Case Study: Glasses Direct achieves 30% increase in online customer acquisition with Mention Me

Focusing on referral to help more customers find their perfect pair of glasses

Glasses Direct, a direct-to-consumer eyewear retailer known for affordable, high-quality glasses and a free home trial, wanted to grow customer acquisition through referrals but had limited referral expertise and scarce development resources. They sought a partner that could deliver a lightweight integration and help optimise the channel without heavy IT involvement.

Partnering with Mention Me, Glasses Direct ran rapid tests and iterative optimisations that doubled performance month-on-month in the early months and grew referrals from 1x to 17x over 24 months. By incentivising referrals with Amazon gift vouchers and promoting the programme across the homepage, order inserts, direct mail and email, they achieved an 18% uplift in online acquisition in year one and a 30% uplift by year two; more than 30% of customers share the offer on the order confirmation page, and referred customers are three times more likely to become referrers.

Glasses Direct

Alan Moscrop

Customer Service Manager