Notes

How integrated data and technology helped 3 companies transform their marketing

By April 29, 2018 No Comments

We know the ability to read reviews before making a decision is incredibly empowering. From what to order at a restaurant to which is the best washing machine for a small apartment, the consumer review is a critical source for shoppers evaluating purchase decisions. And that’s showing no signs of slowing down.

We’ve seen that searches for the “best” product and product “reviews”continue to rise. But we’re seeing an evolution in the type of review people find valuable and the vast number of topics they are seeking advice on. People are looking to others just like them to virtually try before they buy.

To better understand how and why people are tapping into others, I sat down with Google’s Head of Ads Research and Insights Sara Kleinberg to discuss what her team has been finding in Google data and hearing from consumers.

So what are you seeing that’s new?

Sara Kleinberg: People want to know what they’re getting into before they make purchase decisions, but that’s not new. What’s new, that we learned from looking at YouTube videos people watch, is that they are both seeking out—and watching—other people’s personal experiences to help them decide what’s right for them. It’s much more than just a product review.

Take travel, for instance. Before spending on a vacation, people want to understand the real deal. They want to see everything from how other families have fit in the hotel room to the amenities and local attractions, and even if their kids looked like they were having fun. Luckily for them, people upload “review” videos of their hotel rooms, of the locations, of things to do. People see videos of other kids having fun at the pool and it becomes real for them. It also shows people what things will be like through the eyes of someone like them—rather than polished website pictures. The 600% increase in the time people spend watching these types of travel videos on YouTube shows that exploring other’s experiences is now a meaningful part of decision making.1

What’s the appeal of this sort of video?

Today’s consumer is research obsessed. Doing crazy amounts of research makes people feel more comfortable in their decisions. Getting an honest opinion from other Average Joes out there, who are just like them, and who have been through the same decision provides a sense of security.

Here’s the element of credibility: People want to see people they can relate to talking honestly about a product, both the good and the bad. It feels more trustworthy and lets them know what they’re getting into.

You get to see real-life use cases that are rarely included in marketing material. As an example, one person told us he was interested in “How is this drone going to work when flying in wind?” as well as tips and tricks for how to use it.

People also told us that other people’s videos are easier to understand than professional reviews. It’s straightforward, conversational language. No specifications. Just the basics. “Talk to me like you know me,” one person told us.

Russell

Russell

Hi this is Russell. Nice to meet you here! I am currently based in Tokyo. Please feel free to find more information at russellhuang.com.