online moms

The 10 Commandments for Marketing to Moms

Holly Pavilka recently reminded us that the power of today’s social media connected moms is never going to go away. In fact, it will continue to grow. Yet despite the spending power of this important demographic, most brands are still not getting it right when it comes to connecting with her. Girlpower Marketing tips its hat to Holly’s 10 Commandments for Marketing to Moms:

The 10 Commandments of Marketing to Moms

1. Work with moms to get it right. You’re never going to get it right unless you talk to and ideate with moms. You need to solicit their ideas. The beauty of social media is that it’s easy to find them and to connect with them. Research and studies will give you clues, but not the rich real conversation moms will bring.

2. Keep it real. Real is real, inspirational stories. Relatable content. Relevant content. Useful content. Not manufactured, retouched or artificial.

3. Answer her when she’s reaching out. Engage with moms. A study by Acuity Group showed 73% of customer tweets go unanswered. What a missed opportunity. RedBull, a brand more associated with Millennials and daredevils, is terrific at listening and responding. My daughter was mugged for her latte and it blew up Twitter for a few minutes with 100+ tweets but not a word from Starbucks. Two other brands, on the other hand, responded with $5 gift cards because they wanted my daughter to know there were still good people in the world. If you take a look at the brands moms love, they typically are ones who are listening and responding.

4. Follow the moms that follow you back. When it comes to connecting to moms, brands need to follow the moms back. Stop thinking you are a celebrity and get real with your advocates. It’s the first step in the relationship, particularly if you want to grow an audience of moms.

5. Always layer in authentic conversation around your traditional campaigns. The days where brands can just rely on traditional advertising messages are gone. Today, a blog post or tweet a mom writes mentioning your brand is an ad. Organic, authentic real stories and conversation need to be layered in along with your traditional media. These are the messages she trusts.

6. Never market to them as a niche. There’s no one-size-fits-all mom. There are Millennial moms, Boomer moms, second-life moms, Latina moms … moms of every imaginable kind. Don’t stereotype and lump us into a singular “mom” bucket or you’ll miss the mark every time.

7. Remember she’s intelligent. Many stay-at-home moms are educated and have chosen family over career in many cases. With the economy being what it is, many moms are the primary breadwinners in their families. We like to talk about more than diapers, potty training or children. We have interests beyond gardening, cooking and reading books. Look at the types of blogs that are out there–everything from politics, business, women’s health issues and more.

8. Keep it beautifully simple. Moms are busy, and crave simplicity. Make it complicated, and you’ll lose them every time. One of the reasons Pinterest is popular with women is that, along with its simple design and curation of relevant content, it’s also pleasing to the eye.

9. Balance emotional messaging with pragmatic information. She still wants to be inspired, but she’s also pragmatic. She does her homework before making a purchase. It’s part of the job of being a mom – making informed choices.

10. Remember it’s about story-selling. Place the information within reach, and let her make a decision. Marketing to moms is about telling stories, not selling. Tell how it fits in her life, layer in people’s stories, give the back story on the product – she likes details, showcase testimonials and reviews. Sprinkle in lifestyle photos of the product in use, not just beautifully lit photos of the product. All of these tell her the story she wants to hear.

Marketing to Women This Holiday Season

Marketing to women is worth it.

By now most of us understand that women are the primary consumers in the U.S. today, responsible for 85 percent of all consumer spending. Women’s combined consumer and business spending is fast approaching $7 trillion – roughly the size of Japan’s economy. When marketing to women this holiday season and beyond, businesses need to keep the following in mind:

There is no “women’s market” — there’s your women’s market.

Marketers should not segment women strictly by age. Whether a woman is 28, 39, or 52, she’ll respond more to marketing messages that address her life stage, not her biological age. Unlike previous generations, today’s women are experiencing life in a less linear fashion; women are having babies in their 40s, starting new careers in their 50s, and re-entering the dating scene in their 60s. Marketers need to clearly understand the differentiation in marketing to the different life stages of women, and tailor their messages accordingly.

Pink is not a marketing strategy.

Today’s women are not looking for a watered-down version of a male offering that has been feminized with clichéd colors. Instead, they’re looking for solid information, ease of use, stellar customer service, and brands that are looking to build real relationships with them based on their interests, personal identities and problems that they need to solve. Instead of relying on outdated assumptions and stereotypes, marketers must do the hard work to be relevant to women consumers – taking the time to learn what motivates them to order to present their brands in a meaningful way.

