It’s no secret that the social revolution has completely changed communication, marketing and — let’s face it — life as we know it. It is now commonplace (even natural) for us to live out loud on the World Wide Web and leave a trail of lifestreams as we go. We look to the social sphere as our outlet for entertainment, information sharing, recommendations, connecting with long lost friends. It’s a no-brainer that, if folks are willing to use social media for all of these activities inherent to daily life, the next step in this crazy game is social commerce.
It’s clear that consumers are already willing to at least consider making purchases in their respective social worlds — especially if there is a special incentive to do so. On the flipside, companies in the social space are eager to take engagement with their customers to the next level and monetize their social marketing programs by introducing conversions to the mix. Some trailblazers are already taking this leap, and the formula for success is still being determined. As we dive into the world of social ROI, here are some best practices we bequeath to our clients to help them pioneer this new frontier.
Create a value proposition. If consumers want to shop on your website, they will go to your website. Social shopping should be a unique experience that provides exclusive benefits for participation, such as elite discounts, product offerings and VIP benefits. If customers receive a reward they cannot find anywhere else from the experience, it is likely they will partake.
Set reasonable and measurable goals. Consider creating a pilot experience with a limited product selection rather than your entire product line. Continuously optimize the program based on user participation and conversion. And articulate clear success metrics up front that promote a long-term goal and can be consistently monitored. It is in this way you’ll be able to keep your eye on the prize a midst of sea of social clutter.
Be “one of the guys.” Don’t forget that the primary reason consumers use the social sphere is to connect with people. As a brand in that space, you should have a humanized identity that folks can relate to. You want to be the cool kid at the party with the new sneakers that everyone wants to know more about, not the awkward stranger in the corner trying to sell a ShamWow out of a briefcase. Make it easy and attractive to your consumers to participate in your experience, and be sure to respond to them when they reach out to you. Use native functionality so you blend seamlessly into the user’s daily experience.
We’re still trying to crack the code for success in social commerce, but we’ve got at least a few of the numbers down.