MTL + ECOMMERCE Meetup - referral marketing by ViralNinjas

transcript

VIRAL N INJAS CONFIDENTIAL

+ + 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 N INJAS CONFIDENTIAL

Do you know what powered the success of

these sites?

Success

Powered by ?

SEO. SEM. Affiliate. Social. Viral.

+ VIRAL NINJAS CONFIDENTIAL

Our mission

To help ecommerce businesses

to gain new customers by

leveraging existing ones.

• Launched in 2011

• Headquarter in Montreal and office in San Francisco

• 20 employees + 10 planned

• 20 Ecommerce, Daily deals and Flash Sales clients

Facts.

Be in touch with all potential customers

• Acquire new customers by rewarding existing

customers

• Your customers are your best ambassadors

• Get rewarded on every dollar invested

How does a referral program look like?

Access Email Address Books.

Invite Friends & Family.

While Minimizing User Friction.

Gender

segmentation

Search bar

Already a

member Invitation already

pending

Maximizing Deliverability.

Invitation

selected

And Incentivizing Along The Way.

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

Best practices

• Create a compelling offer

• Promote the program effectively

• Make it easy to share

• Personalize the experience

• Monitor & Optimize

• Test & Learn

Eg: get $10 for every referral and your friend gets up to $5 on his next purchase

On every single page of your site including confirmation page

Give the user the control to choose how to share

Eg: take $15 off your purchase

Eg: A/B test messaging and incentive

And it works!

• 20 to 50% new customers

• 5 to 25% conversion rate

• ~20 shares / advocate

• 7.5% click rate

If you want to see more great referral programs…

Virginie de Malavois

Director of Sales

Mail: virginie.demalavois@viralninjas.com

Ph: 514-677-6965