Just when you think you’ve gotten to grips with every new phrase or buzzword in the world of digital marketing, another comes along to make you go “uhhhhhh...?”

During my first year at Econsultancy I’ve been making a point of writing beginner’s guides to any new terms or phrases I find particularly baffling, or that I might suspect other people may find baffling too. 

Today I’ll be looking at experiential marketing. A phrase I have repeatedly spell-checked more than any other. But first, some clarification is needed…

What isn’t experiential marketing?

There’s a good row in the comments section of our last article on experiential marketing, 10 very cool examples of experiential marketing where people were questioning the inclusion of this particular example from Red Bull…

It’s Felix Baumgartner’s Stratos Jump, in which the fearless daredevil passed the speed of sound and broke a 52-year-old record for the highest recorded parachute jump.

It’s incredible for many reasons, let alone the actual feat itself and it definitely set the bar stratospherically high for every other brand’s content marketing strategy. 

Is this actually experiential marketing though?

Our own David Moth points out that "watching the event live on TV and being part of the overall buzz and excitement around the Stratos Jump means it can be defined as experiential marketing” after all 8m people watched the event and it hit every mainstream news outlet. It was impossible not to feel in some way a part of it.

However as a somewhat anonymous commenter pointed out:

Red Bull really, really, really, really isn't experiential marketing. It's content marketing. Because it created content. Which is the bit that people, as you point out, gathered round to watch. The only way that it's experiential marketing if it was one very expensive way to sell Red Bull to Felix Baumgartner. I hope they converted him.

It’s that last point that perhaps gets to the heart of what experiential marketing really means. It's putting an individual or group of individuals in an immersive branded experience.

Other people chimed in with their own views…

I would define experiential as anything you can physically interact with, which rules out anything that sits purely online (or on TV, or in a newspaper etc).

So that means this blog post is not a piece of experiential marketing. However if I were to go into Soho square right now to perform an interpretive dance while reading this text out loud and showering anyone who listens with brochures for our Festival of Marketing then would that be experiential marketing?

Or is that just a PR stunt? Or the quickest way to be escorted away by a community support officer?

What is experiential marketing then?

I think David Moth summed it up very succinctly… The premise of experiential marketing is to create a closer bond between the consumer and the brand by immersing them in a fun and memorable experience.

If a brand event stirs positive emotions in people then they are more likely to associate those emotions with that brand. This encourages brand loyalty and the stronger possibility of sales further down the line.

To this end experiential marketing can be more effective than any kind of display ad, a promoted Tweet or a Facebook ad, however it’s also possibly harder to measure as conversions may not happen till much further down the line. 

However this all ties into one of the most valuable metrics of all: customer lifetime value (CLV). The experience of a brilliantly realised experiential marketing campaign will encourage the customer to keep coming back for more, over a long period of time.

Best practice tips

Here are a few tips and examples to remember when planning an experiential marketing event...

Tribe’s managing director Chris Russell wrote in Marketing Week that according to his research 48% of people say they are more likely to buy a new product if they can try it first. Therefore product samples are a must in any experiential campaign. 

Here’s where Nespresso’s experiential marketing experience was a great success. As Ben Davis highlighted in his post:

Nespresso has its own stores, except they’re actually called boutiques, something that is key to its brand image. With these showrooms Nespresso asserts its claim as a lifestyle product. "Look, these products are so good they deserve to be displayed in the same way as a supercar or enjoyed in the same way as champagne".

Stock is therefore removed from the shop floor and it becomes more like an emporium for tasting, learning and making an informed purchase, rather than a straightforward retail experience.

tasting area nespresso

You don’t want to leave visitors to your event confused about the product through ambiguous messaging. How many times have you been repeatedly impressed by an advert but failed to remember what it’s actually for each time?

This example from coffee chain Tim Hortons is just bizarre…

I certainly would have left the place feeling more unnerved than anything else.

To truly succeed with this marketing channel, any experiential campaign also needs to target the right audience at the right time in the right manner. It’s no good Playstation 4 setting up a demo room in the middle of a particularly counter-culture summer music festival.

Let’s take the Disney TV show Doc McStuffin as an example. The show is about a six-year-old girl who heals toys out of her imaginary clinic. Disney recreated these clinics in various Toys R Us stores across the country, where Children were given a 10-minute immersive experience where they took the role of Doc and diagnosed what was wrong with Big Ted.

Image and case study courtesy of Hotcow.

Almost 8,000 children took part in the experience, 75% of whom rated it as ‘excellent’ and it created a 5.3% increase in the ‘propensity to buy merchandise’. The results of Big Ted’s diagnosis remain unrevealed.

Another important facet of experiential marketing is the fact that it only has to physically affect one person. Think about Bud Light’s Super Bowl ad ‘Ian Up For Whatever’ a fortune was spent on basically pranking this one unassuming man into having the greatest night of his life featuring Arnold Schwarzenegger, llamas, ping-pong and Don Cheadle. 

