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Tapping into Social Influence
The document discusses the significance of investing in social influence and word-of-mouth (WOM) marketing, which can greatly enhance consumer spending and campaign reach. It highlights effective strategies for leveraging influence through personalized advocacy programs and the importance of measuring influence based on business objectives rather than just social metrics. Key drivers for WOM are identified, emphasizing the need to engage and empower consumers to advocate for brands.
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Tapping into Social Influence
- 1. Tapping into SocialInfluence MIMA Summit State of Change | October 2013 @leighgeorge Leigh George Vice President, Strategist | Social@Ogilvy
- 2. Why should I investin influence? 2
- 3. Existing channel improvement isbecoming slower and more difficult. More competitive. You have to invest more and more to see returns. 3
- 4. The gain potentialof WOM is huge compared to other investments Consumers exposed to social content, by itself or in conjuction with other media, are up to 7x more likely to spend or consume more product. Word of mouth account for up to 80% of the reach of marketing campaigns and amplifies paid reach by up to 4x. Based on telecom co. experiments, social media program ROI exceeded that of traditional marketing. SOURCES: Does Investing in Social Media Create Business Value, Ogilvy 2011; Internal research from Purchased; Demystifying Social Media, McKinsey 2012 4
- 5. How does influencework?
- 6. We listen toour friends and families and ‘strangers with expertise’ The top trusted sources for recommendations are family and friends …and consumer opinions online 6
- 7. Search is wherewe go to research brands, products and services we are considering buying or using We use search to find what other people say about products Source: PowerReviews and the e-tailing group, “2010 social shopping study” 51% used search last month to find recommendations from other people 7
- 8. We increasingly get newsand information via our social networks Nearly one-third of shoppers surveyed say social media introduced them to a brand or product they were previously unfamiliar with Or helped change their opinion of a brand during the buying decision process. Source: Digital & Social Media in the Purchase Decision Process, Advertising Research Foundation (ARF), January 2013 8
- 9. We take oursocial connections with us everywhere About one-third of mobile internet users in the US report using mobile as their primary web device Source: Pew Internet & American Life Project, May 2013; eMarketer US Social Network Users: Mid-2013 Forecast and Comparative Estimates, October 1, 2013 Six out of 10 US social networkers will log on to a social platform via mobile 9
- 10. Each of UsHas Our Own “Personal Message Shield” 10
- 11. Models of Influence TheInfluential Model 1 in 10 Influences the other 9 The Network Model This model says “the Influential” doesn’t matter and the network does… 11 Based on: Roper Starch, Duncan Watts
- 12. A Combined ModelWorks Best Combining influencers and how ideas and content spark sharing across networks gives us a single model to plan a scaled approach to influence. 12 Based on: Roper Starch, Duncan Watts
- 13. Advocacy Pyramid Framework Leverageinfluence and advocacy by creating customized programs based on network value and brand passion. 13
- 14. How do youbuild a passion brand?
- 15. Few Brands DriveTrue Passion Brands have an enormous social advocacy gap 15
- 16. Advocacy can occuranywhere; no category is too “boring” Hotels # 1, 3 Skincare # 2, 5, 6 Fashion Retailer Coffee # 7, 10 # 4, 9 16
- 17. To drive passionateadvocacy, know and focus on your fans’ true advocacy (not satisfaction) inspirations 17
- 18. Identify and useyour brand’s differentiated advocacy drivers 18
- 19. Encourage and enable advocacyeverywhere VIP Paid Passionate Casual To drive VOLUME, map out customer touchpoints and make it easy for advocacy to happen at any touchpoint. Owned Earned To increase PASSION levels, use a process that identifies and encourages passionate customers to share more. To amplify REACH, use owned, earned and paid channels. 19
- 20. How do youdevelop effective influencer programs?
- 21.
- 22.
