Presentation done at MTL + ECOMMERCE Meetup #12 on how to Lower Acquisition Costs and Increases Online Registrations for Ecommerce Businesses. We talked about referral program, how to make it successful and shared some best practices.

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How to Lower Acquisition Costs and Increases Online Registrations
for Ecommerce Businesses
MTL + ECOMMERCE #12 – Feb 18th, 2014
Virginie de Malavois – Director of Sales
VIRAL NINJAS CONFIDENTIAL

2. Do you know what powered the success of
these sites?
SEO. SEM. Affiliate. Social. Viral.
Success
Powered by ?
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3. Our mission
To help ecommerce businesses
to gain new customers by
leveraging existing ones.
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4. Facts.
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Launched in 2011
Headquarter in Montreal and office in San Francisco
20 employees + 10 planned
20 Ecommerce, Daily deals and Flash Sales clients
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5. Be in touch with all potential customers
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Acquire new customers by rewarding existing
customers
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Your customers are your best ambassadors
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Get rewarded on every dollar invested
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6. How does a referral program look like?
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7. Access Email Address Books.
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8. Invite Friends & Family.
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9. While Minimizing User Friction.
Search bar
Gender
segmentation
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10. Maximizing Deliverability.
Already a
member
Invitation already
pending
Invitation
selected
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11. And Incentivizing Along The Way.
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12. How to make your referral campaign
successful?
1. Have a relevant offer
2. Identify the viral loop
3. Minimize user friction
4. Incentivize along the way
5. Monitor & Optimize the
viral loop
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13. Best practices
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Create a compelling offer
Eg: get $10 for every referral and your friend gets up to $5 on his next purchase
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Promote the program effectively
On every single page of your site including confirmation page
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Make it easy to share
Give the user the control to choose how to share
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Personalize the experience
Eg: take $15 off your purchase
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Monitor & Optimize
Eg: A/B test messaging and incentive
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Test & Learn
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14. And it works!
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20 to 50% new customers
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5 to 25% conversion rate
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~20 shares / advocate
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7.5% click rate
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15. If you want to see more great referral
programs…
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16. Q&A
Virginie de Malavois
Director of Sales
Mail: virginie.demalavois@viralninjas.com
Ph: 514-677-6965