Why was it so successful? They nail their buyer persona. The video features a busy, realistic mom. She speaks to the audience with all the advice, sarcasm, and “I get it, I’ve been there” relatability that you’d look for from a fellow cool mom. It closes with a catchy tagline: “done is better than perfect.”

Chatbooks sold 1 million subscriptions in its first 18 months. It’s racked up over 1 million views on YouTube and the company is pushing 200,000 “likes” on Facebook. They continue to put out honest, pain-point driven videos featuring the same now-recognizable mom.

Viral best practice: Get detailed and personal with your personas

It’s easy to phone in your user personas. Instead of just targeting “moms,” Chatbooks clearly thought through how that mom thinks, what she worries about during the day, how she’s spending her time, and how photos figure into her hectic schedule. The result? A video their target audience couldn’t help but share.