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Webinar Recording: Secrets of B2B Social Media & Word of Mouth Marketing #B2BWOM

Below is the recording from our recent webinar on "Secrets of B2B Social Media & Word of Mouth Marketing" during which top marketers with a breadth of experience running B2B marketing shared social media success stories from brands like Intuit, Adobe, Microsoft, and CDW.

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Key Takeaways:
  • Only 5% of Chief Marketing Officers rate their companies' online marketing performance as excellent.
  • B2B marketers say their top challenges are generating more leads, reaching decision makers, and improving lead quality.
  • One of CDW's best marketers and salespeople is "Hard-core" CDW Advocate, Justin Dorfman.
  • 83% of online consumers say online reviews influence their purchases.
  • Intuit found that Advocates love to share new product information before the public launch (beyond just discount offers.)
  • Companies can double their conversions by putting Advocate-generated recommendations on product pages.
  • 80% of Intuit's sales are driven by Word of Mouth.
  • Brand Advocates are your secret B2B marketing weapon- 90% of buyers trust Word of Mouth vs 14% trust ads.
  • Advocacy best practices: 1) Don't pay your Advocates. 2) Make Advocate/Word of Mouth marketing part of ongoing marketing mix. 3) Scale and track advocacy programs.
  • How to identify Advocates: Ask them The Ultimate Question, "How likely are you to recommend our brand/product to your friends and colleagues?"
  • Build your brand army by identifying Advocates across touch points: Email, website, call center, product page, social media, packaging, etc.
  • Advocates recommend because they've had a great experience with your brand/product and they want to help others.

We also conducted a poll during the webinar and asked the audience, "How much of your business comes from Word of Mouth?" ANSWER: 48% say that 50% or more of their business comes from WOM. (See results below.)

Make sure to download our "Top 5 Myths of B2B Word of Mouth" whitepaper.

-Cara Fuggetta, Marketing Manager, Zuberance

How to Combat Negative Word of Mouth: A Consumer Electronics Case Study

Download: Consumer Electronics Company Gets 5% Conversions By Energizing Brand Advocates

This case study highlights a leading consumer electronics company that was recently facing a marketing crisis. Negative Word of Mouth for their new flagship product was hurting their reputation and sales. So they turned to their most enthusiastic customers (AKA their Brand Advocates) and energized them to create social recommendations for the brand and product.

In only a few months the company has:

  • Energized thousands of Brand Advocates to create social recommendations
  • Increased its star ratings on a leading shopping site from 2.8 to 4 stars
  • Recorded a 5% sales conversion rate, 10x higher than normal

Download the case study and learn how to:

  • Identify Brand Advocates by name and email address
  • Mobilize Advocates to create social recommendations and drive sales
  • Track results from social recommendation programs in real-time

We want to hear from you!  Feel free to share your thoughts on the whitepaper below.