The triumph of this tactic is that this one man’s experience became the sixth most shared ad of the 2014 Super Bowl. It’s certainly something to consider when it comes to how much budget to apportion to how many individual experiences and then how much ‘wow’ can be reaped from it.

I’m just going to leave you with this terrific example from Virgin Atlantic. It’s perfect mixture of everything I’ve talked about here.

Now it's time to honour your own work...

If you are responsible for a brilliant experiential marketing campaign enter it into the Experiential and Events category at The Masters of Marketing awards, brought to you by Econsultancy and Marketing Week. 

This is a major stage for sharing and promoting true mastery and excellence in the marketing industry and can lead to a year-round programme of reputation building publicity and press coverage for your business, your work and your team. 

The deadline is 23 September 2015.

Christopher Ratcliff

Published 2 September, 2014 by Christopher Ratcliff

Christopher Ratcliff is the editor of Methods Unsound. He was the Deputy Editor of Econsultancy. You can follow him on Twitter or connect via Google+ and LinkedIn

686 more posts from this author

You might be interested in

Comments (9)

Save or Cancel

Gerardo Dada

Great article.

I want to share one more: Starbucks. They have converted a commodity into an experience very successfully.




almost 4 years ago


Paul Swift, MD at WORTH EVENTS

I experienced experiential marketing from a very early age, helping my mum wash up using Fairey Liquid. I still buy and use only fairy Liquid today and I am 56. does this count?

almost 4 years ago


Dave Corlett - Flourish Creative

Well done for clarifying through the Red Bull example what experiential marketing isn't, but surely then it's a bit strange to say further down the article that "another important facet of experiential marketing is the fact that it only has to physically affect one person".

If we're being strict about definitions, this simply isn't true. The experiential part is, by its very nature, the physical interaction between brand and consumer. So the "experiential" element of the Bud Light campaign reached a physical audience of 1.

The rest is whatever you want to call it - content marketing, viral marketing, or just plain advertising.

almost 4 years ago

Christopher Ratcliff

Christopher Ratcliff, Editor at Methods Unsound / Search Engine Watch

@Dave - cheers for your comment. I think you're absolutely right here, and I've had to rewrite my reply a number of times because it's difficult not to talk at cross-purposes.

Basically, yes the Bud Light example is definitely experiential marketing targeted at one individual, and yes the further rewards reaped from further shares and views do indeed fall under the bracket of content marketing or just plain advertising.

Really, it doesn't matter what phrase we use to describe it, the results are still the same. The point of this article was to clarify the term as much as possible, but then sometimes that's an impossibly nebulous task, especially when the best results come from a blend of disciplines.

almost 4 years ago



A band recently previewed their new album t0 fans by releasing a smartphone game, with each level being soundtracked by a different song on the album.
This should definitely make it onto a round-up post of August marketing! You can check out more about it here - http://www.rocksound.tv/news/read/me-vs-heros-mobile-game-is-the-coolest-way-anyone-will-premiere-an-album-th

almost 4 years ago


Dave Corlett - Flourish Creative

@Christopher Appreciate the reply. I'm being particular simply because in my view it's important for "experiential marketing" as a discipline (and to some extent, an industry) to be able to distinguish itself as clearly as possible. And in your view too, I guess, as you've chosen to write about it!

I honestly don't think the Bud Light activity can be classed as experiential. There's a TV ad for Lidl running at the moment, the one with the fake food market. If it's genuine people (and yes, it could be actors) you could argue this is 'experiential'. It's not - it's an advert. 99.9% of those who engage with it will do so through the footage, not the experience.

almost 4 years ago


Gordon Vaughan, Operations at ExperientialVehicles.com

Experiential makes great content and Chris Russell is correct, from cars to cheese samples work.


over 3 years ago


Simran Kapoor, Digital Marketing Executive at Xenium Digital

Recently Xenium Digital used Virtual Graffiti Technology at NH7 event in India to connect consumer with Mercedes Benz Brand. Here is the YouTube link of this Experiential Marketing

over 3 years ago

Joss Davidge

Joss Davidge, Director of the Unexpected at BEcause Experiential Marketing

For anyone new to the world of experiential marketing, this is a terrific introduction to one of the most dynamic and versatile marketing mediums out there today.

There is simply nothing quite like experiential for building trust, understanding and love for a brand, and for making the most of engaging, human face-to-face encounters. In an increasingly digital world this matters, and it’s highly relevant to all sectors – that’s why so many huge brands, including Coca-Cola, LEGO, Heineken, McDonald’s and Disney – now all use experiential so regularly and effectively.

Each and every week, we scour the globe for the best examples of experiential marketing excellence and post these to our blog, so be sure to check it out and be inspired: https://www.becausexm.com/blog

almost 2 years ago

Save or Cancel

Enjoying this article?

Get more just like this, delivered to your inbox.

Keep up to date with the latest analysis, inspiration and learning from the Econsultancy blog with our free Digital Pulse newsletter. You will receive a hand-picked digest of the latest and greatest articles, as well as snippets of new market data, best practice guides and trends research.