In their first 12 months, Koala.com managed to generate $13 million by selling their mattresses.
Here are the key elements of their success:
1. They focused on getting their customers to post reviews online after their purchase.
Result: over 10,000 5-star reviews on various platforms (that generated free traffic for them from those platforms)
2. Then they use this as a social proof: “Australia‘s highest rated mattress”, “best-reviewed mattress”.
3. They nail an awesomely looking offer (you‘ll want to copy this :)):
Headline: 120 night risk-free trial, free returns and pickups
Subheadline: We know it takes time to get to know your mattress, so we
want you to dream on it, play on it, and sleep on it before you give
your verdict. If you don‘t absolutely love it, we‘ll come pick it up and
give you a full refund.
4. They communicate benefits:
+ Fall asleep faster
+ Wake up refreshed
+ Not to firm, not too soft
+ Stay asleep longer
5. They give you $100 off your purchase + sleep hacks in exchange for your email. (and then follow up until you buy :))
6. They use Facebook retargeting to:
+ Spread viral videos like this one (4M views): https://www.youtube.com/watch?v=W-gbW0kaeDU
+ And then parody themselves with posts like this: https://www.facebook.com/koala/posts/836108363215810
7. And then at the end of the year, they generated $13 Million :).
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