Case Study: EOS Lip Balm Marketing With Instagram Influencers

eos-lip-balm-marketing-influencers

The cosmetic industry has always felt most at home on Instagram, and influencer campaigns for beauty brands often bring in enviously high engagement rates. Rising beauty influencers have become the foundation of many brand campaigns, giving a much-needed personal touch to marketing. In short, they’ve become a central part of the beauty industry’s attempts to better resonate with consumers.

Instagram Influencer Marketing Case Study: EOS Lip Balm Marketing Tags Beauty & Lifestyle Influencers

In the latest EOS lip balm marketing campaign, the brand features six new additions to their Flavor Lab lip balm line. A total of 19 influencers were involved in the creation of the new flavors, with many more involved in the wider influencer campaign.

The precautions EOS took for this campaign are worth noting—though they helped create them, the 19 influencers are not featured on the product packaging in any way; and the influencers involved were all trusted, long-term partners on EOS’s books. Perhaps wary that audiences are pushing for more transparency from beauty brands and influencers, EOS employed a strategy which was conscious of this trend.

Goals

  • Drive awareness of EOS’s six new lip balm flavors for their Flavor Lab range.
  • Drive positive engagement using a diverse roster of various influencers tiers.

Approach

  • Channel: Instagram
  • Influencers: Beauty and lifestyle influencers
    • Sample of 35 influencers: 15 micros; 6 megas; 5 mid-tiers; 5 macros; 4 nanos

Preview Of Influencers

Themes

  • Hashtags use among influencers was consistent across the campaign, with #eosgift and #eosflavorlabs the most prominent. Other hashtags included:
    • #eosproducts
    • #eosflavorlabs
    • #eosgift
    • #eosgifted
  • Each influencer shared one post in June announcing the product line launch; two influencers in our sample uploaded two posts.
  • Instagram caption varied in length; some were long while others were medium-length. The vast majority had a unique slant to them as opposed to being cut-and-copy branded messages.
  • Caption content varied with some doing giveaways, others unboxings, gifts, or standard promotions.
  • All posts were tagged with @eosproducts and #EOSFlavorLab.

View this post on Instagram

Anzeige | 🎉GEWINNSPIEL🎉 ✖️Wie schnell die Zeit vergeht: Vor fast genau einem Jahr war ich mit meiner lieben @olesjaswelt in New York & das spannende Projekt mit @eosproducts begann🥰 Wie ihr ja mittlerweile wisst, durfte ich im #eosflavorlab an den neuen Geschmacksrichtungen mitwirken & meine persönliche Meinung in den Entwicklungsprozess miteinfließen lassen☺️ Was für eine unglaublich schöne Erfahrung!👍🏽 Ein Jahr später halte ich nun die Endprodukte in den Händen & bin total happy was dabei rausgekommen ist🤩 Euch erwarten 6 neue Geschmacksrichtungen, die auf jeden Fall Lust auf den Sommer machen☀️ Klickt euch gerne mal durch die Galerie durch & sagt mir, welchen Lip Balm ihr am spannendsten findet😁 Außerdem hat eine von euch die Möglichkeit, alle neuen eos Lip Balms aus dem Flavor Lab zu gewinnen! Yay!😍 Erfüllt folgende Teilnahmebedingungen & schon hüpft ihr in den Lostopf: 1️⃣ Folgt mir (@madeleineschoen) & @eosproducts 2️⃣ Liket dieses Bild 3️⃣ Kommentiert den ☀️-Emoji & verratet mir, welches Bild ihr am schönsten findet☺️ 4️⃣ Das Gewinnspiel geht bis zum 24.07.2019, 23:59 Uhr ✖️Der Gewinner wird von mir per DM benachrichtigt. Keine Barauszahlung des Gewinns möglich. Instagram steht in keiner Verbindung zu diesem Gewinnspiel ➡️ Ich wünsche euch allen ganz viel Glück🥰💕 ________________________________________________________ #eosproducts #eosflavorlab #blogger_de #stuttgart #0711

A post shared by MADELEINE SCHÖN (@madeleineschoen) on

Results

Social Reach

  • Instagram followers targeted: 15,312,216

Engagement

  • Likes: 757,618
  • Comments: 17,833
  • Engagement rate: (overall average): 3.30%

Aspyn Ovard Hosts Giveaway For Customized Box

YouTuber Aspyn Ovard has the second-largest following of the influencers in our sample, with 2.2 million followers on Instagram in addition to her 3.4 million subscribers on YouTube. Ovard uploaded two posts; one was a standard promotional post more in-line with others; one was a promoting a giveaway for one of her fans to win a customized box of the whole range of lip balm products.

Ovard scored an impressive 8.39% engagement rate for the post, the highest of any one upload for the campaign. She garnered 162,869 likes and 5,016 comments. As a demonstration of how successful giveaways can be, the increase in likes between this post and her other post was 4%—for her comments it was a 1,267% increase.

Adelaine Morin Steps Her Campaign Up A Gear

Adelaine Morin is another of the six mega-influencers for the EOS lip balm marketing campaign, but wasn’t one of the 19 influencers involved in the creative process in establishing the line. Her post features her using EOS’s lip balm while cheekily posing out the window of her car.

With 83,999 likes and 8,995, she accrued an impressive engagement rate of 7.75%. It’s worth noting that the comment count was the highest of the campaign—without the added incentive for followers of a giveaway of any kind. That’s a truly significant number and a good example of an influencer who commands substantial loyalty from her fan base.

Adri Reynoso Draws Fans In With EOS Gift

Adri Reynoso is the smallest influencer of our sample—a nano-influencer—with just over 2,000 followers. Her post is more personal than many others, with the product featured next to her illustration of a lavender latte to complement the Flavor Lab flavor of the same name.

Reynoso drew 71 likes and 22 comments for an engagement rate of 4.29%, performing better than the 3.3% campaign average. It’s important to point out that the post features the tags #eosgift and #eosproducts but not the required #ad or #sponsored. Marketers should take precautions to ensure there’s no complications arising from a campaign.

Julia Fodor Serves Up Fruity Flavors

With 51,000 followers, Julia Fodor is an emerging mid-tier influencer with what would be considered a modestly substantial following. Her post consisted of her showing off three flavors of lip balm in various settings, including being served on a plate accompanied by fruit.

Despite her efforts to inject some personal creativity into her post, she only got 541 likes and 16 comments for an engagement rate of 1.09%—the lowest of the campaign. In addition, it’s worth strongly considering the inclusion of sponsorship tags to keep all the bases covered.

Takeaways

  • EOS lip balm marketing was successful in leveraging a wide variety of influencer tiers.
  • Mega-influencers performed well, with three of the six performing higher than the campaign engagement rate average.
  • Nano- and micro-influencers performed better on average (3.2%) than mid-tier and macro-influencers (2.4%).
  • Many of the influencers were long-time collaborators, with EOS likely recognizing the importance of associating the right personalities with their brand over time.