Tomorrow I'm giving a presentation on social media at the Women & Power Conference Reunion at the Kennedy School of Government at Harvard. While I'm convinced that not all C-level executives need to be Twitter junkies, I am absolutely convinced that they need to be acquainted with social media.
There are two basic reasons:
There may be external events that are picked up on social media and require attention.
There may be internal activities that are good and need to be encouraged or potentially damaging and need to be restrained or monitored.
How does the relevant C-level executive know what to do (or not do) if she does not understand social media?
My friends at Overdrive Interactive have a new white paper that details ways of making connections in social media. They have 100 suggestions; I’ve picked out what I consider the Top Ten Ways to Make Friends—all free; all things even the smallest business can do. Here’s the list with some commentary and some combinations:
1.BE VAIN. Facebook now allows vanity URL’s. If you don’t have one yet, set one. It’s a lot easier to promote your page if you have a short, relevant URL that people can remember. 2.FACEBOOK TAB IT. Add an “Invite Friends” tab on your Facebook page that allows your friends to invite their own friends to become a friend of your Facebook page. Add the tab, then draw attention to it through status updates and tweets. 3.TXT 2 B FRIENDZ: Create a campaign that encourages people to join your Facebook page or Twitter profile by text messaging. If possible, respond back to messages with a coupon code or information about your company. Text “like overdriveinteractive” to 32665 to check it out. Give people an incentive to become your friend, then continue to reward them for loyalty. 4.USE CROSS-PROMOTIONS. Promote your Facebook profile on Twitter and promote your Twitter profile on your Facebook page. Tweet about your Facebook page and use status updates to talk about your Twitter page. Cross promote all your social networks, in fact! When you post something on YouTube or SlideShare, post a notice on your Facebook page and Tweet it. Be sure your company blog has chiclets or other call-outs to all your social channels! 5.SEARCH ENGINE OPTIMIZATION. Optimize your Facebook and Twitter pages for SEO. Make a list of high value key words to use opportunistically in your content. Yes the engines are indexing sourced content. Yes, Facebook and Twitter get indexed. It’s hard to overestimate the contribution of high value key words in all your social channels! Study your referrals data, use keyword tools, and see what words are drawing traffic to the sites of your competitors on Compete.com. 6.REACH OUT TO BLOGGERS. The blogosphere is great place to promote your Facebook and Twitter communities. Find key bloggers that talk about your brand, company, or product category and then reach out to them to become your friend. Tell them the value of your content and tell them to send things to you to tweet and post. 7.WRAP IT. If you sell packaged goods, make sure your packaging promotes your social channels. If people like you enough to buy your product, give them the chance to connect with you in the places where they want to connect. Shopping bags provide great display space. And be sure your main channels—blog, Facebook and Twitter, probably—are on your business card and your email template! 8.MORE THAN JUST DISCOUNTS. If you send [mail] out coupons, include your Facebook and Twitter addresses on them. For more encouragement, include a statement about how social connections will receive more exclusive discounts on the social channels. Do the same in your email newsletters. 9.FOR FRIENDS ONLY. Have friends-only content on your Facebook page. If users want to access the content, they need to become your friend. Give them incentives by including coupons, discounts or sweepstakes entries. List your job openings there; why should anyone apply for a job who isn’t your friend? 10.Above All: SILENCE IS NOT GOLDEN. In social media, you never want to be quiet. Keep sharing information that your friends want to hear: tips, resources, contests, discounts, information, etc. The more you share content they care about, the more they will share your content and brand with their friends.
Among many other useful tips, the white paper points out that you should never waste friends. Don’t just close down a campaign-specific Facebook page. “Reskin” it. That one is likely to require professional programming assistance, but it’s worth it to recycle friends instead of having to reacquire them!
Notice that this is all about integrating your channels to get the maximum value out of your social media efforts. How are you doing on that score? There’s a new app, a Social Page Evaluator from Vitrue, discussed on Smart Blog and in more detail on Vitrue’s company blog that will put a value on your Facebook and Twitter pages.
So find out how well you’re doing in social media at the moment, think about where you need to go, and read the entire Overdrive white paper to get more valuable suggestions!
Social media badges are not a brand-new phenomenon. I have an impressively interactive badge on the right sidebar from the Pickens Plan community. I downloaded it because I like the community and I like the message of the badge, not because it does me any particular good. I was interested to see a new application by the Huffington Post over the weekend.
In doing research, however, I came across careless use of the term. There are quite a few writers and sites that use “badge” to identify the “this site is a member of Facebook” app like this one that you can get from many social networks. The purpose of these apps is to link you through to your page on the social network. That makes them a chiclet (note proper spelling!), not a badge as HuffPost, the Pickens Plan and others are using the term.
According to my friends at Overdrive Interactive, who have an excellent white paper on the use of chiclets, “Chiclets enable a user to quickly share web content by automatically posting articles, photos, video, and other content to their blog (WordPress, Blogger, TypePad), public bookmark page (Digg, Delicious), or social profile (Facebook, Twitter).” You can download the white paper from the Overdrive home page.
Badges have a different, and perhaps a more personal, use. CNET likens them to the efforts many of us made in Boy or Girl Scouts to collect merit badges for various accomplishments.
According to CNET, the current craze for badges started with Foresquare and the competition of its users to earn status in the community. The HuffPost application rewards its most engaged users by making their comments more visible. There are various levels of activity, which they outline on a FAQs page. For example, a member can become “Moderator” by flagging objectionable commentary on the site. As Bryan Person pointed out last week, sites are either overlooking or falling behind in the important activity of moderation. Encouraging help from their members is an excellent approach. Rewarding them in a visible way for their help seems equally desirable. Not incidentally, the application for a badge results in the applicant linking their Facebook or Twitter account to HuffPost. The publication is cagey about how they will or won’t use that info, but the FAQs do point out that “the shift in privacy is very minimal.” Not sure exactly what that means, but it worries me about as much as people who complain that their privacy has been violated on other social networks. Social networks aren’t a place for those who zealously guard their privacy!