Recognize that women think different than men.

All human brains start as female brains, until the male brain is flooded with testosterone. But there they part paths. A woman’s brain has four times as many connections between the left and right hemispheres as a man’s. All of those signals hurtle down the superhighway into her right brain – the home of emotional memory, intuition and experience. A woman not only reads – she attaches feelings to what she’s reading. A woman’s heart is in her brain – tell her a story that is filled with emotion, and explain why your brand is relevant to her. Sounds simple, but many businesses develop and market products without ever asking their female customers what is most important to them and why. Companies such as Best Buy and Volvo have made gaining women’s input a key part of their marketing process, leading to product improvements that both men and women appreciate, along with marketing messages that resonate with both.

This holiday season, Cyber Monday is expected to be the biggest online shopping day of the year, representing a $1.25 billion day. How will female consumers manage their Cyber Monday shopping?

When marketing to women, focus on mobile.

Mobile devices will continue to play a strong supporting role in the online shopping surge, with 52.9% of female Smartphone owners using their devices to do research and make purchases. In addition, social media will continue to be a huge power player in promoting brands as women interact with them across more touch points than ever before. This constant engagement makes it imperative that marketers understand women’s preferences in order to connect with them at the correct time and with the proper information.

Finally, female consumers are more likely to interact with and buy from businesses and brands that a friend has recommended. This word of mouth interaction may be harder to track than hard mobile device statistics, but it should not be ignored.

Businesses should plan their strategies for reaching the female market this holiday season by making sure all sites are optimized for mobile devices, and providing regular personalized interactions. By enabling social media sharing across all platforms, businesses can create an integrated approach to reaching women that will be successful this holiday season and beyond.

The Buying Power of the Power Moms

Buying Power of Power Moms

Moms Have Buying Power

Anyone who reads my blog on a regular basis knows that moms are the most coveted consumers in the U.S. market. Their buying power tops $2.4 trillion annually, and they control or influence 85 percent of all household purchases.

Maria Bailey has written a new book called Power Moms that delves into that power of moms. In her book, Bailey acknowledges that mom bloggers are powerful influencers. However, she notes that these bloggers are only a small fraction of the 83 million mothers in the U.S. Which means that marketers reaching out to mom bloggers are leaving a lot of moms untouched – about 70 percent of them to be exact.

Power Moms Have Influence

Power Moms (those influencers that align with a brand’s goals and marketing needs) can be reached by marketers both online and offline. Moms tend to build their sphere of influence around a personal passion – whether it be cooking, entrepreneurship or service to others. The challenge for marketers is to identify that group of moms that aligns with their particular brand’s goals and needs, and then to have the knowledge, awareness and ability to tap this powerful and lucrative market.

Marketers: Does your brand reach moms in a way that is relevant to them? And moms: Do you find that most brands engage with you in a way that makes you feel understood?

Summer Sunscreen Tips for Parents

Sunscreen Tips for Parents

Anyone who reads my blog knows that while my business focuses on marketing to women, I’m also a mom and by nature like to share news and information with those around me. In addition, from years of baking in the sun with baby oil and iodine, I’m also in a continual battle to identify and destroy the first signs of basal cell carcinomas that are beginning to pop up on my body with increasing frequency.

Compared to earlier generations, baby boomers have had heavier doses of UV exposure because being tan was fashionable in our teens and 20’s. And though as a generation we’ve become more diligent about protecting our skin, the fact is that most sun damage is done in childhood and adolescence.

This summer many moms may not be aware that the FDA just announced new guidelines for sunscreen effectiveness and labeling. In light of this news, I wanted to share some tips provided by Episencial’s CEO and chief product formulator Kim Walls to ensure that you and your families have the latest information on sun care, and the safest of summers this season.

