Prospecting: Facebook Store Just Right for RightSize Health & Nutrition

RightSize Health & Nutrition, a cross-channel retailer of healthy meal replacement smoothies, knew the potential of Facebook for gathering fans (i.e., leads) for the products it sells, which rely heavily on user-generated testimonials for sales.

But gathering fans via word-of-mouth wasn't enough; RightSize wanted to find a way to turn those fans into customers.

That's why in mid-February the company customized its Facebook page to enable e-commerce transactions via an application from ShopVisible, its e-commerce solution provider.

The integration between RightSize's website and its Facebook page "enables us to present our products for immediate purchase to those who are seeking unbiased reviews from the Facebook community," says Jennifer Goodner, corporate support manager for RightSize. "For us, this is an opportunity for minimal cost, word-of-mouth referrals resulting in instant sales. We feel customers appreciate this user experience as well … eliminating the need for navigation away from their Facebook account."

To encourage Facebook fans to buy its products, RightSize offers them a promotion on its Facebook page. Consumers who check out the "Our Stuff" section on RightSize's page see several thumbnail images of products and a message that reads: "Now that you found us on Facebook, you are part of a special community!! Enter promo IMAFAN at checkout and save 10% instantly!" When consumers click on a product image, they're brought directly to RightSize's website, where they can add the promo code, purchase the item and receive the discount.

RightSize can also track the promotion's results — an influx of new customers and sales — through the application. Since RightSize began the promotion earlier this year, it's collected 251 promo orders totaling $29,500. — Melissa Campanelli