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Digital CPG Roll
Melissa Sowry, Content and Social Media Manager of Burt’s Bees has grown the brand’s Facebook fan base from 98,000 to more than 370,000 by creating compelling content that consumers want to interact with and discuss, reports eMarketer. That content, ranging from quizzes and video to sampling offers and behind-the-scenes access into the world of Burt’s Bees, is helping extend brand loyalty and generate powerful online viral engagement.
Here are some of her insights:
What drives word of mouth?
Beauty is a category where people take recommendations from their friends and talk about what’s new. They also look to experts for suggestions. For example, if we get a placement in Marie Claire or Lucky where they’re raving about the new tinted lip balm, we might share the link to the page.
We also find fans of the brand are recommending products to one another in this space. That’s the normal activity that takes place around beauty products. It’s mostly women talking to other women and finding out what works, but it’s taking place online in social media venues. For example, a mother might ask other moms about products that stop diaper rash: “What works for you?” These are important conversations and I think online social media is a place where people trust one another to get that information.
What’s your Facebook strategy?
Facebook is a channel for us to provide compelling content. When I came on board, we started doing simple things—posting content and behind-the-scenes images on a daily basis and discussing new products coming to market.
We use social media and Facebook in particular as relationship-building tools. We also create opportunities for consumer education around skin care, for example, and sampling offers. We ran successful sampling programs on Facebook for our relaunched body lotions and new tinted lip balm.
We talk about our products on Facebook but we also spend time talking about the culture at Burt’s Bees through our involvement with Habitat for Humanity, sustainability efforts, product ingredients and so forth.
How does your strategy stack up against Burt’s Bees?
June 20th, 2011 at 1:33 pm
No offense, but I highly doubt Burt’s Bees built their fanbase based on quality content and engaging applications alone. To grow your fanbase that quickly on Facebook truly requires incentivizing campaigns like sweepstakes/giveways and/or a good Facebook social ad strategy. Although I don’t doubt that they are doing a great job content-wise, that’s half the battle. Recruitment strategies beyond that is truly is the other half.