HuffPost is clear that its current effort is intended to increase member engagement with the site. Why can’t the concept be extended in a way that rewards members for desired behavior. That makes it like a CRM loyalty program. Why is that not a good idea? The Tesco Clubcard is the classic example of a vibrant online loyalty program, but I don’t know any firm that’s using a “proud member of” type badge as a tie-in with its loyalty program.
Maybe we’re thinking too much about social media as an acquisition tool and not enough about its potential value as a CRM tool. What are your thoughts?
Ed Note: We've had many great speakers in this spring's Social Media Marketing course. I've blogged about some of their messages. Jeff Dunn, who in his other life is the Web Coordinator at Harvard Law School, did such a good job with this one I asked permission to post a shortened version. You can see the full post on his blog.
Dharmesh Shah (@dharmesh, VentureBeat, LinkedIn, Amazon) is a whirlwind speaker with an obvious love for what he does. Despite Dharmesh’s claim that he is not a gifted speaker or marketer, his presentation in our social media marketing class was fantastic. His body language may have shown that he was a bit uncomfortable (holding an arm behind his back while staring at the ground) but his language and presentation zoomed along at a frenetic pace. I found myself scribbling keywords and shorthand notes just to keep up with the great wisdom that was being imparted upon me and the rest of the class. A self-proclaimed “hackpreneur,” Dharmesh (I use his first name because I feel comfortable doing so after his friendly presentation) says he has earned this title because he stays up late at night (often until 2am or so) writing code and wearing his Chief Technology Officer hat for HubSpot. He is also the co-founder of HubSpot, thus the entrepreneur part of his “hackpreneur” title.
“Everyone and every business should blog.”
Dharmesh had some great nuggets of information that rang true as I thought about them after the presentation. I was far too busy trying to scribble down these gems and didn’t have enough time to digest them. When discussing who should blog, it was clear who Dharmesh thinks should take part. I agree with the caveat that everyone should be willing to put in the effort to have a relatively steady stream of useful content. Thanks to the latest web technologies, you can start a blog and have it filled with gossip and pictures in under a few minutes. (Visit wordpress.com to see how!)
“Talk about the industry’s issues, not your solution.”
I really love this one. There are too many websites out there devoted to their own personal fix for their specific industry’s problems. If you want to really have a site that gets traction by engaging your audience in something they can also participate in. You’re not going to get a very engaged audience if you offer your solution for something without giving others a chance to offer their solution as well.
“Non-profits should be benefiting from causes, not for-profits!”
This is a sad-but-true quote we really enjoyed. It’s hard to deny that companies like Starbucks have really had a bigger impact on raising funds for charities and causes. I understand that this is because companies typically have more infrastructure (financial and personnel) to make these types of campaigns actually work, but the Internet is supposedly leveling the playing field for everyone. Let’s hope causes and charities can come up with some more interactive and viral (we hate that term viral but it applies here) campaigns that generate some real interest.
“Measure what works, what doesn’t, then double down.”
This one’s pretty self-explanatory and deserves to be put in super duper bold letters here. Being successful in marketing, especially social media marketing, is all about taking risks and figuring out what works. When you don’t do both of these things, you’re destined for failure. While it’s very hard to measure what works, there are ways. In fact, HubSpot has so many Graders like TwitterGrader and WebsiteGrader, they’re already on the bleeding edge of figuring out how to measure what works and what does not.
“Remove the friction in marketing.”
Making it easy for someone to actually purchase stuff, sign up for something, or just take part in any way is something that would seem like a no brainer. Sadly, it’s not. Many places spend all their time and effort raising interest in their website…only to find users get confused and leave the site, never to return.
“Kittens always work.”
Dharmesh’s presentation featured slides with interesting images and very little text on the screen. This is my favorite style of creating presentations since it allows the audience to focus on what you’re saying, not reading tiny print on a screen. No one remembers the fine print anyway. Dharmesh’s presentation had a picture of a kitten and it got a bit of laughter…to which Dharmesh replied that kittens always work. Everyone seems to love them and have the same reaction to them.
“Even normal people use Twitter now.”
In its infancy (just a couple years ago), Twitter was a way for a small number of people to micro-blog. It has slowly been able to begin shedding this reputation after it got embraced by celebrities and Facebook users. Facebook went through a similar reputation issue but has now actually been embraced by middle-aged women (another point brought up by Dharmesh). So when asked if its worth using Twitter, you can simply reply using Dharmesh’s words: even normal people use Twitter. He even has the proof over at HubSpot. Dharmesh says that Twitter has been delivering “real dollars into the door.”
“It’s not about the number of followers. It’s about having people who listen. I’d rather have 50 active people than 5,000 deaf followers.”
I absolutely agree. A couple years ago, I started the @Harvard_Law Twitter account (it has a 99.8 Twitter Grader ranking) with a very small but attentive audience. The non-academic world seemed to be clamoring for any news about what’s happening inside the walls of Harvard. The follower count for the account was not enormous, still isn’t, but it’s obtained a very attentive and vocal following who are happy to @mention, DM, or retweet any question or update posted on the account. Dharmesh has a great point and it’s not an easy task to cultivate a high quality following. It happens over time. It took nearly a year and a half to develop a devoted fan base for me.
“Tweet and retweet from 1pm to 5pm”
HubSpot is all about data. They have examined the best times to tweet something and have it noticed. That time period is any weekday from 1pm to 5pm. That’s why this post was published around 2pm on a Monday, one of the busiest times on the Internet. People seem to be bored at work or just back from lunch, not ready to embrace the week.
“The more you tweet about yourself, the less others will.”
If Ashton Kutcher weren’t a celebrity, would anyone be following him? Dharmesh makes a great point that, from a marketing perspective, it’s all about engaging the audience. It’s hard to feel engaged when someone is tweeting about something you can’t relate to. If, instead, that person were writing about their passion for a broader subject, it’s more likely to engage followers. I personally think people need to stick with their preferred style of tweeting since followers will notice if your style has changed. Just ask @ComcastCares, the account who people revolted against when the main administrator went on vacation and put someone else in charge!
