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Image source: http://blog.zuberance.com/word-of-mouth-rules/wom-rule-6-brand-advocates-are-5x-more-influential-than-paid-media/
At a time when the biggest social networks (Facebook, Twitter, Google+ and Pinterest) are starting to make a move towards e-commerce, the subject of influence marketing is more than ever a major issue for most companies. Traditional advertising barely has an impact on purchasing and word of mouth and peer recommendations (P2P) have emerged as the new determinants for the connected, Generation C consumers.
Brands are realizing that in order to have return customers, they need to change tactics and adopt a more “social” approach before promoting their products and services. Marketing agencies now recognize the impact of social media influencers and seek, through any means necessary, a way to integrate them into their marketing strategies.
However, an increasing number of experts are questioning how to calculate the monetary value of influence. Tools used to measure social media influence continue to be controversial and influencers prefer to regard themselves as brand advocates. And this is not only a question of rhetoric. (See: Social Media Influence : Understanding the new Generation C – Ambassadors or Sponsors?)
Who Are the Real Ambassadors?
Even if they don’t reach as broad an audience as the reputed social media influencers, digital marketers are beginning to realize that social media brand ambassadors have more value for brands than previously thought. Unlike influencers, their actions are free and spontaneous, and therefore more authentic and trustworthy in the eyes of other users.
This is what has become apparent through research conducted by Dr. Kathleen R. Ferris-Costa from the College of Business Administration at the University of Rhode Island. A study analyzed in the “Field Guide to Brand Advocates” from the agency BzzAgent and reproduced in the infographic, Who Brand Advocates Are and Why They Rock.
According to the study, brand advocates comment spontaneously and regularly on 10 to 15 brands per week and contact up to 500 social network subscribers. Using their communication tools, they publish up to two times more content (with comments, reviews, recommendations, “likes”, etc.) on brands than the companies themselves do. Three-quarters won’t hesitate to share a positive brand experience, especially when personal, domestic or children’s products are in question.
Another study (and infographic) from the agency Zuberance called : Three Surprising Facts About Brand Advocates further details the areas where ambassadors are most active: nearly a quarter commented on technological products, 15% on restaurants, 14% on entertainment events and more than two-thirds (67%) recommended as many consumer products as they did professional services.
What motivates their level of engagement?
Brand advocates have a natural impact on consumers because they are independent and therefore more authentic. According to the study conducted by Dr. Ferris-Costa, true ambassadors are primarily motivated by the opportunity to contribute to their community by providing relevant information.
By commenting on brands, ambassadors prioritize the relationship they have with their community and their influence as social consumers on the Web. These super users feel it’s important their expertise is recognized and that their voices be heard by companies. And, to ensure they can effectively fulfill this role within their community, they defend their integrity; hardly 1% of respondents to the study admitted to having considered company rewards when they made their recommendations.
What motivates brand advocates is beyond the control of marketing agencies. Although they represent the most direct influence on consumption, they can’t be monetized or sponsored. The true value of the commitment (or disengagement) of ambassadors is based precisely on their independence and their authenticity. Companies must therefore stop the constant, relentless search for an ROI, and become understanding through listening and treating their fans more like VIP’s, rather than attempting to simply be more “social”. They have a lot more to gain by doing so.
With the emergence of social networks over the past decade, we’ve witnessed the loss of several major brands who couldn’t adapt to changes imposed by new consumers. Some observers are already predicting the death of several other major brands proving to be slow to go in the direction of the social Web. And you, what do you think? Do companies have to give up their ROI value in favour of ambassadors?
This monthly Social Media Influence column is contributed by Raymond Morin. Author of the books, “Culture Web à la portée des PME” and “Comment entreprendre le virage 2.0.” Raymond has written for several French magazines over the past 15 years. Raymond is a corporate trainer and is regularly invited to give lectures and training workshops to companies and organizations. In collaboration with Intelegia, and Ian Smith, Raymond is preparing for the release of a new book, “Réussir dans les médias sociaux : La clé de l'influence” which will be translate in English and Spanish, and prefaced by Neal Schaffer.
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[...] Social Media Influencers vs Social Media Ambassadors: What is Their True Value? jQuery(document).load(function(){ stLight.options({publisher:'a3cce920-3a6b-47a8-a890-d27d55cbc9e8'}); });emailvar dd_offset_from_content = 30; var dd_top_offset_from_content = 0;Share this:FacebookTwitterLinkedInRedditStumbleUponEmail Filed Under: Content Marketing, Google, Google+, Online marketing, Presentations, Social Media Tagged With: google, Google+ Hangout On Air, influence on social networks, Mark Traphagen, Social media, social networks, trust Mark TraphagenMark is Director of Social Media Marketing for Virante Inc. Adept at using all forms of social media for marketing effectiveness, Mark has gained a special reputation as an expert on Google+. A former teacher, Mark has worked directly in Internet marketing since 2005, but has been involved in social media and online community formation since the mid 1990s. When not helping Virante clients improve their online presence, Mark participates in competitive storytelling, plays with a Dixieland street band, and (surprise) spends more time on the web. [...]
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TZARUL NICOLAI
Wonderful article, enlightened me a lot. World is moving fast and we have to learn to adapt to changes!
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-Kee
awesome article! Word of mouth will always be my number 1 referrer!
Christina
oh amazing this one. those words was eye opener.
Wayne Eaton (@Wayne_WEaton)
This is so true..Wom is the best..people who know like and trust you first..great post
mithuhassan2013
I do agree with TZARUL NICOLAI :- World is moving fast and we have to learn to adapt to changes
zemety
Wow This is a great article
Walter Wässa (@wwaessa)
Thx a great article, I can agree Nicolai and Mithu. It’s moving very fast and if you close your eyes you have to hurry up to catch the train. Sometimes it’s not easy to follow all new things, so you have to make your decision.
Miriam Slozberg (@msmir)
Yes it is moving so rapidly if we do not adapt to changes, we will be out!
Hollis Tibbetts
nice article. ultimately, people almost always trust other people.
Harold Gardner
I am a bit surprised by the assertion “Traditional advertising barely has an impact on purchasing.” Even the oft cited Cadillac ATS example has had most of its reach through traditional ads. My notion is that Social Media and traditional advertising need to work together hand in glove to have the most impact.
Stephanie
I’m in limbo, not sure which ad to choose, good post!
shakthi2013
While I would not write off traditional ads yet! I agree that the Social Component is climbing up. Finally they will compliment each other and definitely run in parallel
Sunish Sebastian
I think at some point of time, Yes, the companies have to compromise on the ROI for the sake of Ambassadors
Charles Slang
I think that while traditional advertising will continue to be more effective in the short term, already, influencers with good credibility are becoming more and more effective, as people, especially younger generations, get more of their news and information from social media! Eventually, the SM influencers will have the larger effect in advertising!
Dirk
Good article. Yea this is a fast moving age we are in and who not adapt will get lost.