customer advocacy

Content Marketing + Brand Advocates = Black Friday Success

No one wants coal in their stocking from their CEO. That's why marketers spend vast time, money, and effort making Black Friday a great success. Approaching the holidays, brands typically pump up advertising, push promotions, discount products, etc. But if you want to hear a more innovative and cost-effective way to boost Black Friday sales, check out this sweet success story that leverages content marketing and brand advocacy.

After releasing a new version of their product, a software company wanted to get their customers to upgrade. Knowing that their customers are more effective salespeople, they got their Brand Advocates to create stories about the benefits of upgrading. These stories were sent to customers who hadn't yet upgraded, coupled with an exclusive promotional offer. The result? A whopping 68% sales conversion rate – about 50X higher than traditional online marketing conversion rates. (I'll wait for you to pick your jaw up off the floor....)

Here's the icing on the cake: The software company didn’t give Advocates any type of reward, perk, or incentive for creating stories. They simply made it easy for Advocates to create stories and then leveraged the content smartly. (You don’t need to pay or provide incentives to real Advocates. Their “reward” is helping others, studies prove.)

Don't wait until Black Friday rolls around next year to utilize this strategy. Start finding and activating your Brand Advocates today.

To learn more, register for our upcoming webinar "How to Super-Charge Content Marketing via Brand Advocates."

-Cara Fuggetta, Marketing Manager, Zuberance

Top 5 Brand Advocacy Best Practices For B2C AND B2B

According to a recent IBM study, Customer Advcocacy is the #1 priority for CMO's worldwide. As more and more brands begin to create a brand advocacy strategy, it's important to consider these five best practices.

 

 

 

 

 

1. Identify Advocates using multiple touch points. If you want to build your brand army, you should be identifying Advocates every which way. Plot our your customer experience and wherever your customers touch your product, service, or brand, ask “How likely are you to recommend us to your friends?” Place this question on your website, in emails, on social channels, in-product, etc.

2. Give Advocates lots of ways to recommend. Brand Advocates like to spread the love in various ways. Some are active content creators; some are avid sharers. Give  Advocates the opportunity to write reviews, rate products, create testimonials, share offers, whitepapers, and other content, answer prospect’s questions, and more.

3. Leverage Advocate content smartly. Advocate-generated content is pure digital gold. Lauren McCadney, Senior Social Media Manager for CDW, says that this content is better than any copywriter could write. Take advantage of your Advocates’ enthusiasm and place their content on your website and product pages, integrate it with email marketing campaigns, use it in advertising, and more.

4. Create an ongoing advocacy program, not a campaign. Advocacy should not be considered a one-off campaign. It’s an ongoing strategy and that builds over time and strengthens the brand-Advocate relationship. Advocates can support and amplify many of your marketing initiatives such as product launches, company announcements, community membership, etc. They’re even willing to give you feedback on new products, defend you from detractors, and answer prospects’ questions on your behalf.

5. Don’t pay or coach Advocates. Keep recommendations for your brand authentic and genuine. Giving customers incentives taints their recommendations and is just plain lame. If your company makes great products, there’s no need to waste precious marketing dollars on inauthentic advocacy.

To read about brand advocacy success stories, download "Turning Your Enthusiastic Customers into a Powerful Marketing Force."

Do you have any best practices to add? Let us know by leaving a comment!