“When you’re getting star talent, you’re renting not buying.”
Dharmesh understands the world of obtaining the best and brightest for his business. There are so many options in the world of technology that it is very hard to make someone’s job everything they could ever want. Dharmesh elaborated on this point, saying that “nothing is forever” and that it’s important to keep in mind who owns what when it comes to employees. For example, does HubSpot own an employee’s personal Twitter account? Of course not. Was it used to promote HubSpot? Probably. It’s a tricky situation and not something to ignore.
“Google Buzz was a data play to head off Facebook.”
It really doesn’t matter if Google Buzz overtakes Facebook. It will probably never happen. The reason Google introduced Buzz was so they could get at the tremendous amount of data currently hidden behind Facebook’s server walls. This way, Google can get a taste of what their users are doing socially and not just on GMail, Docs, etc. Conclusion
I enjoyed Dharmesh’s presentation and was so amped afterwards that I posted a job listing I would have loved to apply to. I am happily employed and doing this blog in my spare time (not much these days!). If you’re interested in working for someone like Dharmesh, check out the posting. In the meantime, there is a lot of info out there about Dharmesh, HubSpot, and social media. Happy surfing!
At the recent Pearson CiTE 2010 conference (#cite2010) I heard about an interesting use of the Twitter hashtag to foster collaboration.
The conference attracts K-12 teachers; college teachers, especially distance learning instructors; and IT and other administrators. Pearson sponsors the conference to showcase its elearning platforms. It attracts topnotch speakers and an interesting and varied set of attendees. One conversation was particularly intriguing. There are several hashtags favored by K-12 teachers but #educhat has become more than just a hashtag. It also supports synchronous chat for an hour most Tuesday evenings. The sessions sound as if they are lively and interesting.
This chat session was originated by an Ontario teacher named Rodd Lucier. It seemed to gain traction quickly and in the course of doing so, also attracted a lot of spammers (what could people like that possibly be thinking?*?). The sessions were paused for awhile but now appear to be alive and well. Best of all, there’s a step-by-step description of how to set up a hosted collaborative series on Lucier’s blog.
This idea was not original to the K-12 people and Lucier. The blog post mentions journalists who had been engaging in synchronous Twitter chat. Looking around, I found that Cisco appears to be using the tool. They have a Twitter account, CiscoCollab, which is active. They also mention a hashtag, #collabchat. I couldn’t find it on Hashtag.org, my usual source. I sleuthed a bit more and found another site, What the Hashtag?! Cisco’s #collabchat is registered there, but I see no activity. The chats are taking place somewhere on What the Hashtag, though. This page has a chat transcript that will give you an idea of the kind of dialog that can take place.
By this time I was getting a headache. I’ve come to the conclusion that this is a pretty new activity, but one that seems to have interesting potential for businesses and interest groups alike. I was also wondering if it could be a competitor to paid services like interactive webcasts. But I think probably not for the moment—140 characters still has its limitations. But it may well be an idea that’s useful in a variety of settings.
Robert Collins retweeted the link to the 2010 Global Social Media Check-Up survey by Burton-Marsteller. Thanks, Bob! It has interesting data on how companies in the Fortune Global 100 are using social media. I took the data from the short version of the report.
Many of them do have Twitter (notice it’s first!) as well as Facebook, YouTube and their own corporate blogs. When they break it down by geography, it’s not surprising that US firms have more of everything (my sense is that the US is far ahead in the business use of social media) except YouTube. About as many European companies have YouTube accounts as US companies—interesting!
There’s interesting activity data on all 4 platforms, but the one on corporate blogs really caught my attention. The data from Europe and Asia seems reasonable. If you make posts, you generally get some comments, especially if your blogs provide information of value to your customers. Why so few posts in the US and so many comments? It has to do with the labeling in the chart. Here’s what Burton-Marsteller says:
For example, only 11% of U.S. corporate blogs had posts in the past month, but 90% of the blogs with posts had comments from stakeholders (Graph 7). So, while some corporate blogs have fallen into attrition, corporate blogs that are active and have a strong purpose and following provide a useful two-way dialogue for organizations and their stakeholders.
Ok, that makes sense. For me, actually it makes excellent sense. It’s about the maturity of the social media effort in the US and in the user corporations. Today’s eMarketer headline makes the same point: Longtime Twitter Users Most Vocal.
There’s also the issue of using any of the platforms well. Take blogging. I was recently asked why a corporate blog wasn’t getting much traffic. They were hoping to use it for acquisition as well as for customer support and retention, although I’m not sure they had stated it that precisely. So I asked if they had registered the blog on Technorati, at least. Not sure—he’d check. Do they use good tags? “No, we don’t take time to tag.” I tried to politely say that’s a BIG DUH! How can you take time to write a blog post and not take a few extra seconds to tag??? I also suggested that they use alt tags on their images. It’s a product-oriented blog, and having the search engines able to search images would be a big help.
As I’ve said so many times before, just having a corporate platform isn’t the answer. You have to use it, to monitor it, and to respond to deserving entries.
One more thing about the report. The short version has sidebars on social media activity in various countries. That’s a must read if you operate in any of these countries! Check it out; here’s the link to the full report.
Let me end with their 9-step checkup. None of this is new to readers of this blog, but it’s a good reminder. The check-up list is:
1. Monitor Your Own — And Competitors — Social Media Presence. 2. Get Top Management “Buy In.” 3. Develop a Social Media Strategy 4. Define and Publish a Social Media Policy. 5. Develop Internal Structure. 6. Contribute to the Community. 7. Participate in Good Times and in Bad. That’s worth some extra commentary. Here’s some of what the report says:
There will always be some situations where it is advisable to avoid participating, but generally speaking, negative content provides an opportunity for a company to share their point of view or set the record straight. Organizations must develop a process in advance that defines how and when they will respond to negative content or misinformation posted in social media.
