Viral Marketing Techniques the Typical Business Website Can Deploy Now

by Dr. Ralph F. Wilson, E-Commerce Consultant
Web Marketing Today, Issue 71, February 8, 2000
German

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If you're creative, you may be able to come up with a brilliant viral marketing business plan based on my "Six Simple Principlies of Viral Marketing." http://www.wilsonweb.com/wmt5/viral-principles.htm In the meantime, here are some viral marketing techniques you can deploy immediately that will do some good:

Encourage Links to Your Site

You can do a number of things to encourage links to your site. Register with search engines, of course, and seek reciprocal links. Here are some approaches designed to set up an exponential response to your efforts.

Write articles and encourage other to post them free as content for their site. If you're an expert in a particular area, write an article about an aspect of it. Then offer it to complementary sites to post on their site as free content, so long as the article contains links to your site. Your article could go far and wide, especially if it is carried on the wings of e-mail to others who will distribute the same article to their network of contacts.

Set up an affiliate program to encourage links to your products. Affiliate programs are a form of network marketing that provides financial incentive for other sites to link to yours. Make sure you pay enough to make this attractive to already-saturated siteowners.

Send out news releases concerning a free service or product available on your site. The key here is to have a truly newsworthy event, contest, free service, or digital download. If your news release is carried by just 5% of the media you send it to, you could have your URL in front of tens of thousands of readers quite inexpensively.

Encourage Word-of-Mouth Recommendations

Word-of-mouth (on the Web it's "word-of-mouse") is considered the very best advertising, because it is unsolicited. Here are some ways to encourage friends to share with friends, and use their network to promote your site.

Install a Recommend-It.com referral system. Recommend-It won't save a dismal site, but it will help your visitors promote your site to their network of friends. Read our review at http://www.wilsonweb.com/reviews/recommend-it.htm

Make it easy to e-mail or fax your webpage to a friend. Encourage readers to e-mail your webpage to a friend. (If you know of some good CGI or JavaScript programs to do this, please e-mail me at mailto:rfwilson@wilsonweb.com) This is similar to recommend your site, but allows your visitor to send specific content as well. This is easier to accomplish without a database-driven site.

Encourage people to forward your newsletter to friends. Always encourage readers to forward your e-mail newsletter to their friends. Do this at the end of a newsletter, and you may jog some readers to do it immediately. It's easy to do.

Offer Desirable Products or Services that Spread Your Message

Finally, you can provide free services or products on your site that help spread your message to an increasing number of people who hear about it. Several companies offer free e-mail addresses using your domain name. But it's too late to repeat Hotmail's phenomenal success, and the free services will likely tack their own ads onto the free e-mail messages. Here are some more likely possibilities. See sources on our Viral Marketing Resources page http://www.wilsonweb.com/webmarket/viral.htm

Enable visitors to e-mail post cards or greeting cards from your website. Such scripts are not very expensive. Though you can't compete with the Web's top card sites, if you have a unique spin on your product or service, you may carve out some real interest and traffic.

Offer a digital game or utility for free download that carries your marketing message. Games carrying your ad or screen savers are just a couple of the possibilities. Others are games or graphic demos that people can e-mail to their friends.

Most important of all, think of unique ways your can build viral marketing techniques into your future marketing programs. Programs that carry a strong viral marketing component get you much more traffic for your investment than straight advertising.

The Six Simple Principles of Viral Marketing

by Dr. Ralph F. Wilson, E-Commerce Consultant
Web Marketing Today, February 1, 2005. Originally published 2/1/2000

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I admit it. The term "viral marketing" is offensive. Call yourself a Viral Marketer and people will take two steps back. I would. "Do they have a vaccine for that yet?" you wonder. A sinister thing, the simple virus is fraught with doom, not quite dead yet not fully alive, it exists in that nether genre somewhere between disaster movies and horror flicks.

But you have to admire the virus. He has a way of living in secrecy until he is so numerous that he wins by sheer weight of numbers. He piggybacks on other hosts and uses their resources to increase his tribe. And in the right environment, he grows exponentially. A virus don't even have to mate -- he just replicates, again and again with geometrically increasing power, doubling with each iteration:

1
11
1111
11111111
1111111111111111
11111111111111111111111111111111
1111111111111111111111111111111111111111111111111111111111111111

In a few short generations, a virus population can explode.

Viral Marketing Defined

What does a virus have to do with marketing? Viral marketing describes any strategy that encourages individuals to pass on a marketing message to others, creating the potential for exponential growth in the message's exposure and influence. Like viruses, such strategies take advantage of rapid multiplication to explode the message to thousands, to millions.

Off the Internet, viral marketing has been referred to as "word-of-mouth," "creating a buzz," "leveraging the media," "network marketing." But on the Internet, for better or worse, it's called "viral marketing." While others smarter than I have attempted to rename it, to somehow domesticate and tame it, I won't try. The term "viral marketing" has stuck.

