With more than 750m users, Facebook is one of the most populous online hubs through which consumers can be reached.

That, not surprisingly, has made it a platform of significance to brands which thrive only when they reach consumers.

On the surface, many brands are succeeding, piling up 'likes' for their Facebook Pages by the tens of thousands, hundreds of thousands, and in some instances, millions.

But according to London-based monitoring and analytics company Market Sentinel, brands aren't doing as well on Facebook as it might appear.

Facebook Ads

Facebook COO Sheryl Sandberg wants the company's primary ad offering, Facebook Ads, to become as indispensible to small businesses as Google AdWords, but Market Sentinel notes that "Even with the ability of the user to determine how and to whom an ad is served with great demographic accuracy, Facebook ads have click-through rates of only 0.011-0.165%, compared to Google’s 0.4-0.7%".

As I've noted before, there's an obvious explanation for this: Facebook doesn't deliver intent.

This manifests itself in the form of lower CTRs (because the ads are not relevant to the individual's current activities) and lower conversions (because brands have to convince an individual to take an action that wasn't planned).

Facebook Pages

The Facebook Pages of the most popular celebrities and brands count hundreds of thousands and millions of fans. But what is a fan, and what are fans doing?

According to Market Sentinel, "the vast majority of 'fans' don’t actually interact with [a Facebook] Page".

In looking at the most popular celebrities on Facebook, the company looked at how many fans were "core fans", those who have engaged (read: commented) more than average. The result? "Eminem had over 41 million fans and Lady Gaga over 39 million fans, but their core fan counts are 575 and 1,231 respectively (just 0.001% and 0.003% of their overall fan numbers)".

Market Sentinel explains why this is important:

Unless someone has actively interacted with your page, they won’t receive your updates. Many brands launch a Facebook contest to boost their fan count, assuming that their future updates are now reaching the thousands or millions of people who clicked “like”. But that’s not how Facebook works.

It also notes:

To compute the core fan count, we calculate the average number of posts-per-contributing fan. This number ranges from 1.14 for Bob Marley to 2.03 for Bob Marley. Any fan whose comment count is higher than the average is a “core fan”. As you can see it doesn’t take much to become a “core fan” by this measure, making the low totals even more notable.

For brands, this discussion harbors a crucial point: it isn't enough to rack up the 'likes'; if those who 'like' your Facebook Page aren't interacting with it, you're probably not reaching them.

As Market Sentinel's data shows, most brands are probably reaching far fewer individuals than they might otherwise assume.

Facebook Apps

Beyond Facebook Ads and Facebook Pages, some brands have invested even more in the Facebook platform by developing branded applications.

A few have had success, but Market Sentinel notes that "no branded app (outside those from telcos and tech businesses with skin in the game) makes Facebook’s top 100."

Is Facebook a big waste of time?

Certainly, brands can't simply ignore Facebook. It's the largest social network in the world, and while it may not be a great fit for every brands, arguably it isn't without value for many brands either. But the devil is in the detail, and Market Sentinel's numbers, particularly around Facebook Pages, should worry Facebook executives.

They should also worry brands. Many are making significant investments in Facebook. Some, for instance, even promote their Facebook Page URLs in ads instead of their website URLs, harkening back to the days of AOL keywords. But if Facebook investments exceed what the platform is delivering, brands lose out.

The solution? Brands need to define meaningful KPIs for Facebook and collect the analytics data necessary to determine whether performance is meeting expectations.

Without this, brands will continue to 'like' what they see, but be disappointed once they learn what they're actually getting.

Patricio Robles

Published 20 September, 2011 by Patricio Robles

Patricio Robles is a tech reporter at Econsultancy. Follow him on Twitter.

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Comments (7)

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Nick Stamoulis

"Facebook doesn't deliver intent."

I think you hit the nail on the head. When someone searches in Google they are actively seeking out information. Facebook ads may reflect what is in a user's profile, but that doesn't mean it is applicable every time.

almost 7 years ago


Stuart Flatt

Although this post is largely true, the statement

'Unless someone has actively interacted with your page, they won’t receive your updates'

just isn't true. Yes it may appear more or less often depending on your activity, but it will appear at some point, especially if you are viewing 'most recent'.

There are plenty of pages (bands) I have liked, never actually been on, and I still see their updates (before I then block them).

Interaction will always give you the best ROI when it comes to the effort / money you put into your FB page. But the extracts from this report make it sound as though 'likes' are just not important.

almost 7 years ago



Interesting article. Many times i just want to tell companies how terrible is their service but I am forced to click Like despite the fact that I do not like them.

So, it's a blackhole for consumers too..

almost 7 years ago


Marcos Nobre

Although I agree with the arguments I think celebrities fan pages are not a good measure for businesses fan pages exactly because of the different intentions involved. Anyway, the power of social networks is definitely not for acquiring customers, especially through ads. It's for engagement with your best customers. Then occasionally getting new customers among their friends.

almost 7 years ago


Angelina Foster

As a consumer I only 'like' a page if there's a competition going on... I don't have much going on in my feed, so if the brand makes too many updates that aren't informative I'm more likely to unlike them again, quicker than I would on Twitter.

All networking sites should ideally have a strategy and be measured, to refine, improve and build on their strategy. With the size of Facebook, it's definitely not something that should be ignored (or forgotton about).

almost 7 years ago



Imagine a world where you search using Google and results are derived from FB status posts and friends' plus all the other information FB use. Throw in a bit of Twitter and you might just find exactly what you are looking for straight away

almost 7 years ago


Erin Simons

I completely agree with Stuart, it just isn't true that if only if you have interacted with a brand will you see their updates. I have just logged on to Facebook and have 16 out of 30 stories are brand updates from pages I have only ever liked (many of them forgotten about) and definitely not interacted with.

I maintain that optimising for Edgerank does work and the best way to ensure your updates are seen (alongside additional methods such as updates and email).

almost 7 years ago

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