives and prospects falling again into previous routines as the highest boundaries to buyer acquisition and retention for Q1 2021.

However, in addition they famous elevated stress, anxiousness and uncertainty, in addition to heightened private calls for, as prime boundaries—all indicators of the pandemic’s results on shoppers.

Top 3 boundaries to retaining or buying prospects throughout Q1 2021
1 Lack of buyer motivation to attain well being and health objectives 46%
2 Customers falling again into previous routines 42%


Health, health and wellness deprioritized by prospects attributable to elevated stress, anxiousness and uncertainty


Health, health and wellness deprioritized by prospects attributable to elevated private calls for


3. Customer loyalty applications will skyrocket.

Health and wellness entrepreneurs see buyer loyalty applications as a possible answer to deal with pandemic-related stressors and private calls for. Forty % of respondents plan on creating buyer loyalty applications in 2021.

Much as they have already got all through 2020, trade entrepreneurs don’t plan on stopping their innovation and adaptation to drive enterprise. As we noticed in our 2021 advertising developments report, respondents additionally plan to extend personalization ways—36% are rising their concentrate on focused advertising. Additionally, 30% of trade entrepreneurs plan to remain nimble by launching a brand new services or products to extend buyer engagement because the pandemic continues.

Top 3 ways recognized by well being and wellness entrepreneurs to keep away from Q1 dropoff in 2021
1 Develop a loyalty program 40%
2 Put a better emphasis on focused advertising 36%
3 Launch a brand new product/service to extend engagement 30%

The Outlook for Health and Wellness Marketers

Although we have been initially shocked by trade entrepreneurs’ dedication to New Year’s decision messaging, we have been additionally inspired by respondents’ plans for 2021.

Even with the reliance on historic decision messaging, it’s clear trade entrepreneurs have an thought of the challenges that lie forward given their plans for loyalty applications, focused advertising and new merchandise and providers. However, there’s no denying that well being and wellness manufacturers will face an uphill climb in connecting with shoppers whereas they proceed coping with the consequences of the COVID-19 pandemic.

To be sure that respondents’ deliberate ways like loyalty applications and focused advertising are profitable, trade entrepreneurs ought to take into account how AI and zero-party knowledge will help.

AI will help organizations higher perceive how prospects really feel about their model—in actual time and throughout a number of channels—which may inform smarter methods that construct stronger emotional connections with goal audiences. Zero-party knowledge affords manufacturers an efficient method to transparently acquire knowledge from prospects and construct a mutual partnership.

By providing a personalised expertise throughout all advertising channels, well being and wellness manufacturers can scale back New Year’s decision buyer attrition no matter new challenges introduced by the pandemic.

Want to understand how you are able to do extra to personalize your buyer engagement technique in 2021? Contact Iterable to see how we will help.

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