The Jia Junpeng phenomenon – clever viral marketing

“Jia Junpeng, your mom is calling you to eat at home” became one of the hottest catch phrases on Internet, getting cult status. It is also a testimonial of the power of viral marketing.

In July 2009, an anonymous user posted the sentence “Jia Junpeng, your mom is calling you to eat at home” on a World of Warcraft forum. Within 24 hours, it was viewed 1.5 million times, got over 200,000 comments and was reposted and quoted on at least 7,000 webpages. It quickly developed into a media tsunami inside and outside China.

The brain behind the phenomenon is Ao Chunhua, CEO of a small website marketing company based out in Chonqing. He hired over 800 people to register over 20,000 online IDs to flood the forums and create 100,000 replies / postings to drive traffic to World of Warcraft.

Why did it become such a success?

1. China’s youth are the driving force behind online growth. They love to social network and reach out and connect online.
   
2. The sentence “mom calling you home to eat” triggers an instant emotional response. The Chinese fondly recall childhood memories of playing outside and being called by their mother to come home to eat once dinner was ready.
   
3. The Internet is a breeding ground for creativity, ideas, and testing out of marketing strategies.
   
4. Viral marketing or word-of-mouth (WOM) marketing is a highly effective way to reach out and communicate with Chinese consumers. Chinese consumers shy away from traditional media and puts emphasis on guanxi (personal relationship). A recent survey found that nearly 40% of Chinese men aged 18-34 ranked word-of-mouth marketing as their top influence for electronic purchases.
   
5. Viral marketing is also a cost-effective way of reaching target groups and building brands. As everywhere in the world, traditional advertising on television, radio, or in print is expensive.

Chinese Web Marketing – A case study from Money Cat

Money Cat Consulting is and Australian multi-lingual marketing company.
It provides innovative marketing solutions for corporations wishing to reach Chinese communities in Australia and abroad.

They launched a Chinese-language financial & investment website (http://www.moneycat.com.au), to reach Chinese investors.

To reach out and acquire members, they used various marketing & PR tools – with different levels of success.

When reaching for the Chinese market, these are the lessons that we can learn from Money Cat.

• Using newspapers is very expensive with a very low response rate. Especially advertisements have little effect, but some advertorials can generate a good level of interest depending on the specific product.
  
• Web banners can work sometimes, but they usually have a limited exposure period. It can be a good tool for branding, but Chinese web users do not click a lot on web banners anymore.
  
• Google Adword-campaign is not effective for reaching the Chinese market – the favorite search engine is Baidu. Google Adword and Yahoo keywords do work in Taiwan and Hong Kong, where English is is predominant Web language.
  
• Taiwanese websites are effective as a marketing channel, since many Chinese web users also look at Taiwanese websites for information. Especially articles on consumer goods and finance are popular.
  
• Blogs are highly effective, it generates consistent traffic. Chinese web users love to read and write blogs. Money Cat sent an article to 200+ blogs across Asia (and Australia), and saw their traffic grown tenfold in a month. However, it is important to target the right blogs for the right topics.
  
• Videos and Audios can be effective, but bandwidth is still a problem. Broadband infrastructure is not yet fully established across China, and quality is often distorted. Money Cat opted to upload video clips on Taiwanese and Hong Kong websites that can also be accessed by Chinese viewers.