8. Be Prepared to Respond in Real Time. 9. Measure the Impact of Social Media Engagement.
It’s an issue that faces even those of us who are only active in a few social networks. I can’t really imagine how difficult it must be for people who seriously use multiple networks, especially if it’s for business purposes.
One of my students saw the post about Yoono on CNET. She, of course, posted the link in our class community--good going, Zoe! I haven’t found a good Twitter app for my Yahoo! page that displays exactly the way I want it, so I was interested.
I finally got around to checking it out. I downloaded the Firefox app and it happily showed up, on my Yahoo! opening page (image 1), my Gmail page (image 2), and wherever I go from them (image 3)--which is essentially everywhere! It has a good search bar; that’s how I found the Washington Post article. I’d be perfectly happy with just having it on my opening page but I can’t find any settings that let me control the placement. It does let me control which social networks I include, and I choose just Facebook and Twitter. I actually would like to include two Facebook and two Twitter accounts; don’t know whether I can do that.
One thing that I find amusing. It shoves my Gmail box over so far that the AdWords ads are lost. When I’m composing, I see links to the AdWords ads, but not the ads themselves. I have to guess that Google won’t put up with this if Yoono becomes widely used!
I agree with some of the issues in the Washington Post article; especially about the amount of real estate it occupies on a page. You can minimize it easily (that minimizes it everywhere, not just on the one page) or you can drag to make the space smaller. In that case, it only shows one or two posts, and I don’t like that. So it does take up space; otherwise it seems to work fine. I searched, made a Tweet, checked out my Facebook page—all worked fine. It’s very busy this morning. Many of the people I follow are at South by Southwest and they are socializing away!
The only other thing I’d point out is that Yoono comes from a firm that appears to be French, with a cosmopolitan management team. Occasionally you run into information you might like to read, but it’s in French (and my French is not up to it!). I see their blog in English, so I don’t have any complaints about the amount of support they provide. And, oh yes, it’s a free app.
This is a good example of the social media space maturing. I’ve tried other aggregation sites, and I like this better than others because I can get what I want on my existing home page. I don’t want to lose the news feeds that are there.
My personal suggestions would be choice of formats. I’d like to be able to open a page that shows a half-dozen or so social networks in essentially the same format that my news and blog feeds show up on the Yahoo! opening page. Maybe that’s just familiarity speaking. Yoonoo works, and I think it’s something I’m going to keep around.
The headline in AdWeek yesterday said “Big Biz Embracing Twitter.” Seems reasonable to assume that people who work for big businesses, and small also, are Tweeting on behalf of themselves, their products and their companies—right? That makes Twitter a way of reaching B2B customers and prospects about subjects that are directly relevant to them and to their work.
That’s especially important in a world where trade show and conference attendance has become expensive and hard to justify in many companies. People who do attend want to get the most from it—both from the presentations themselves and from the networking that goes on before and after hours.
Enter the Twitter backchannel. I wrote some time ago about creating a Twitter archive, essentially for notes taken at a conference. Multiply that by all the conference attendees and you have a Twitter backchannel. According to a study by European academics, that’s a good thing not a distraction. Positive aspects include encouraging participation, community building and better sharing of information. Read the study for yourself; it’s interesting.
There are several stakeholders here; the audience certainly, the conference organizers, and the speakers. The latter are going to have to learn to present in a different environment!
First conference organizers:
• In order to use social media to promote your conference, you have to start early. It’s important to stimulate and organize conversation. Helpful activities at this point include posting questions and starting discussions on the corporate or conference LinkedIn and Facebook pages. This helps conference planners understand the expectations of attendees and better meet their needs. • A hashtag is essential. It is the key organizing tool for the Tweeting. Tweeting also needs to begin early. It should be the product of an identifiable individual, perhaps the conference organizer. • Be sure your conference venue has the necessary infrastructure to support live Tweeting from the event. Maybe that should be the first step! • Encourage attendees to Tweet during the conference, including presentations. That will drive unprepared presenters nuts; more about that in a minute. • Follow all the rules of the social media world, being personable, open and transparent, and correcting any mistakes honestly and quickly. This is an imperfect world of human beings after all. (1, 2, 3)
• Obviously you start with a well-crafted presentation that fits your audience. All the rules of good presentation—and much more—apply. • Be prepared for both negative and positive Tweets. That’s life in the social media world. • Understand whether there will be a live Twitterstream and how much control you have. Can you turn it off while you’re talking and just turn it back on for Q&A, for example? • A moderator to keep up with the Twitterstream for you may be a good idea. Some speakers take a “Twitter break” and check the stream themselves. • Respond to Tweets during the Q&A and learn from them after the event.
A disaster that’s quickly become a classic happened at last fall’s Web 2.0 Expo. Here’s a brief description of what happened and the speaker’s response. There’s a lot more, but you get the point. In order to avoid your own personal debacle, read a good set of tips or a detailed post by Olivia Mitchell; she covers preparation and management issues beautifully.
Let’s come full circle to the audience again. First, I can just hear conference organizers worrying that a Twitter backchannel will cut down on conference attendance. Nonsense. If a person has time and can afford it, he or she will attend the conference in person. But if the customer can’t attend, second-hand is better than nothing—much better if it’s well done. You are sharing the time and effort of the conference—and the expertise of your speakers—far beyond the physical auditorium. That has to be good for your brand—maybe even for your sales!
So engage your audience early and often. Make them active participants, not passive bystanders. Here are two great examples:
The South by Southwest Music & Media Conference is in high gear well in advance of its March 12 kickoff.
Since their beginning about a year ago, Twestivals have taken place around the globe. Twestival Global 2010 is building buzz and will soon announce the nonprofit beneficiary of this year’s event.
Writing about the SuperBowl, I mentioned the term ‘platform.’ I recognized it as the multiple communications channels I’ve been talking about for a long time. It seems crystal clear to me that various segments of customers rely on various (also multiple) communications chanels. It’s also obvious that we miss a lot of the communications that marketers target toward us; doesn’t matter whether the channel is direct mail or Twitter!