The Classic Hotmail.com Example

The classic example of viral marketing is Hotmail.com, one of the first free Web-based e-mail services. The strategy is simple:

1. Give away free e-mail addresses and services,
2. Attach a simple tag at the bottom of every free message sent out: "Get your private, free email at http://www.hotmail.com" and,
3. Then stand back while people e-mail to their own network of friends and associates,
4. Who see the message,
5. Sign up for their own free e-mail service, and then
6. Propel the message still wider to their own ever-increasing circles of friends and associates.

Like tiny waves spreading ever farther from a single pebble dropped into a pond, a carefully designed viral marketing strategy ripples outward extremely rapidly.

Elements of a Viral Marketing Strategy

Accept this fact. Some viral marketing strategies work better than others, and few work as well as the simple Hotmail.com strategy. But below are the six basic elements you hope to include in your strategy. A viral marketing strategy need not contain ALL these elements, but the more elements it embraces, the more powerful the results are likely to be. An effective viral marketing strategy:

1. Gives away products or services
2. Provides for effortless transfer to others
3. Scales easily from small to very large
4. Exploits common motivations and behaviors
5. Utilizes existing communication networks
6. Takes advantage of others' resources

Let's examine at each of these elements briefly.

1. Gives away valuable products or services

"Free" is the most powerful word in a marketer's vocabulary. Most viral marketing programs give away valuable products or services to attract attention. Free e-mail services, free information, free "cool" buttons, free software programs that perform powerful functions but not as much as you get in the "pro" version. Wilson's Second Law of Web Marketing is "The Law of Giving and Selling" (http://www.wilsonweb.com/wmta/basic-principles.htm). "Cheap" or "inexpensive" may generate a wave of interest, but "free" will usually do it much faster. Viral marketers practice delayed gratification. They may not profit today, or tomorrow, but if they can generate a groundswell of interest from something free, they know they will profit "soon and for the rest of their lives" (with apologies to "Casablanca"). Patience, my friends. Free attracts eyeballs. Eyeballs then see other desirable things that you are selling, and, presto! you earn money. Eyeballs bring valuable e-mail addresses, advertising revenue, and e-commerce sales opportunities. Give away something, sell something.

2. Provides for effortless transfer to others

Public health nurses offer sage advice at flu season: stay away from people who cough, wash your hands often, and don't touch your eyes, nose, or mouth. Viruses only spread when they're easy to transmit. The medium that carries your marketing message must be easy to transfer and replicate: e-mail, website, graphic, software download. Viral marketing works famously on the Internet because instant communication has become so easy and inexpensive. Digital format make copying simple. From a marketing standpoint, you must simplify your marketing message so it can be transmitted easily and without degradation. Short is better. The classic is: "Get your private, free email at http://www.hotmail.com." The message is compelling, compressed, and copied at the bottom of every free e-mail message.

3. Scales easily from small to very large

To spread like wildfire the transmission method must be rapidly scalable from small to very large. The weakness of the Hotmail model is that a free e-mail service requires its own mailservers to transmit the message. If the strategy is wildly successful, mailservers must be added very quickly or the rapid growth will bog down and die. If the virus multiplies only to kill the host before spreading, nothing is accomplished. So long as you have planned ahead of time how you can add mailservers rapidly you're okay. You must build in scalability to your viral model.

4. Exploits common motivations and behaviors

Clever viral marketing plans take advantage of common human motivations. What proliferated "Netscape Now" buttons in the early days of the Web? The desire to be cool. Greed drives people. So does the hunger to be popular, loved, and understood. The resulting urge to communicate produces millions of websites and billions of e-mail messages. Design a marketing strategy that builds on common motivations and behaviors for its transmission, and you have a winner.

5. Utilizes existing communication networks

Most people are social. Nerdy, basement-dwelling computer science grad students are the exception. Social scientists tell us that each person has a network of 8 to 12 people in their close network of friends, family, and associates. A person's broader network may consist of scores, hundreds, or thousands of people, depending upon her position in society. A waitress, for example, may communicate regularly with hundreds of customers in a given week. Network marketers have long understood the power of these human networks, both the strong, close networks as well as the weaker networked relationships. People on the Internet develop networks of relationships, too. They collect e-mail addresses and favorite website URLs. Affiliate programs exploit such networks, as do permission e-mail lists. Learn to place your message into existing communications between people, and you rapidly multiply its dispersion.

6. Takes advantage of others' resources

The most creative viral marketing plans use others' resources to get the word out. Affiliate programs, for example, place text or graphic links on others' websites. Authors who give away free articles, seek to position their articles on others' webpages. A news release can be picked up by hundreds of periodicals and form the basis of articles seen by hundreds of thousands of readers. Now someone else's newsprint or webpage is relaying your marketing message. Someone else's resources are depleted rather than your own.