Learn how to read the label on any sunscreen product. Opt for chemical-free products that offer full spectrum protection, protecting against both the UVA and UVB rays. The FDA really focused on this point and is strongly recommending broad-spectrum products – those that screen both UVA and UVB sunrays.
The best Sun Protection Factor (SPF) level for your child depends on what you will be doing. Chose a sunscreen with a minimum SPF of 35, which will protect more than 95 percent of the harmful wavelength of UV rays – just right for playing at the beach, park or in the backyard.
A natural mineral (aka physical) block is, by far, the safest sunscreen option. Zinc sits on the skin’s surface to reflect sunrays away from the body like a mirror, as opposed to chemical ingredients, which are designed to be absorbed into the skin and can have potentially unintended and harmful consequences for children’s skin and body.
In addition to preventing sun damage, it’s also important to combat the negative effects of increased exposure to pollution in the ocean and air and also by the sheer heat on the skin’s surface. Products that contain aloe help cool the skin. Ingredients like green tea extract offset skin problems and help prevent lasting damage from sun exposure.
The skin’s ability to perform essential immune functions can be compromised by the damaging dryness resulting from exposure to chlorine from pools and typical city water supplies. Sunscreens that are all natural and fortified with ingredients such as Vitamin C, organic oils such as avocado, beeswax, Shea butter offset chlorine, maintain skin hydration and create a water-resistant barrier to reduce absorption of pollutants through the skin to support overall health.

For more information about sunscreen or skincare, ask Kim on Facebook at www.facebook.com/episencial.

1 In 4 Moms Say Purchase Decisions Are Influenced by Social Media Recommendations

Those of us who work regularly in this space know that bloggers — particularly mommy bloggers — are a powerful and influential force, but now comes the data to prove it.

According to a new study by The NPD Group and Child’s Play Communications, 79% of all moms in the U.S. with children under the age of 18 are active in social media. Of these moms, about one in four (23%) said they have purchased a children’s product as a result of a recommendation from a social networking site or blog.

The study: “Social Media Moms: How Networking Impacts Purchasing Behaviors” probes into the behaviors and opinions of active social media moms, defined as moms who currently belong to a social networking site and/or write, read or comment on blogs. Based on responses from a sample of more than 2,000 of these moms, it is evident that online recommendations have even more impact among the most frequent social media users: 43% of these moms who use these sites on a daily basis have purchased a children’s product as the result of a recommendation from these sites.

Active social media moms who purchased a children’s product based on an online recommendation said that, on average, they did so five times in the past year. More than half (55%) of these moms said they made their purchase because of a recommendation from a personal review blog and 40% from a Facebook recommendation.

“Social media has become an enormous influence on purchasing, and savvy marketers have certainly begun to embrace this vehicle when messaging to moms,” said Anita Frazier, Industry Analyst for The NPD Group. “But many marketers have yet to fully realize the potential of social media and the power of peer group recommendations, which means more opportunities are on the horizon.”

Clearly, moms nationwide are making purchasing decisions as a result of the information and advice other moms are providing through social media. It’s important that brand managers continue looking to this group of influencers and work to develop ongoing relationships with them as they develop their marketing strategies.

Has your brand identified its strategy for reaching moms?

Mom’s Use of Technology Recognized at CES

Moms Use Technology: Who Knew?

For the first time, this year’s CES (International Consumer Electronics Show) dedicated a series of sessions to the use of technology by moms –– demolishing a long-held stereotype that women/moms are technologically illiterate. And a recent survey by BabyCenter LLC, a leading online global resource for expectant and new moms, indicates that nothing could be further from the truth.

“The 21^st Century Mom Report,” shows a sharp increase in moms’ use of social media, up 462% from three years prior, and the use of cell phones to go online up 348%. Other survey results include:

63% of online moms now regularly use social networking sites such as Facebook and Twitter, compared to only 11% three years ago
44% use social media sites and blogs for purchasing and brand recommendations. The percentage of moms reading and writing blogs also has increased dramatically since 2006.
Other online trends revealed in BabyCenter’s survey include fewer moms taking their kids to the doctor. This means that more moms are becoming Dr. Mom – researching their children’s illnesses on the Internet–at times, even making their own diagnosis. Specifically, the report showed that
82% of moms were actively seeking second medical opinions via the Internet.
Moms are using PDA technology to manage hectic family schedules, digital cameras to share family life and gaming consoles to connect with their children.

I’m not sure if any of this came as a surprise to me, but then again, I am a mom. I am a Digital mom who sometimes feels that she lives on the Internet – both for work and pleasure. I shop online (oh, how I love Amazon!); I bank online, and evaluate products online. I would be lost without Google. I love that I don’t have to stand in line at the post office to buy stamps. And I particularly love that I can stay in contact with long-distance relatives in a way that was impossible just a few years ago.

So, if we’ve come this far digitally in just a few short years, where does that tell us we’ll be going over the next five years? It’ll be fascinating to find out.