Supercharge Your Word-of-Mouth Marketing
Sweepstakes and contests are proven methods of generating word of mouth. How to maximize results and analyze them afterwards.
Sweepstakes and contests are proven methods of generating word of mouth. How to maximize results and analyze them afterwards.
Consumers have always talked about products they like. Marketers must empower consumer evangelists by implementing programs that facilitate spreading the word. The Word of Mouth Marketing Association‘s (WOMMA’s) recent Word of Mouth Marketing vs. Advertising Conference underscored the fact consumers trust other consumers more than they do marketers for product information. In today’s oversaturated, fragmented media landscape, word-of-mouth marketing remains a cost-effective part of many advertisers’ marketing mix.
Want to supercharge a word-of-mouth marketing program? Try an online sweepstakes or contest with an incentive that entices players to play again and to invite friends to play.
In addition to driving sales, a sweepstakes or contest can grow your email list. Including an e-newsletter signup as an opt in on the registration form can yield a 30-75 percent response, depending on industry vertical and target market, says Josh Glantz, ePrize VP and managing director.
To take its word-of-mouth marketing for acquisition, retention, and reactivation to the next level, Bluefly successfully employs an ongoing sweepstakes strategy. To date, its “30 Bags in 30 Days” sweepstakes has generated close to 2 million visits. Over 40 percent of players have referred friends, and about 50 percent have signed up for daily reminders to play again.
The secret of Bluefly’s success is offering a cool product shoppers want and that’s in line with its brand for creating buzz. Participants are encouraged to refer friends and return regularly to play.
“Changing from one grand prize to an instant prize where players have a chance to win every day has been a huge factor in our success,” says Gerri Gussin, Bluefly marketing director. To make everyone feel like a winner, Bluefly offers non-winners shopping-oriented promotions such as free shipping and 10 percent off purchases.
Augment Word of Mouth for Your Promotions
Sweepstakes and contests are proven methods of generating word of mouth. To maximize results:
A word of caution: Though traditional offline direct marketers have used get-a-friend programs for years, spam growth has motivated the FTC to get more involved and explicitly regulate online sweepstakes programs. Under the proposed rules, marketers can’t offer payment or other consideration as incentives to users to send promotional email to their friends.
The best way for companies to proactively comply is by confirming a referred recipient isn’t on their Do-Not-E-mail list. If you have a CAN-SPAM compliant database, you can match referred participants’ names and email addresses against the list. If a recipient’s email address appears on your list, you can’t send the promotion to that address.
Analyzing Promotional Results
To measure the success of your program:
Referrer productivity = number of referrals who participate
Also check your referrer efficiency, the percentage of referrals that eventually participant. This is important to ensure participants aren’t gaming the system by using multiple or fake email addresses or creating negative word of mouth by sending colleagues email they don’t want.
Referrer efficiency = number of referrals who participate/number of referrals
Word-of-mouth marketing is a long-term strategy for developing ongoing relationships with customers. An online sweepstakes or a contest with an incentive enables you to connect with your target market online and gather information about them in a win-win way. You can economically reach excellent prospects with whom you may not have had previous contact or a way to communicate directly.