- 23. Seven Drivers ofWord of Mouth 1 1 Do we have a good story? 2 2 Can people SHOW their involvement in a visible way? 3 3 Do we offer something new to talk about? 4 4 Do we let our supporters be creative? 5 5 Do we invite people to participate? 6 6 Do we offer them some value? 7 7 Do we remind people to spread the word? Adapted from Emanuel Rosen 23
- 24. Can your brandoffer a value exchange? What does the Brand get? – Brand-relevant content – Product & service reviews – 3rd party advocacy – Insight from a community member/leader – Access to a social graph or specialist community – Stronger SEO presence What does the Influencer get? – More exposure, influence and reach from a brand platform – A chance to take part in something bigger – Unique and compelling content for them to share – Access to interesting people and experiences – Product or service values including trials 24
- 25. How do youmeasure influence?
- 26. Use a results-focusedframework 26
- 27. Measure against business objectives Preference Impressions,Share of Relevant Voice Sentiment, Share of Positive Voice Survey-based Brand Positioning KPIs Reach and Positioning Survey-based Brand Preference Action Survey-based Sales/Behaviors Diagnostic Metrics Attributable Leads/Sales/Behaviors Number of New Fans/Likes Likes Per Post Link Shares Number of Wall Posts Link Click-throughs Video Views Media Uploads (videos, photos) 27
- 28. Move beyond theblunt metric of “sentiment” to tracking advocacy levels SENTIMENT ADVOCACY 28
- 29. Don’t forget • Thegain potential of WOM is huge compared to other investments but you have to be smart • Identify and optimize advocacy drivers across the customer journey • Use influencers surgically and make sure you have value to offer in exchange • Measure based on your business goals not social metrics 29
- 30. Connect with me LeighGeorge, PhD Vice President Social@Ogilvy Email: leigh.george@ogilvy.com Twitter: @leighgeorge LinkedIn: linkedin.com/in/leighgeorge 30
Editor's Notes
- #2 {"27":" We use the metrics that the platforms give us but is that the best way?it is what clients care about? Should they care about them\nThese are things marketers care about—we can collect them so we should report on them\n \nAre we actually measuring ROI are we measuring engagement—do businesses care about that?\n \nEveryone thinks that numbers are important as long as they’re big but is that really the case. Are we using the right model?\n","5":"I’m from DC\nThere’s a regional plumber called LEN the plumber and they must have spent a fortune on advertising: I see their ads on the side of buses as I drive into work. Yesterday am saw they had a sticker insert in WaPo, etc. And I always think: they don’t get it do they. Who calls a plumber from an ad?\nThought I’d start with an easy one to warm up with:\nHow do you make decisions? A new TV, smartphone, restaurant?\n","22":"When researching influencers, we look for those who have high influence and high relevance to our client. \n","11":"One vs many \nPower of the individual vs the power of the network\nThe celebrity vs the forum\n","17":"Brand focus on consumer satisfaction to the exclusion of advocacy. Figure out what drives advocacy for your brand.\nWe looked at advocacy mentions of ads, benefits, features, costs and customer service. In all markets, features (e.g. the characteristics of skin cream) were the most often mentioned. \nIn comparison, mentions of ads/commercials typically garnered the fewest mentions\nWhat’s difference about passion brands\n","6":"We listen to our friends and families and ‘strangers with expertise\n","23":"Everything people can do via social media is some form of word of mouth. Whether sharing a link to a video, Tweeting out love for a brand, commenting on Facebook, posting on a blog, “liking” a page, +1-ing a search result – it’s all some form of word of mouth…\n \nWhat causes people to actually spread word of mouth? \n \nThere are actually 7 consistent drivers of word of mouth. From telling a good story (that others want to tell) to inviting people to be creative or participate - these are the true predictors of whether a social media program will gain the attention and advocacy of people – whether it will literally “earn media” \nDo we have a good story?\nCan people SHOW their involvement in a visible way?\nDo we offer something new to talk about?\nDo we let our supporters be creative?\nDo we invite people to participate?\nDo we offer them some value?\nDo we remind people to spread the word?