Viral advertising is where individuals pass on a marketing message to others through existing social networks of friends and people who share common interests. If an advert goes viral it can quickly reach vast numbers within the target market segment. This form of advertising is, however, reliant on the people who receive the advert passing it on. If they do, the message can spread rapidly and becomes 'contagious'.
Successful viral adverts are very cost effective and unlike conventional advertising you don’t need to reach a wide blanket audience because you can target it towards selective customer profiles. The digital nature of viral advertising is also an advantage in that it allows the advertiser to track the number of views and response rates, making it easy to work out a return on the investment the advertiser has made.
Viral adverts don’t always look like adverts – they can take many forms such as a video clip, Flash games, images, and text messages.
How has it developed?
It was once the domain of the obscure but now mainstream advertisers have woken up to the potential of viral advertising and marketing. According to Visible Measures, viral advertising campaigns rose by 180 per cent in the US from 2009 to 2010.
The Internet allows access to everyone and allows everyone to access everything but people tend to narrow their field of interest and have a few favourite web sites. They also link with similar like-minded people with whom they might not have been able to contact without the world-wide-web. In short, people follow and share with similar minded people to themselves. If they see something that might be of interest to them, they will often wish to pass that on to their community. They form natural niche groups without geographical boundaries. People also belong to more than one type of interest group so messages can be spread more widely. Therefore some messages can go completely viral and actually reach well beyond the intended target group, with no extra cost to the advertisers while at the same time increasing their kudos.
Why has it grown?
There is a combination of reasons explaining its rapid growth including better technologies, faster broadband and the development of smart phones and tablets to provide an additional medium through which viral adverts can reach the public.
People are keen to pass on what they regard as interesting information. For example, over half of people finding news online forward it through social networks, email or posts. Nearly two thirds use their smart phone to keep connected with their social network. More and more people are using social networks and spending more time on their networks.
It is so easy to purchase products advertised online. You can do this anywhere and at any time. What’s more the distribution and delivery of products purchased online has improved and people are more confident in using the Internet especially in terms of security. This may make them more receptive to the messages within viral adverts.
Examples of viral advertising
Old Spice managed to get 6.7m views in a day on the 14th July 2010 and this rose to 23 million after just another 12 hours. With millions viewing the Old Spice ads there was a 27 per cent surge of sales.
VW’s ‘The Force’ went viral in 2011 with over 40 million views. The advert cleverly targeted parents through a child dressed up as Darth Vader using the force. It was originally aired for the 2011 Super Bowl. It was followed up ‘The Dog Strikes Back”
However one of the biggest viral ads was for a blender and called ‘Will it Blend?’ which had 134m hits in 2010 primarily because it blended an iPad and much more in a series of related adverts as a kind of extreme testing you certainly shouldn’t do at home. Sales of the blenders are up more than 700 per cent.
Conclusion
Viral advertising is here to stay and will grow using the power of word of mouth but the contagion is spread electronically. It has evolved using a range of social media tools but its success still relies on persuading people to pass the message on.
