Word of Mouth Statistics and Key Insights for 2023
August 12, 2022
UPDATED: September 21st, 2023
AUTHOR: Stacy Wells
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Word of Mouth Statistics and Key Insights for 2023
The data is in, and the results are clear. Word of mouth statistics prove that this form of marketing is both compelling and powerful. No surprise here. Word-of-mouth has been successfully connecting buyers and seller since, well, the birth of trade.
If you’re looking to improve your company’s bottom line, read on for statistics on why word of mouth matters and tips for creating a high-performing strategy. Companies that tap into this organic promotion see reduced churn. They increase customer loyalty. Plus, they enjoy new sales. All are key business goals that are attainable through an effective word of mouth marketing marketing program.
A core reason behind the effectiveness of word of mouth marketing (WOMM) lies in our inherent trust in the recommendations of friends and family when making buying choices. Conversely, after a stellar experience with a product or service, our enthusiasm often knows no bounds. Most of us eagerly share our findings with everyone in our circle.
Today, I’ll unravel the allure surrounding this type of organic promotion. We’ll delve deep into the latest insights to comprehend the enduring potency of this strategy in 2023.
The heart of modern (and ancient) marketing
Let’s define organic promotion. This strategy, often referred to as word-of-mouth marketing (WOMM), is a time-honored concept that has found fresh momentum in the digital age. When customers genuinely trust and value a product, they naturally sing its praises to others. This authentic endorsement enhances the brand’s standing, creating a ripple effect of trust and positive feedback. With each new recommendation and subsequent positive experience, the brand’s reputation grows.
Rather than leaning exclusively on traditional advertising channels, businesses are increasingly valuing personal testimonials. We’ve often heard that “a satisfied customer is the best advertisement.” This notion captures the essence of WOMM, emphasizing the power of genuine customer stories to sway potential buyers.
In a nutshell, marketing that capitalizes on organic recommendations is an unfiltered advertising method, drawing from real-life user testimonials to boost sales.
Word-of-mouth statistics
We’ve compiled some stats on word-of-mouth marketing to help you grasp its significance. Research conducted using numerous sources over many years supports the growing behavior and value of word-of-mouth marketing.
However, word-of-mouth marketing is a largely untapped strategy. Moreover, many marketers are unaware of the full impact of WOMM or how to measure it. When you look at the data, you’ll see that word-of-mouth is, without a doubt, effective. Dive into the numbers and discover for yourself how powerful word-of-mouth marketing can be.
Word-of-mouth marketing impact and value
Word-of-mouth marketing is a powerful tool for businesses to increase their marketing effectiveness. When used effectively, WOMM has the potential to significantly boost revenue for both established and new products. For marketers and brands, leveraging WOMM can lead to considerably improved return on investment compared to other marketing methods.
👉 Word-of-mouth has been shown to improve marketing effectiveness by up to 54%. – MarketShare
👉 Robust advocacy-marketing programs are achieving significant revenue gains of 10% to 20% for established products and up to 100% for new products.
👉 Surprisingly, 23% of consumers engage in daily conversations with friends and family about their favorite products.
People trust word-of-mouth
People trust people! That’s why they tend to turn to each other for product recommendations. A number of studies suggest that word-of-mouth marketing is a powerful and growing trend.
Consumers greatly trust personal endorsements over other types of marketing. Trust in recommendations from friends and family can significantly influence consumer behavior. For brands, building a marketing strategy around such endorsements could enhance credibility and foster a strong relationship with customers.
👉 Beyond friends and family, 88% of people trust online reviews written by other consumers as much as they trust recommendations from personal contacts.
👉 Nielsen reports that 92% of consumers believe suggestions from friends and family more than advertising.
👉 84% of consumers say they either completely or somewhat trust recommendations from family, colleagues, and friends about products – making these recommendations the information source ranked highest for trustworthiness. – Nielsen
Word-of-mouth influences purchases
Word-of-mouth plays a significant role in influencing purchasing decisions. When friends or family members approve a product, it increases the likelihood of purchase. This suggests that brands can significantly benefit from incorporating word-of-mouth strategies into their marketing efforts to increase sales and customer engagement.
