November 04, 2008

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Making Sense of Social Networks When your 80-year old mother forwards a video to you each day and your mother-in-law writes a blog, you can’t help but pay attention to the growth, acceptance and utility of social media. According to Forrester’s 2008 Social Technographic Profile, three out of four US adults use web technologies and tools to connect with other people and to share information. Adoption has grown from 56 percent just a year ago. We have always been a very social culture. Lacking an overt class structure and the conventions of the old countries where social mobility was severely limited, we have long traditions of sharing information, open commentary and feedback, collective opinion polling and creative expression. We are a nation of voters, critics, reviewers and satirists. Mark Zuckerberg showed up millions of people were participating in discussion boards, user-groups, chat rooms and professional online forums of many stripes. Blogs, photo and video-sharing like Flickr, RSS feeds, Twitter, del.icio.us and Digg are the latest evolution of our need to say what we think and tell others. Social networks are the digital extension and expression of our love of clubs and fraternal organizations, an update on Aunt Blabby’s annual newsy Christmas letter and an outlet to empower and unleash our inner yentas. The early adopters have jumped into social networks to the tune of $920 million according to eMarketer, three-quarters of which was spent on MySpace (51%) and Facebook (19%). Like most early adapters the attention gets focused on the means rather than the marketing strategy. Every marketer you meet fantasizes about creating a low-cost viral video that skyrockets them to fame and ROI-heaven with millions of free page views and mentions or replays in the mainstream media. This fantasy is validated by a Feed Company survey in which 71% of creative executives believe that viral video will become a standard marketing practice in one to three years. Forty-one percent of clients told Jupiter they intend to upload video to social network sites in the next twelve months. The hold-up, according to the Jupiter Research’s 2008 Advertiser Executive Survey, is cost, anxiety about adapting existing TV creative and doubts about targeting. The critical questions for marketers are: How do we insert ourselves credibly into these networks and conversations? What’s the optimal use of this two-way communication and distribution channel? The answer begins with an appreciation of how these new networks are evolving and how people are electing to participate. Social media is evolving like cable TV did, from the broad initial pioneers who prove the concept and attract mass audiences to niche channels that hyper-serve specific market segments or aggregate content into broader sub-categories like dating, health or careers. If MySpace is the pioneer then LinkedIn is the B2B play and the contenders for other spots along the spectrum are beginning to line up. Josh Bernoff talks about a Social Technographics Ladder, a pretentious sounding 6-step construct, to illustrate how people actually use and participate in social media. This idea suggests that some people are online but “Inactive.” They basically don’t care about any of this. “Spectators” read blogs, watch videos and are passive voyeurs. “Joiners” sign up for things, create profiles and visit sites regularly. “Collectors” are one notch up; using RSS feeds, recommending and voting for content and adding tags to web pages. “Critics” are active participants posting their own content, commenting on blogs, or adding to and editing wikis. And “Creators” sit atop the social media food chain publishing blogs, posting images, making videos, creating mash-ups and downloading music. It’s a fair bet that the ladders map to a bell curve with “Inactives” at the right and “Creators” at the left. The hump is moving to the left as more people do more things. Breakout Solutions, a Fort Lauderdale software provider, called this state of affairs a “social media revolution” and advised its clients, “Whenever a new discipline is introduced that changes the entire dynamics of what influences consumer buying decisions and how you deliver your marketing message, you simply cannot afford to remain unresponsive and stagnant in formulating new strategies to meet business objectives.” And while I wouldn’t put it quite that way, I agree. So here are five things to do to seed social media into your marketing strategy. Find Your Peeps. It’s all about targeting. The goal is to comfortably intersect with your customers and prospects. In some cases you can add social media elements to your web site and to your marketing campaigns. In other cases it makes...
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Helping PR Make the Digital Transition The practice of public relations, especially media relations, is making a transition from semi-traditional press agentry to the digital age. In working with both PR agencies and clients, it is clear that the recession will further complicate the process of getting attention and visibility for brands. Here are 11 things to do to help smooth the transition. Integrate Channels. A publicity campaign is a multi-media event. Be sure that your website, your customer service representatives, your front line customer-facing employees and your printed materials are aligned and on-message. Think about what you are going to say and anticipate how, when and to whom your customers, prospects, investors, employees or competitors might react. Coordinate your announcements with other sales, marketing and out reach activities including e-mail, blogs, circulars, position papers, speeches, appearances and trade shows so that your brand speaks with a single, clear and consistent voice. Don’t Rely on Releases. The press release is the classic vehicle for communicating with journalists because they mirror the style and content found in the media. Many marketers think that the creation and transmission of a press release constitutes communication and persuasion. Nothing could be further from the truth. Press releases are a dime a dozen. They vary widely in quality and content and are frequently ignored by the intended recipients. As you compose your message consider a broad array of vehicles to transmit information. In many cases a short e-mail or voice mail message with punchy pitch points will work better. In other cases Op-Eds or letters to the editor or comments and feedback to blogs or published pieces are far better vehicles to get your message on the record. Leverage News Cycles. Each day has a news cycle and on an annual basis there are predictable sand evergreen stories that our 24/7 media cover. You can increase the likelihood of coverage by understanding and tracking these cycles and connecting your news to these patterns. Do the Math. You have an affirmative burden to link your news to ideas in the media, topics on the national agenda or subjects in widespread conversation. A new announcement without context and missing links to broader themes dies quickly of loneliness. You must also explain clearly and persuasively why your news matters, who it matters to and why anyone should care. Too often things that matter to you have little or no significance to broader audiences. The media serves as a gatekeeper to local, national, professional or global audiences. Think Like an Editor. News has to be new, different and significant in both absolute and relative terms. Reporters, producers and bloggers covering your industry or business can assess these elements in a nanosecond and grant you a hearing or close you down instantly. In framing any news release, announcement or pitch these elements have to be clear and up front. Make a Target Press List. Every business, industry and sector is covered by dedicated journalists. In some cases, its a challenge to figure out who naturally covers you because the number of journalists is shrinking and the amount of interconnection and overlap between topics is increasing. Err on the side of adding more names to your list because while the number of writers and reporters is shrinking the number of distribution outlets is increasing. So as you figure out who follows your business, each voice is likely to carry farther. Then figure out which media your most likely customers and prospects watch, read and follow and make a list of these outlets. Everybody really pays attention to a couple of sources and many of these sources can be predicted based on the age and business tenure of your customer base. Nobody can follow everything so don’t sweat the big picture. Zero-in on what the people you care about most do. The combination of these lists should be your primary media targets. Call and e-mail these people and keep the list as up-to-date as possible. Savor Search. Nine in ten journalists search the Web for story ideas, news sources and to check out people and companies they are covering or considering. Being found on Google, Yahoo and other search engines must to be a part of every PR program. This requires an understanding of natural search tactics, demands coordination between online and offline media channels and can be expedited by using the web for press release distribution. Optimize Keywords. We live on a word filtered, sorted and governed by key words. As you conceptualize your news or information...

Danny Flamberg

I am a veteran marketing consultant working with leading and emerging brands

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