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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.
+ VIRAL NINJAS CONFIDENTIAL
• Launched in 2011
• Headquarter in Montreal and office in San Francisco
• 20 employees + 10 planned
• 20 Ecommerce, Daily deals and Flash Sales clients
Facts.
+ VIRAL NINJAS CONFIDENTIAL
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
+ VIRAL NINJAS CONFIDENTIAL
How does a referral program look like?
+ VIRAL N INJAS CONFIDENTIAL
Access Email Address Books.
+ VIRAL N INJAS CONFIDENTIAL
Invite Friends & Family.
+ VIRAL N INJAS CONFIDENTIAL
While Minimizing User Friction.
Gender
segmentation
Search bar
+ VIRAL N INJAS CONFIDENTIAL
Already a
member Invitation already
pending
Maximizing Deliverability.
Invitation
selected
+ VIRAL N INJAS CONFIDENTIAL
And Incentivizing Along The Way.
+ VIRAL NINJAS CONFIDENTIAL
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
+ VIRAL NINJAS CONFIDENTIAL
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
+ VIRAL NINJAS CONFIDENTIAL
And it works!
• 20 to 50% new customers
• 5 to 25% conversion rate
• ~20 shares / advocate
• 7.5% click rate
+ VIRAL N INJAS CONFIDENTIAL
If you want to see more great referral programs…