What I realized is that a platform is more than just multiple channels. Harry Gold’s slide captures it perfectly; it’s the complete set of channels that reach your target audience, yes. But the channels are connected, with a lot of the connections (integration?) being automated.
It would really be nice to know for specific target audiences, which and how many social networks they belong too. Most of us would say we belong to several; how many is that and which specific ones? That’s hard to answer even for generic segments. I did find a 2008 study of wealthy consumers who said they belonged to 2.8 networks each. Given that they are probably older than the population average, that may be a surprise to some. It shouldn’t be. According to a study of Google AdPlanner data by Pingdom, “A full 25% of the users on these sites (19 by my count) are aged 35 to 44, which in other words is the age group that dominates the social media sphere.” Interesting, but doesn’t answer my basic question.
There are two issues, though, that I think can be generally accepted:
• There are multiple networks that appeal to a specific target audience; Twitter and LinkedIn for business people, for example. • A lot of users don’t see all the communications that pass through any given network. If you use Twitter, think about it; in a given 24-hour period, how many of the Tweets that are sent to your account do you actually see?
Point is, we have to get our message out through multiple channels multiple times to have a fighting chance to have it seen, much less acted on.
So as you look at Harry’s chart, ask yourself:
• Which channels are important to our target audience? • What kind of content is most relevant to each? Videos for YouTube, content-heavy posts for blogs, and 140 character Tweets are some of the obvious. • How should we connect the relevant channels? Even better, how can we automate the connections between them (this post goes automatically to Twitter, for example) to save the mindless and error-prone activity of reposting?
Connect them and you have a platform!
Two things I’ve learned:
• It’s not always as easy as it sounds; some of the feeds that make the connections automatic are easy. Others will require help from IT. • Connecting the various networks doesn’t eliminate the necessity of an acquisition strategy—for fans, followers, whatever you think is the best entry point.
Marketers are still going to have to work at it, but a platform makes both strategic and practical sense!
You’ll see a lot of analysis of what took place on the Internet before, during and after the game. Watch for things like maps of the Twitter traffic, perhaps some Facebook traffic stats, and perhaps some on social network activity.
I watched on TV so I could concentrate on the ads, which I always enjoy. Maybe I missed a lot of what was going on, but I didn’t see much in the advertising that was directly related to websites and social media. Yes, they had their website and Facebook URLs, but that was about it. Maybe what I should have done is watch on the Internet; there were apparently several sites streaming it live. I like this one; it not only accessed the Super Bowl, it accessed the Puppy Bowl. Something for everyone, as I said last week! Thinking back to watching the Inauguration online, I saw a lot of things going on, but I was watching that on my Facebook page. The channel you use may have a lot to do with what you see, which I think is the essence of targeting.
If you want to review ads or vote for your favorites, there are many places to do that. As part of good coverage by Ad Age, Bob Garfield opines that most marketers should have stayed home. His ad-by-ad commentary is always thought-provoking, whether you agree or not. I like Garfield because he’s a curmudgeon, but even more because he focuses on whether customer benefits or key selling propositions are communicated. He’s right that advertising basics tend to get lost in the hoo-ha surrounding the Super Bowl. I thought the actual chicken ad (Denny’s) was cute. What’s more important is that they are getting lots of mileage beyond the ad with the contest. They are also able to paint themselves as community-friendly in a time that’s economically difficult for many people. Or you can buy a chicken t-shirt What’s not working there?
I also checked out Intel, another of my long-time favorite advertisers. They’ve been at it for a long time and they know how to do TV, whether you liked Jeffry the Robot last night or not. There’s not much for them to say on their website except “watch it again,” which is exactly what they are doing. Their Facebook page is lively and had Super Bowl related posts yesterday, but they’re pretty much on to other issues today; the page is pretty busy this morning. Their Twitter page was lively yesterday with posts to point their followers to “geek humor” sorts of issues related to their ads. It’s pretty quiet this morning, which may suggest something about the way they use the two channels.
Let me close with two related issues. First, Pepsi again. The Ad Age coverage has an article about the Pepsi Refresh program, which I wrote about a couple of weeks ago. They quote Pepsi CEO Indra Nooyi as saying Pepsi has shifted almost one-third of its budget to interactive and social media. That’s as big news as their skipping the Super Bowl in the first place.
Second, comScore recently reported that nearly 178 million US Internet users viewed over 33 billion videos were viewed in December. So don’t roll your eyes because Intel posted its ad on its website; people watch those, they watch on Facebook, and, of course, they watch on Facebook. So, in spite of the fact that it wasn’t entirely visible to the TV game viewer, savvy advertisers distribute their content widely. From what I saw on Facebook, I’ll bet Intel with be giving out little Jeffry the Robots at the next big IT conference! The work continues to be “integration” whether you’re talking about the rarified atmosphere of the Super Bowl or everyday communications.
And congratulations to the Saints—and to the wonderful city of New Orleans, which deserves all the good vibes it can get!
Isn’t it what we’d all like to achieve—having our customers do the work for us? We all know it’s not that easy, but t-shirt site Threadless has built a community that powers both product development and sales. Read about it in Chief Marketer’s new e-magazine.
It’s another of those edgy sites that got started almost by accident. They made a lot of mistakes in the early days, when it was described as a “crowdsourcing” model. Today they are careful to describe it as a “community” model, pointing out that crowdsourcing implies a random group of individuals while a community has to be carefully nurtured.
Ecommerce. Threadless is selling t-shirts on both Facebook and Twitter. Did you know you could do that? Facebook has a Marketplace although you pretty much have to know it exists in order to be able to find it. (Why doesn’t Facebook work on its navigation structure???), Steven Walling of ReadWriteWeb tried the Twitter version and he has issues with it—worth reading!
