Twitter Wine Industry Case Study: Drive Traffic To Your Tasting Room

The following Twitter case study was written by Innerarchitect.com CEO Susan Hanshaw. The research was compiled by deansguide and analyzed by both of us in an effort to recognize the true ROI for Twitter. Our study was based on a 12 week marketing campaign we executed in the Napa Valley for a prominent boutique winery. The goal: drive consumers to the winery tasting room Monday through Friday.

Our white paper will be published in the coming weeks. If you are interested in receiving a copy, and you work within the wine industry, leave me your comment with email address.

Inner Architect recently compiled findings from a 12-week project we completed a few weeks ago for a boutique Napa Valley winery. Using a CRM tool, we tracked all our efforts and measured the results. The rates in which we converted messages to visitors–unheard of in email or postal campaigns--speaks to the power of targeting, personalized messages, and most importantly, 1:1 marketing.

The Campaign

We were working with a small budget that afforded only an average of 7.5 hours of time per week. Our goal was to generate traffic to the tasting room during the week, Monday through Friday only. We recommended that we could be most effective with a special offer, so we ran with a complimentary tasting for 2 offer.

The Measured Results

A CRM approach to this project provided us with the ability to measure the results of our campaign. Anyone who says that you can’t measure the ROI of social media simply hasn’t thought out the measurement points and set up a disciplined system for tracking.

Our CRM reports tallied that we made 260 unique offers in the 12-week period. These 260 offers were not mass blasts into the general stream. They were targeted messages delivered via Twitter’s @mention feature to prospects we identified using Twitter search.

We sent 84 people to the tasting room, with an average of 3.4 people per visit. That’s a gross conversion rate of 32% generated from 25 users, or a net conversion rate of nearly 10%. Anyone who has experience measuring email or postal campaigns understands that these rates are untouchable in the “traditional” channels.

Key ROI Finding

By keeping track of our efforts, we were able to uncover a key indicator that a prospect will convert to a visitor. Comparing the response rates of the group that visited the tasting room to the non-visitor group enabled us to see that 84% of the visitors responded to our first tweet effort versus only 26% of the non-visitors.

What this possibly points to is an opportunity to increase ROI by investing time only in prospects who respond to our first tweet and shifting more time in searching for targeted propects.

Twitter as a Direct Marketing Solution

A white paper is now in the works to describe more fully how Twitter can be utilized as a direct marketing solution. If you are interested in receiving a copy, email us your request and we’ll send you a copy when it’s done.