\n","12":"But we know influence happens most effectively when these things happen in concert\nJimmy Fallon lip synch game—other examples?\nSocial media gives word of mouth a power that rivals traditional earned media and paid media alone by empowering millions of advocates and detractors alike. \nThis is our new world of earned media. \nWOM has always been the golden ticket of marcomm\nIt’s now also the arrow straight through the message shield\nBut most of us are doing it all wrong\n","1":"PAID, EARNED, OWNED\nWhat do you focus on most? Where does your money go?\nWhat’s the most effective? Most cost-effective\nInfluence has been misunderstood as popularity or positive sentiment\nDo you want to be popular or do you want to add business value?\n","18":"Social listening: The importance of a conversation map of advocacy drivers based on keyword preference in high, medium and low advocacy conversation\n","13":"Where is most time spent? We’re spending most of our time on the large number of casual fans on our owned platforms\nIf you have an influencer program it’s more like traditional media approach– a set group of “influencers”\nNeed to be more strategic and more surgical\nThis should actually be at the heart of our strategy and you build a content, paid etc around that\nCommunity management for casual fans\nSocial advocacy program for passionate fans\nInfluencer relationship management for ultra-passionate fans and influencers \n","2":"Tell me about business impact\n","30":"We increasingly get news and information via our Social Networks \n","8":"We listen to our friends and families and ‘strangers with expertise\n","14":"Ogilvy advocacy study deets\nfirst-of-a-kind study. \nWe looked at almost 7 million social media mentions of 23 brands (and 8 feature films) spanning 4 countries. \nThere’s a common perception that advocacy is viral, big and relies heavily upon big ad campaigns like the latest Old Spice campaign or Super Bowl ads.\nIn our research, we found there’s a high volume of advocacy driven by everyday experiences such as being delighted by a great product feature, an exceptional service experience or a good deal. \nHow do we drive passion in that second tier?\n","3":"That sound you hear? It’s the drip from ads\nBrands that do not generate substantial advocacy will need to pay more for reach and consequently have costs substantially higher than those brands that drive high advocacy. \nIn an environment where costs to reach consumers continue to escalate, this advantage could make the difference between a company with outstanding shareholder returns and one that fails to perform.\nMore cost effective than anything else you’re doing—paid media, relationship marketing, search marketing, etc.\n","20":"So how do you inspire wom among your most loyal highest influence fans or topic influencers?\n","9":"So what does all this behavior informing our decisions mean for brands\n","15":"Satisfaction vs advocacy\nIt’s like a little grinch heart\n","4":"Understanding how advocacy works is critical to driving real business value. It helps brands enable and amplify genuine, organic word of mouth, which translates into financial value. In fact, the data Ogilvy has collected suggests that social shares drive action at a rate as high as 10x that of paid impressions. \n","21":"Many orgs think of influencer programs as akin to traditional media relations: a stable of writers with a large readership they can call on when there’s a story they want out\nBut that’s a misplaced approach\nYou need to think of influencers in context: individuals whose influence is tied to expertise in a particular area\nUse them surgically, for very specific reasons and make it worth their while\nNot all client situations or goals are best met using influencers, so it is important to ask yourself –might not be the right solution to meet your client goal. \nDon’t just do it—what are the goals\nDo you have a new product, story or benefit that audiences will find interesting? A service or product, event you want feedback on?\n","10":"It means it’s really difficult for brands to gain mindshare if they just talk about themselves\nWe all have our own personal message shield formed by our friends, family and social connections\nTo get through, brands have to offer relevant and valuable content\nThat can be discovered quickly and easily via search where we go to satisfy everyday ‘missions’\nOr that will be shared among our social graph or trusted sources\nA brand’s challenge today is how to break through our message shields\nAnd guess what—LEN the plumber ‘s bus ad is not going to do that\n"}