Privacy. Once again, there is none! I didn’t go as far as Steve Walling did on Twitter, but I did click on the box to find out what was required to sign in on Twitter. What I found was a box requesting permission for Twitter Tees to access my Twitter account. I don’t do that (at least I thought I didn’t). The permission box says you can revoke the permission by going to your Settings page. I looked at my Settings page; there are two apps there that I apparently have given permission to, neither of which I remembered—scary!
On Facebook I found two interesting issues. The more perplexing one is that I was on the New Tees! page yesterday. Today, when I went on again, I found a comment box with my account picture beside it beside every product; and no, I didn’t give either Facebook or Threadless any permissions. When I went to the Marketplace page I found a row of pictures across the bottom—Facebook friends of mine from around the world who are using Facebook Marketplace. They are all connected to me, so I guess that’s ok. I do have a bit of a problem with the fact that they captured my visit and, in effect, reported it publicly. However, I choose not to be upset; it’s what you should expect on Facebook.
So we are left with two questions; does Twitter offer the opportunity to create a stable e-commerce platform. You’ll have to stay tuned on that one. Second, are you comfortable—more important, will your customers be comfortable—with Facebook’s stated policy of linking everyone to everyone and everything? It goes back to my oft-repeated warning to be careful what you do and what you expect your customers to do.
Threadless has made a great business with their community-based model. I’d be willing to bet that their Facebook and Twitter sales account for only a small part of their total revenue. Customer engagement and customer acquisition are fundamental on the network platforms and sales are a by-product. That seems to describe the scene at present; it could change over time.
What should clearly grow, however, is the importance and value of a vibrant customer community. Cam Balzer said in Forbes recently:
The secret isn't growing a huge fan base. We have 100,000 Facebook fans, but those fans have all come to us organically. We believe the more organic the growth, the more loyal the fans, the more likely they will be repeat customers.
Amen to that—whichever platform you are talking about!
I was aware of the website LegalZoom through its TV ads featuring celebrity attorney Robert Shapiro. That was all until a student pointed out their other online activities, which I found quite unusual for a legal firm—thanks, Fiesal!
The current centerpiece of the online strategy is a contest, just concluded, that allows customers to upload videos about their experience with LegalZoom. Here’s their YouTube video. The embed looks like nothing special, but play it all the way through—the 40 seconds is worth what you find at the end. When the video finishes you get thumbnails of customer videos that have been submitted. I don’t know how to do that, but it’s very cool and it makes the point that people are entering the contest.
That brings me to my favorite question: how did they let customers know about it. I’ll bet there were outbound communications, through their corporate newsletter probably. I have visited the site several times recently, and I didn’t see a notice about the contest. It has its own separate website, which links back to the corporate site, but I don’t find anything on the corporate site that links to the contest site, although entries to the contest have been closed for five days now, giving them enough time to remove a notice. Given the care with which they do other things, and the fact they are lawyers, I doubt that is an accident. That guess is supported by the fact that the winners are not scheduled to be announced until December 20—5 days from now. CPG sites would be hyping the winner announcement.
Ok, there is a separate website; you still have to get customers to that website. They have a very active Facebook page; I’d recommend it as a “best practices” business Facebook page. It’s active; there are a lot of informative links. They have only 1,197 fans at this point, but they used the Facebook page aggressively to promote the contest. The screen capture shows 2 posts announcing the contest. There were others throughout the contest. The last entry I saw was on December 7, promoting the last chance to vote on the contest.
They do something else I love. Each week they welcome “New Zoomers;” new fans, presumably. How nice is that??? They also had Halloween picture contests. Perhaps most important, their strategy jumps out of the Facebook page at you; you can see it on the website, but it’s not as evident. Their primary segment is small businesses and they are providing all sorts of content and encouragement to them. Definitely best practices! They are also active on Twitter; I’m guessing there’s a feed between the two, but I didn’t take time to trace the posts/Tweets. In addition, a search turns up a lot of PR activity surrounding the contest. Finally, I can guess how they got the idea for the contest. According to the website of their interactive agency, they have been using client testimonials in their advertising for at least a year. That shows a clear, sensible evolution of online strategy.
It would be a great integrated program for any large corporation. For what’s essentially a website-only business model for services, it is striking. For a group of lawyers it is simply mind-blowing!
The e-tailing group and Power Reviews did an interesting study that was published in September—something else that has been sitting around on my desktop. An article in Ad Age (subscription may be required) on small marketers who were successfully using reviews to get their products noticed motivated me to get the report out and look at it again.
Here’s some of the data from the 117 retailers interviewed. They respondents were distributed over large and small firms and their perceptions are interesting. Here are some of the primary ones:
Retailers are most concerned that people will trash their products; don’t have much faith in their own business, do they? It’s interesting though that, when you combine Rank 1 and Rank 2, just about as many are concerned that customers will leave their site for a more socially engaging one. Even more are concerned that they are using outmoded marketing and merchandising techniques. Hear, hear! Of course retailers want to sell things! But, according to these data, they also want to engage their customers, drive brand loyalty, and stimulate word of mouth. Those all make sense. They also point out that social media isn’t an immediate solution to any marketing issue. It is an investment of time and energy that pays off over time. Which of the social media efforts are most effective, in increasing sales? Reviews; nothing else comes close. All retailers should ask themselves what they are doing to provide an opportunity for customers to review their products and experiences. What are they doing to encourage customers to provide those reviews?
Which of the social media efforts are most effective in mobilizing advocates and spreading the word about their brand? Facebook! Reviews are at the bottom of the list and Twitter is next to the bottom. People do say that reviews influence their purchases; is that not spreading the word? I hope these retailers were paying attention to this year’s Black Friday/Cyber Monday Twitter efforts. The good news is that Twitter can have an immediate impact on sales. The bad news is that it takes time and effort to build a base of Twitter followers that permits impactful marketing. Bear in mind that it takes time and effort to build a following of Facebook friends also!