👉 77% of consumers are more likely to buy a new product when learning about it from friends or family. – Nielsen
👉 Word-of-mouth is the primary factor behind 20% to 50% of all purchasing decisions. – McKinsey.
👉 Millennials ranked word of mouth as the #1 influencer in their purchasing decisions. – Radius Global
👉 Referred customers are four times more likely to refer more customers to your brand. – Nielsen
👉 81% of U.S. online consumers’ purchase decisions are influenced by their friend’s social media posts, versus 78% who are influenced by the social posts of the brands they follow on social media. – Market Force
👉 74% of consumers identify word-of-mouth as a key influencer in their purchasing decisions. – Ogilvy/Google/TNS
👉 43% of consumers are more likely to buy a new product when learning about it from friends on social media. – Nielsen
👉 71% of consumers are more likely to make a purchase based on social media referrals.
Referrals and customer retention
Customer referrals and retention are critical factors that contribute to the success of a business. A customer referred through word-of-mouth has a higher lifetime value and loyalty compared to others. For brands, focusing on customer referrals can lead to higher customer retention rates and increased spending.
👉 The lifetime value of a customer referred through word-of-mouth is 25% higher than other customers. – Wharton School of Business
👉 A referred customer is 18% more loyal than a customer acquired by other means.
👉 Customers referred by other customers have a 37% higher customer retention rate.
👉 Customer acquisitions through referrals spend 200% more than the average customer.
👉 85% of fans of brands on Facebook recommend brands to others. – Syncapse
Online reviews and social media
People chat about brands all the time, which just shows how much they’re into them. It’s all about who you know – friends and followers on social media are usually the first ones to hear about cool brands. So, brands should get their customers to share their awesome experiences and purchases online for everyone to see.
Online reviews and social media play a significant role in shaping consumer behavior. Consumers trust online reviews written by other consumers as much as they trust recommendations from personal contacts. With the growth of social media, brands should recognize and utilize the power of online reviews and social sharing of purchases to improve brand awareness and credibility.
👉 HubSpot reports that 75% of people don’t believe ads, yet 90% trust suggestions from family and friends, and 70% trust consumer reviews.
👉 WOMMA reports that every day in the United States, there are approximately 2.4 billion brand-related conversations.
👉 49% of U.S. consumers say friends and family are their top sources of brand awareness.
👉 55% of consumers share their purchases socially on Facebook, Twitter, Pinterest and other social sites.
👉 According to SDL, 58% of consumers share their positive experiences with a company on social media and ask for opinions about brands from family, colleagues, and friends.
Remember, people love sharing good news more than the bad stuff. So, if brands want their customers to talk them up on social media, they better make sure their products and services are top-notch!
Cost efficiency
Keeping current customers is more cost-effective than acquiring new ones. Moreover, increasing customer retention can substantially boost a company’s profitability. Brands should prioritize customer retention strategies for better cost efficiency and profitability.
👉 According to the National Law Review, acquiring a new customer can cost five times more than keeping a current one.
👉 Bain & Co estimates that a 5% increase in customer retention can boost a company’s profitability by 75%. In other words, people trust friends, family (and even strangers) more than they do ads.
👉 One offline word-of-mouth impression drives sales at least 5x five times more than one paid impression. And as much as 100x more for higher-consideration categories. – WOMMA
The best brands market through word of mouth
Brands like Salomon, Specialized, 1-800 contacts, Little Giant Ladders, Blendtec, and Hydro Flask are working with Roster to scale effective word-of-mouth marketing strategies. Through Roster’s word of mouth platform, these brands identify their most influential customers, manage global WOMM campaigns, and measure full-funnel impact.
Learn how by downloading the free Brand Ambassador Playbook and guide.
Learn how to leverage the power of word-of-mouth marketing. Schedule a demo with our team today.
