When e-commerce platform Superbuyviral coefficient (K-factor) of 1.8. Here's the behind-the-scenes breakdown of their spreadsheet-based optimization strategy and the psychological triggers that drove a 895% increase
Deconstructing the "Invite 2, Earn 20" Campaign
Their baseline offer ("Invite 2 friends to get $20") performed well with:
- Visible countdown timers
- Progress visualization
- Real-time updates
- Progress visualization
The Spreadsheet Optimization Process
Superbuy's marketing team used a shared Google Sheet
Variable
Original
Optimized
Call-to-Action
"Share with friends"
"Only 8 slots left!"
Sharing Rate
8.3%
82.1%
K-Factor
0.6
1.8
3 Psychological Triggers That Drove Virality
1. Scarcity on Steroids
Showing dynamic remaining quotas ("Only X left!") created FOMO (Fear of Missing Out). The optimized version displayed real-time inventory counts pulled from their API.
2. Progress Illumination
Visual indicators (like progress bars) activated the Zeigarnik effect
3. Social Proof Engineering
Adding micro-copy like "2,843 people claimed this today" leveraged conformity bias - proving others were taking action created implicit trust.
Key Takeaways for E-Commerce Growth
- The "Only X left" variation outperformed generic CTAs by 895%
- Viral growth requires tracking invite chains
- Best-performing coupon designs visually highlight completion thresholds
- Viral growth requires tracking invite chains
Superbuy continues to A/B test new variations, proving that combining behavioral psychology with spreadsheet analytics