The Ad Age article gives examples of issues. Let me briefly tell the story:
• Shane Faerber is an individual developer who wrote an app, Mall Maps, for the competitive iPhone applications space (over 80,000 of them the last time I looked). • When the app was launched he wrote the first review—with complete transparency. He said he was the developer, provided a video and invited feedback. He even put his email address in the app itself. • He reached out to professional reviewers and media outlets, getting some positive notice and a ranking of 26 (out of about 18,000) in his category. • Apple paid attention and on Tuesday before Black Friday named the Mall Maps a must-have. By Wednesday it had moved up to number 1 in its category. It was originally priced at $2.99. Today it’s on sale for $1.99 but I don’t see a current downloads stat.
Great as the success of the app is, that’s not what I found most impressive. Here’s the quote from Ad Age:
along the way, Mr. Faerber's hand turned a handful of dissatisfied customers into positive endorsers. One customer, whose initial review started with the opener: "SO FAR STINKS!" eventually wrote that he was "impressed with your customer service" and wished Mr. Faerber "the best of luck" after a series of e-mail exchanges with the developer.
What works? • Reaching out to potential customers. • Reaching out to the media, especially the online media for an online product. • LISTENING to your customers. Even more, ENCOURAGING THEIR FEEDBACK!
Black Friday has been a retail shopping phenomenon, probably ever since shopping malls were invented. A few years ago, Cyber Monday joined the retail scene as an important online shopping day, although last year December 9 was actually the heaviest online shopping day of the year. This year, the lines seem to have blurred as the amount of online shopping continues to increase, stimulated by social media. Marketers are using social media to get shoppers revved up earlier, both in the stores and especially online.
I’ve written before about the importance of Twitter and Facebook to consumers who are looking for bargains. This year marketers took advantage of that to promote deals—sometimes on an hourly basis—on both days. The New York Times called it the "first Twitter Christmas” and has links to more examples of corporate marketing efforts. The Motley Fool has more.
Two examples: • Penney is the one with the wake-up call—take your pick of a message from Cindy Crawford, Kimora Lee Simmons or Rascal Flatts. A wake-up call was needed; they started Tweeting special deals and coupons at 4 a.m. Black Friday morning. That’s good, but why do they have a Facebook link on their site but not a Twitter link? Worse, their Black Friday press release gave a twitter account link that doesn’t work. This annoying one does. http://twitter.com/JcPenney • Best Buy has been pushing their TwelpForce since last summer, complete with television ads. I took a quick look around the blogosphere and there are some positive, some negative posts about its effectiveness, but Best Buy is clearly putting effort into it. It’s easy to find other customer service options from the Best Buy home page, but not TwelpForce.
Do you see a pattern here? The Twitter initiatives, especially for Christmas shopping, are important. Why are they so hard to find???
With apologies to an article I read over the Thanksgiving weekend and promptly lost, there’s a point beyond successfully integrating these social media efforts into the overall communications program. I’m not sure how Penney’s got the word out except for the zillions of Black Friday/Cyber Monday, coupons, and deals sites and blogs. Did they do some ads that included the Twitter deals? Perhaps; I didn’t see any. Best Buy used a significant amount of television to support the TwelpForce launch. These two firms are a small sample, but the skew is heavy in favor of Twitter and Facebook—non-paid media.
The article I read pointed out that newspapers stood to lose even more revenue as businesses come to understand effective uses of social media. Good for business, bad for newspapers. Today’s eMarketer newsletter quotes a study from The Center for Marketing Research at UMass Dartmouth that pointed out that “the Inc. 500, a list of the fastest-growing private companies in the US, is outpacing the larger, more traditional companies in the Fortune 500 in many social media activities.” (“Social Media Marketers Declare Success” December 2, 2009)
Could that be the biggest impact of social media on retailing in the long term? As small businesses wake up to social media like Twitter they will be able to reach their customers-- directly and in a timely fashion--with relevant information. The impact could be huge. Again, bad for newspapers and perhaps other local media, but very, very good for small businesses – and for all organizations that want direct, authentic communication with their target audiences.
That said, remember that I wasn’t signed up for Twitter from either Best Buy or Penney. One reason is that they never asked. Retailers have to aggressively build their networks—opt-in email lists, Facebook Friends, Twitter Followers and maybe others. Then they can, indeed, reach customers with timely, relevant information—information customers have chosen to receive!
Today’s eMarketer newsletter reminded me that I had intended to follow up some recent articles on social shopping. As so often happens, I found more than I expected. Start with the chart from eMarketer which compares the information sharing behavior of Gen X women (born 1960 to late 1970s) to those of Gen Y females (born late 1970s to late 1980s; see a discussion of cohorts on Wikipedia, also search the various generations). Whatever the exact “gen” definition you use, the older segment is more likely to share by telephone or email; the younger ones are more likely to share online. Not a huge surprise, so I went onto look at some of the material that had recently floated through my inbox.
Most of what I found we already know; retailers have established a presence on the “big 4,” Facebook, YouTube, MySpace, and Twitter. A recent post suggested that the effort is worthwhile, but it’s admittedly hard to measure results. What I was interested in, though, was what retailers should do to encourage social shopping or sharing, however you want to characterize it. I focused on an article by Heidi Cohen in ClickZ. She lists 7 ways to exploit the social phenomenon. I’ll list just 2 that I found especially compelling:
1. Make your message consistent across platforms. . .ensure that it's integrated with the rest of your marketing, both online and off. Consistency is key to having a believable and trusted brand! 2. Make attractive offers to social shoppers. They like them and pass them on!
I kept reading and found a comment by Keith Wiley of DecisionStep, a company I had not heard of. So I checked out his tool for social shopping, called ShopTogether. It looks like fun; more important, it looks like something women would do. I, for example, can visualize shopping with my daughter for presents for my grandsons using this tool. Check out their video. You can try the tool on Mattel’s ecommerce site.
Also think about how I found this social shopping tool. Someone from DecisionStep made a comment on the ClickZ article that led me to the site. The site had good content, and a blog post happened.
