Multi-Stage Targeting with YouTube: Lancôme Grandiôse Mascara Campaign

October 2015

In an effort to simultaneously drive brand awareness and educate consumers, luxury cosmetics brand Lancôme utilized YouTube in it’s creation of a three-part campaign for the release of its newest luxury mascara, Grandiôse.

THE GOALS

Effectively identify likely users for a new product

Providing a “how-to” for users surrounding significant feature innovative

Drive brand awareness and engagement via a new product launch

THE APPROACH

Partnered with YouTube

Launched a portfolio of videos; customer engagement determines what future advertisements can be remarketed to users as part of the campaign

THE RESULTS

29% VTR on the initial awareness campaign

48% VTR on the final video campaign

Overall 200% performance over market average VTR

Featuring an innovative bent brush, Lancôme’s innovation presented a need to educate as well as inspire consumers.

Lancôme’s strategy manifested in a three-part video series; the brand released a portfolio of videos, each with a different objective. While the initial video was designed stimulate customer awareness, other elements of the video campaign aimed to educate consumers on the origins of the new product feature, or provide a tutorial for the consumer.

With this customizable content, Lancôme could re-target to the customer at different points in the purchasing process, provided that the customer’s interest warranted follow-up contact. The first “awareness” video served as a starting point for all consumers, and later videos explaining use and the origins of the product innovation came only when the customer sufficiently engaged with the awareness video. This “if, then” strategy meant engagement with the awareness ads at the upper funnel operated as a prerequisite to more specific, targeting of tutorials.

Find out more about the campaign in the video below:

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