Viral Marketing Overview

From The Yaffe Center

Revision as of 08:22, 20 May 2010

I. Introduction

Traditional marketing, such as a television ad showcasing a laundry detergent’s relative cleaning power, is a linear marketing strategy, the goal of which is grab a consumer’s attention for long enough to deliver a scripted message. Buzz marketing represents a divergent marketing strategy; its goal is to leverage the impressions created by an initial marketing message by inciting consumers to organically spread that message or an interpretation of that message through the consumer’s social or professional network. Buzz marketing can serve a wide variety of products and be implemented in countless ways. The one thing that all Buzz campaigns have in common is that they get consumers and media outlets to spread the message for free. Outside of that, Buzz, if properly executed, can serve any product or service. Some campaigns use the internet to allow consumers to spread information or participate in games or contests, other campaigns attempt to get the mainstream media to pick up a story or piece of content and spread it to consumers, who will then talk about it with each other, still other campaigns offer free products to consumers in the hope that they will then tell their friends about it. Pick any media where information can be transferred, any product category, and any genre of marketing content, from purely functional to purely entertaining with no over commercial message at all, and Buzz marketers have attempted to find a winning combination of those factors to accomplish their business goals.

The purpose of this paper is to provide marketers with an understanding of the intellectual underpinnings of Buzz marketing and a strategic and tactical framework for harnessing the power of Buzz marketing. Through the structured approach described in this paper, marketers will gain the ability launch and manage a Buzz marketing campaign in a way that will optimize ROI, however that goal may be defined. The tactics in this paper are also tools that a marketer can use to manage a spontaneously occurring Buzz campaign/naturally occurring brand buzz to generate incremental ROI from ongoing traditional campaigns.

II. The Buzz Campaign Process

Ability and Desire

At its most conceptual level, creating a buzz marketing campaign is about giving consumers both the ability (often through connective technologies) and the desire (in the form of social or economic currency ) to buzz about your product or service. Of course, in theory, every consumer has the ability to buzz to someone about anything they want to. In that respect, ability and desire are not distinct entities, but symbiotic components, and lack of desire can be compensated for by enabling the ability to buzz, and vice versa.

In today’s cyber-connected world, the ability to buzz has grown tremendously, as the cost of sharing information has fallen to nearly zero, there can be little doubt of that. While twenty years ago, if one wanted to share a newspaper article with a friend, one would have to cut it out and either fax it or mail it. A significant time investment, and some financial investment, was necessary either way. Today, someone with a few mouse clicks and keystrokes can accomplish that same thing.

Beginning with understanding how likely consumer are to buzz about your product, one can plan to create the optimal amount of desire, matching with the appropriate facilitating technologies, to inspire consumers to buzz. Below please find the 7 step process this paper has identified for designing a successful buzz campaign. The remainder of this section will proceed through the Buzz Campaign Process in a step-by-step fashion.

1. Evaluate Your Product Category for Buzz Potential: Different Product Categories Have Different Inherent Buzz Proclivity

Naturally, consumers will talk about certain classes of products. Entertainment such as music and movies, are frequently discussed commercial products. Products that are highly personal and potentially embarrassing, such as some personal hygiene products, do not come up often between friends and co-workers. Essentially, the question is, does my product or service inherently give consumers the desire to buzz? Understanding the answer to that question will guide the next steps of the process.

Exhibit 3.6 lists the product classifications that are inherently likely to generate buzz, and some examples of the types of products that fall in each classification.

Increasing the Your Product’s Buzz Factor

As a marketer, sometimes one is charged with creating buzz for what is an inherently dubious buzz proposition. If that’s the case, the problem can often be reduced to product positioning and buzz facilitation. In accordance with the theory that ability and desire to buzz drive successfully buzz campaigns, a marketer must find the group with the most stake in buzzing about his product, and then give members of that group the ability to buzz. For example, a beautifully designed car like a Ferrari might “evoke an emotional response” in almost any consumer. But, a less obviously emotionally evocative product, like an online search tool, can also produce an emotional response based purely on marketing. Google chose a very distinctive, playful name and used public relations to highlight its corporate mission of “Do No Evil”. Certainly, Google did “increase efficiency” and was buzzworthy for that, but many other search engines provide arguably comparable quality of results. It’s playful and distinctive name likely sped mass adoption by increasing awareness and recall and its corporate mantra of “Do No Evil” created an “emotional response” that aided in gaining press and securing user retention. When designing a buzz campaign, a marketer can evaluate the intrinsic qualities of the product, but should also create external features through marketing, branding and PR that increase buzz potential. Those external features can be directly linked to the product’s functionality, which can increase intrinsic buzz factors, or can be a complete invention to compensate for a lack of intrinsic buzz factors.

The next few sections of the paper contain the main strategic guidelines for building a successful buzz campaign, regardless of how innately buzz-worthy a product may be.