Marketing To Moms Online
A new two-part marketing report (Digital Mom by Razorfish and CafeMom) indicates that moms' digital behaviors change remarkably when their children hit 12 years old and that mobile browsing and social media channels are increasingly affecting moms' buying decisions.
In its half of the study, Razorfish focused on how 'digital moms' are adopting emerging technologies. Of those using social networks and blogs, almost half (47% and 40%, respectively) monitor their children. Likewise, digital moms of children 12 and older, versus moms with children under 12, are more likely to watch online video, (40% vs. 34%), game (57% vs. 51%), read online consumer reviews (38% vs. 30%), and watch or listen to podcasts (13% vs. 9%); This trend can be explained by different leisure time patterns among women with older children and a compelling interest in understanding their teenage children's digital lives.
The second part of the study (conducted by CafeMom) found that moms are spending more time on social networks that ever before. CafeMom identified five distinct segments of socially connected moms and suggested how marketers leverage their activity:
- The Self Expressor typically has a preschooler at home and is eager to chat with other moms about parenting and shopping-related matters. She spends a lot of time building her personal profile page, so marketers should explore ways to be included on her virtual real estate and take advantage of viral pass-along.
- The Utility Mom typically has the most children at home of all the segments, yet spends the most time online each week and enjoys relaxing with games and quizzes. To reach the Utility Mom, marketers should align with entertaining widgets and send brand messages through influential women in her circle.
- The Groupster is a dynamic builder of online communities and seeks purchasing information and advice from her wide social circle, which includes moms she does not know offline. Marketers can reach her by associating with groups, blogs and other message centers and enlisting her as a brand advocate.
- The Infoseeker usually has a young baby at home and is hungry for information on parenting and related products. Brands that can tie their messages into the information she is seeking, especially via the voice of other moms, will be the most successful at connecting with the Infoseeker.
- The Hyperconnector, typically the mother of older children, is no longer aggressively seeking parenting information and advice, but rather uses social media as a way to chat with others and learn about new products. As an active social network member, she is comfortable expressing her opinions and would be an excellent candidate for brands to tap in social marketing campaigns.