Food for thought for retailers; the rest of us can just go shopping!
I don’t often read an article and say, “ I simply cannot say it better.” In the case of this article in Ad Age Digital, which is getting a lot of attention on Twitter this morning, I really can’t say it better.
The 9 that follow are equally good; read it quickly before it goes subscription only!
I couldn’t resist a bit of follow-up also, so I looked for some lists of failures. I found 2 good ones from May of this year. Jennifer Leggio, writing for ZDNet, had no trouble listing “the nine worst of the year—so far.” Read and heed. Denise Zimmerman had some good commentary on 4 social media campaigns in iMedia Connection about the same time.
Both mentioned Skittles, which I wrote about last spring when they made their entire home page into a Twitter page. I checked again, and here’s what I found. This is skittles.com. A landing page? I guess so. The real issue is to keep young people off. Under 13, under 18; I couldn't tell; they cooked my site when I gave (dishonestly) my age. Why? Not anything that Skittles is saying, but some of their contributors are quite foul-mouthed.
This is what you get when you click "Home." Honestly! You get their Flickr page!!!
Their Twitter stuff is still there, it's under Chatter now. I went to the effort of a screen capture that didn't have any obscenities. It took quite a bit of scrolling.
Sorry, but I just can’t see any of this qualifying as a strategy! And why should a candy product want to support content that makes its site unacceptable for underage web users? It boggles the mind!
Let me end with a quote from Denise Zimmerman’s article:
Have a clear goal in mind for social media programs, and focus efforts on achieving it. Know your audience. Create something of mutual value. Observe and listen to what your customers are already doing and saying. Recognize that certain aspects of social media require an ongoing commitment. If you discover that you miscalculated your resources or a path you chose was not ideal or suited to your objectives, then regroup to move positively forward. Create your own definition of success against the available opportunities and align your programs, resources, and expectations accordingly.
Have a strategy, evaluate your progress toward its goals, and realign if necessary. Amen!
As I was writing yesterday’s post on search and social media, I was trying to recall some recent news. I thought I remembered that Target had already announced free shipping for Christmas, so of course, I searched. What I found suggests a savvy marketer who understands the changes in consumer online shopping and search behavior.
I searched “Target Christmas shipping.” I didn’t have to look for a news article; I found a paid search ad from Target as well as top organic placement for their Christmas page—ugh; Halloween was day before yesterday! But it was there, complete with a WalMart paid ad in second place. Both the pay per click ad and the organic result linked to the Christmas page on the Target site. And I was right; they have a shipping deal. Note that other sites/bloggers are already plugging the free shipping for them! I didn’t follow those to see whether it was normal buzz or whether Target was reaching out. Wonder if they have to reach out, or if they just get the buzz because they are Target . . .
It’s a well done page, but nothing particularly special. There’s email, personal pages, gift cards, and all the other holiday and gift services you’d expect from a world-class retailer. Interestingly, I didn’t see anything social on the website, so I checked out their Facebook page. Target has 567,758 fans, including some of my friends; I didn’t realize you saw people you knew when you visited a corporate Facebook page. Makes sense! No Christmas promotions, though—not yet anyway! I also looked on Twitter, but didn’t find Target there. Trying to be sure, I looked on the Target home page. No link to their Facebook page (seems like an oversight to me) and no link to a Twitter page. I’m ambivalent about whether they’ve integrated this promotion into social media as they should. They’ve done the search, both paid and organic, well. Is it too early for holiday postings on Facebook? I think so. It will be interesting to look later in the season and see if holiday promotions begin to appear on their Facebook page and on other shopping sites; also to look at whether it’s Target doing the promotion or whether it’s their adoring shoppers writing about a retailer they love.
Also, while one role of social media is to bring consumers to the website, if Facebook, Twitter and other social networks are part of the marketing communications mix, it makes sense to put them on the home page. I’d be willing to be that there’s little activity from home pages to social nets; just call it another awareness thing.
The take aways? As the studies quoted yesterday say, search is still the main driver, but the social networks are full of brand buzz. Also, integration is key, but integration that understands the role of different media at different points in the sales funnel.
That’s true in a number of interesting ways. One of my students highlighted the article from their global survey that tracks business adoption of Web 2.0 techniques. If this were about the data, I could pretty much leave it at the title of the first table, “Greater Knowledge and Better Marketing.” For me, that sums it up! From that data, eMarketer (September 16, 2009) has a nice chart that point out that different Web 2.0 technologies work better for different purposes/audiences. That’s important too.
But what I’ve enjoyed watching over the past several months is McKinsey’s own efforts to make its content interactive and push that content out on several Web 2.0 platforms.
• Look at the article itself. It has an interactive chart that is a nice way to portray their three years of tracking data. There’s also an audio discussing the results (see the right bar). Now step back and look at the page. It has a variety of ways of drawing you into the article and a variety of ways of reader sharing. At this moment it has 53 recommendations—pretty good! It has a big Facebook logo.
• They (technically, “they” is the McKinsey Quarterly journal, not the consulting firm) have almost 40,000 fans on Facebook. This is from my page today. They keep it up; people respond—51 people like it and there are 12 comments. Also good! • I don’t follow them on Twitter, but they are active. It seems to be a combination of feeds as they publish new articles and manual Tweets that point to certain articles or information. They have over 15,000 followers.
• I just added their marketing content sidebar to this blog; look on the right sidebar. It caused the one failure I found; the automatic post to Blogger didn’t work, although the usual copy embed code did. I needed to work on the sidebar anyway (hate to do that), so it didn’t make much difference. I think I first noticed the widget in February when they asked Facebook fans to give them feedback on it. All very good!
It’s not just being on the social networks; it’s using them consistently and for the appropriate purposes.
It’s about making your stuff work.
Most of all, it’s about having a consistent strategy across platforms—from your website through all the social networks you choose to use.
McKinsey gets all of this!
P.S. I couldn't resist adding this; it came in about an hour after I made the post. Another good catch by McKinsey!
