September 19, 2025
Marketing Automation Strategies that Supercharge OPS Teams without Killing Creativity.
In this Flume Insights Edition.
Introduction: The Hidden Half of Social Media.
Here’s the thing: if all you care about on social media is likes, shares, and comments, you’re missing out on the real conversations happening behind closed DM doors. There’s a secret corridor in the social media world, known by a select few in digital marketing – a passage that leads to a world we call: dark social. This is where the most traffic is found, with people sharing information via DMs, private groups, and closed communities.
From the wild world of WhatsApp group chats to Discord servers and Facebook Messenger Threads, this secret realm of online activity is where the most authentic engagement happens. Learning the ropes of dark social and mastering DM marketing is a must if you want to be a campaign manager and digital marketing specialist worth their salt.
Who coined the term dark social? Journalist Alexis C. Madrigal says it’s the content shared outside of the public social media radar. This makes it hard to measure with standard tools like Google Analytics. The traffic pops up out of the blue on most reports and ends up being overlooked. But studies tell us that dark social is where people share the most content amongst each other. Basically, about 80% of all shares happen behind the curtain. That’s marketing gold staring you in the face.
What Is Dark Social in Social Media Marketing?
Simply put, it’s word-of-mouth in the digital world. It’s sharing that happens away from the prying eyes of most tracking pixels.
- It’s people recommending products to each other in WhatsApp groups.
- Discord patrons discussing niche industry tools amongst each other.
- Event planning that thrives on Facebook Messenger threads.
- As well as embedded content links shared through email chains.
These private channels are trusted spaces because people receive recommendations from their trusted friends instead of generic ads. The pain in the butt? Measuring your campaign’s performance requires thinking outside the box in terms of analytics and marketing strategy.
The Dark Social Apps You Need to Watch.
Most platforms have a dark social side, but it thrives more in some than others.
- WhatsApp comes out at the top – with over 2 billion users, it’s the go-to platform for personal messaging.
- Discord, which was initially a gamer’s den, is now a home to many thriving niche communities across industries.
- Facebook Messenger is still a contender when it comes to private interactions, especially in up-and-coming markets.
- Telegram is growing in leaps for privacy-conscious audiences.
- Signal is also quite popular with security-focused communities.
What should a digital marketer do about this? Well, it’s not enough to know where these chats are happening; you also need to customise your DM marketing tactics to feel like a natural part of each environment.
How Do We Measure Dark Social?
By keeping track of private sharing, which is no walk in the park, but it can be done.
How exactly?
- Keep your links short and trackable. Use Bitly and UTM codes to monitor clicks and private channels.
- Create custom landing pages for campaigns promoted through DMs or group chats.
- Use social listening tools that scan public mentions and monitor private activity spikes.
- Also, just ask directly. Run polls in communities to figure out where people first heard about you.
Are there analytics tools that can see inside private messages? No, but these methods estimate the sharing rate in the dark social space, which helps guide your marketing spend.
Why Does Dark Social Matter So Much?
Well, there’s a reason more and more closed communities are popping up. People are moving to more private channels for three main reasons:
- They’re starting to prioritise control and privacy online. They’re becoming more deliberate about who they choose to see their content.
- They value trust over anything else, so they prefer advice from a friend in the group chat over a publicly sponsored post.
- Most want to cut out the noise that floods their platforms due to algorithms.
How does this work for brands? They can focus campaigns on more direct and in-depth engagement over superficial metrics. If you want your DM marketing moves to thrive, you need to lead with authenticity and real conversation, as well as offer meaningful value to your audience.
DM Marketing Tactics for Private Channels.
Do you want to join the dark social world and fit in with the cool kids?
- First, make sure your content is worth sharing. Do I immediately want to DM it to my friends?
- Host the exclusive get-togethers yourself. Create invite-only webinars, Q&As, and Discord AMAs that people want to be part of.
- Collaborate with the people at the top of these communities; group admins and leaders have most of the social currency.
- Create a referral network and reward people for bringing their friends along.
- Engage with the platform’s culture – use memes on Discord, VNs on WhatsApp, and rich media for Messenger.
What does this achieve? You become part of the circle and get involved in the secret conversations. So, if you’re still stuck in the celeb marketing mindset, it might be time to join us in the 21st century. The future belongs to influencers. Your brand can get in on the action and actually build lasting relationships with your audience.
Keen on a Case Study?
A SaaS startup was pleasantly struck by a sudden spike in signups. After doing a deep dive and following the trail left by the new customers, they discovered that most of them had joined from a niche WhatsApp group. How did the marketing team respond?
- They gave group members early access to features.
- They created a discount code for people who were recommended by a friend.
- Then, they tracked all sign-ups with unique DM-only links.
The result? A 28% increase in trial-to-paid conversions – all thanks to the powers of dark social.
Conclusion: The Future of Dark Social Marketing.
It’s only the beginning for dark social. Platforms like Discord and WhatsApp continue to add community management features, while more people move away from public channels because of algorithm clutter. The challenge for marketers is to respect the privacy of these spaces while finding interesting and productive ways of getting involved. Dark social is the future. If you find your way in, you’ll get to enjoy the most potent form of digital word-of-mouth. If you snooze, you’ll lose the opportunity to be part of the conversations where real buying decisions are made.
WHAT THE FAQ
What is dark social in marketing?
Dark social refers to content and links shared through private channels like WhatsApp, Messenger, or direct messages (DMs) that can’t be tracked by traditional analytics tools.
Why is dark social important for brands?
Because a large portion of online sharing now happens in private channels, ignoring dark social means missing out on major engagement and word-of-mouth opportunities.
How can businesses track dark social activity?
While it’s hard to measure directly, brands use tactics like trackable short links, UTMs, referral codes, and branded share buttons to gain visibility into dark social sharing.
What are the risks of using dark social for marketing?
The biggest challenges include respecting privacy, avoiding spammy tactics, and ensuring messaging feels authentic and personal rather than intrusive.
How can brands succeed with dark social strategies?
Focus on building trust, creating share-worthy content, and engaging with audiences in ways that feel natural within private channels. Transparency and personalization are key.
WHAT'S YOUR QUESTION?
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