Distribución viral, el poder de los usuarios 353 Comentarios


Si hay un término que ha sonado fuerte en márketing digital en los últimos años, éste es “viral”. Parece que el no-va-más de una campaña es que ésta se viralice por la red, convirtiéndola en un éxito tanto por su rapidez en propagarse, como impacto generado y bajo coste.

telling-secretLa viralidad consiste en la distribución de un contenido por la red de forma rápida y mediante los propios usuarios. De hecho, la palabra proviene de virus por su semejanza en la forma de extenderse. Una campaña viral se refiere a las acciones de márketing de una marca centradas en lanzar contenidos, sobretodo a través de medios digitales, con el objetivo de generar awareness y que responde a una estrategia planificada. El contenido se lanza desde la marca de forma más o menos directa, y se distribuye boca-a-boca por parte de los usuarios que actúan rápidamente como prescriptores del mensaje. Una de las grandes diferencias con respecto al márketing convencional es que la propagación del contenido se realiza sobretodo de forma orgánica – es decir, sin inversión – o con un ratio de views pagado muy bajo con respecto al total.

Dados los evidentes beneficios que supone, “crear una campaña viral” está en el punto de mira de cualquier profesional de social media, planner digital o publicista 2.0. Pero hay que tener en cuenta que conseguir que una campaña se haga viral no es un objetivo, sino el resultado de un trabajo bien hecho. Un buen comienzo es analizar los tres factores que influyen en una campaña viral:

El mensaje y medio

Consiste en el qué y el cómo del contenido que se propaga por la red y responde al objetivo de la campaña. Aunque el mensaje puede lanzarse en multitud de soportes -tanto online como offline-, el vídeo es uno de los formatos más utilizados en campañas virales. Éste tiene una gran aceptación y permite distribuirse fácilmente por la red, sobretodo desde plataformas como Youtube, desde dónde se propaga por otros medios sociales como Facebook o Twitter. Este contenido debe ser editorialmente relevante para los receptores, incentivando así su distribución y girando la reuda de la viralidad.

El entorno

El momento y contexto socio-económico deben ser los idóneos para el éxito de la viralización. Un contenido perfectamente creado y planificado lanzado en un momento erróneo puede tener un impacto casi nulo. Por el contrario, un contenido que quizás no sea tan brillante puede lograr un enorme impacto en la red si se lanza en el momento y medio adecuado. Esto explica el a veces sorprendentie éxito de algunas campañas en fechas concretas (dayketing) o relacionadas a momentos estacionales o acontencimientos relacionados con política, deportes u otros.

Los comunicadores

Hay varios agentes que intervienen en una campaña viral. En primer lugar está la marca, que le da el valor comercial a la campaña. Por otro lado, están los que detectan la campaña o los que la reciben directamente en primicia por parte de la marca; aquí tendríamos por ejemplo a influencers, líderes de opinión o tuiteros de renombre, que de forma más o menos “subvencionada” son parte de la acción. Finalmente está el grueso de individuos que propaga el contenido por sus perfiles sociales. Es precisamente gracias a labor de distribución de los usuarios que la campaña cobra sentido viral ya que llega a una enorme cantidad de consumidores mediante los contactos de cada usuario, por lo que son ellos los que acaban dando poder a la acción de márqueting.

Por desgracia no hay una fórmula mágica para crear campañas virales, por lo que  entender estos tres factores clave y saber alienarlos es crucial. Cuantas más pruebas y conocimiento del entorno, mayores serán las posibilidades de éxito de la campaña.

Photocredit: www.liketellingthetruth.com


Acerca de Victor Ronco

Víctor es Licenciado en Administración y Dirección de Empresas por el Instituto Químico de Sarriá, Barcelona, y especializado en Márketing y Comunicación con varios postgrados y Máster en Márketing Digital y Comercio Electrónico. Ha trabajado en los departamentos de márketing digital de algunas de las principales marcas a nivel mundial como Banco Santander, Red Bull, Danone o Grupo Volkswagen, dónde actualmente desempeña la función de Advertising & Digital Manager para Skoda. Colabora como profesor asociado en varias universidades y escuelas de negocios, y ha participado en multitud congresos de social media, employer branding, comercio electrónico y transformación digital aportando su visión sobre el papel de internet en el nuevo contexto económico.

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