Ngày tải lên :
07/03/2014, 00:20
... inthe
marketingmix.ButForrester’smostrecentupdatestotheirTechnographicsresearchsuggestthattheonlineopportunityisonly
gettingbigger:
“Whereisthegrowthinconsumptionofonlinecontentcoming from? From olderpeople… Social activityiswayupamong
35‐to‐44year‐olds,especiallywhenitcomestojoining social networksandreadingandreactingtocontent.Evenamong45‐
to‐54year‐olds,68%arenowSpectators,24%areJoiners,andonly28%areInactives.
“Here’swhatitmeans.Itwillsoonbenomoreremarkablethatyourgrandmotherreadsablogthanthatshereadsemail.
Social contentisgoingmainstream. Social contentrankshighonsearchenginesbecauseitchangessofrequentlyandgets
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Ourhumblescannerlitupthemommysphere.Duetothissinglecontestrunningon3sites,wegeneratedover80follow‐onblog
postsabouttheNEATCompany’sscanner,andalmost1,200readercommentsabout“whatI’ddowithaNEATscanner.”
Thisinformationwaspuregoldtoourclient–whohadnotonlyrecentlydiscoveredanewmarketopportunity,butnowalsohad
accesstohundredsofpages’worthoffree,user‐generatedcontentandmarketresearch,whichtheycouldusetoinspirefuture
productdevelopmentandmessagingideas.
Beatspayingthousandsofdollarsforafocusgroup.
Here’sanotherexample ...
Doesthatprospectmakeyoufeelnervous?Good,itshould.Soherearesomequestionstogetyoustartedinyourinvestigation:
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Haveofficial“rulesofengagement”re:bloggersbeendocumentedanddisseminated?
Haveallmarketingemployeesreportingtocorporatemarketing(and/ortoabusinessunit)beeneducatedonthe“rulesof
engagement”re:externalblogs?
Isthereachancethatanyofthebusinessunitmarketinggroupshaveengagedinapaidorunpaidbloggerrelationscampaign
already?
Ifanyofyourmarketingmanagershavepaidbloggerstowriteaboutourproducts/services,didtheyrequirepublicdisclosure
oftherelationship?
(Ifyoudigupunsettlinganswers,starttheprocessofdisclosinganypaidbloggerrelationshipsASAP.Youcanworryabout
“whatwentwrong”later.)
Bytheway,doyoutrulyalreadyhave“rulesofengagement”whenitcomestooutreachtobloggers?Thetipsonthenextpagewill
getyoustarted.It’sintheformofabookmark,soyoucanprintoutthepageandtakeascissortoit.AtSHIFT,thereisalaminated
versionofthisBloggerRelationsBookmarkoneveryemployee’sworkstation.
Whatabout Social MediaReleases?
Idon’tsupposeIcouldwriteane‐bookabout Social MediaMarketingwithoutmentioningmy“baby,”the Social MediaRelease
(SMR).
Whatisa Social MediaRelease,inessence?A Social MediaReleaseconvertsthe100‐yearoldtext‐heavypressreleaseintoablog
post,withallofthecoolfunctionsofablog–includingmultimedia,theabilitytocommentandaggregateinboundlinks,etc.SMRs
canpoweradirectconversationwithstakeholdersaboutyournews,andgivethemthecontentelementstocarryyourmessage
forwardontheirown.Cool,right?
Buthere’saradicalsuggestion:don’tputany Social MediaReleasesoutoverthenewswires.
WhileIsincerelyapplaudhowfarthewireservices(BusinessWire,Marketwire,PRNewswire,etal.)haveprogressedinall‐things‐
social, Iamunconvincedthat“distribution”istheBigIssuefor Social MediaReleaseadoption.Thepowerofthe Social Media
Releaseisnotaboutdistribution,it’saboutempowermentandconversation.
... it'scertainlynomorenefariousthanthetargetingtechniquesthatbigadvertisers,politicalcampaigns,
etal.currentlyusetotrytoinfluencepeople.
So,now,extendthisapproachwithyourownbrand.
Whatifyouareamarketingexecatacompanythatsellsdigitalcameras?Howaboutcheckingoutthislinktoseethemostpopular
del.icio.uspoststaggedwiththephrase“digitalcamera.”Youseethatthetoplinkistothewell‐regardedblog,DigitalPhotography
Review,whichhasbeensavedbyover17,000del.icio.ususers.
Maybethat’stoomany?Maybeyouwanttofocusan“edgework”campaignonthecutting‐edgeFlickrcommunity?Cool.The#2
most‐savedlinkusingthe“digitalcamera”tagisthisone:“Top10camerasonFlickr–Digitalcameranews–
Logicamera.com,”whichhasbeensavedby111people.Whatcanyoudowiththisinformation…?
Example:Perhapsyourclientisabigcameracompany,whichwantsto
createafocusgroupforanupcoming“dummy‐proof”dSLRbyrecruiting
peoplewhohavepubliclysavedatleastten“digitalphotography101–style”
links.
Firstoff,youcouldcreateamicrositecontainingaspecialoffertopeople
whovolunteerforthisfocusgroup,andthen“saveitfor”thisnewbiegroup
whomyou’veidentifiedviathedel.icio.ustagsearchstrategywe’veoutlinedhere.
Onehundredandninety‐fourpeoplehavesavedthisarticleabout“WhichlensesformyDigitalSLR?”Giventhe“tutorial”toneof
thearticle,it’ssafetoassumethatthese90peoplearelikelygettingseriousaboutphotographybutmaystillbefairlynewtothe
burgeoningdSLRfield.Youcouldcross‐referencethese90usersagainstthe115userswhosavedthe“Top10camerasonFlickr”link
mentionedaboveandvoila:you’veidentifiedexactlythetypesofpeoplewhomaybehappytoserveinafocusgroupaboutyour
client’snewdSLRcamera–especiallyifyouofferthemabigcouponforyourbrandedgoods,ormaybeconsidergiftingthemwitha
FlickrProaccount.Inreturnyou’dgetterrificfeedback from savvyonlineconsumersaboutyourproductandbrand…andpossibly
thebeginningsofabuzzcampaignaboutyourupcomingproductlaunch.
Whenyou’relivingontheedge,thepossibilitiesareendless.
Ihopethecontentinthise‐bookhelpedyouout.I’dlovetohearyourfeedback!Ifyou’vegotquestionsorcomments,dropmea
lineattdefren@shiftcomm.com.Andbesuretosubscribetomyblog,www.pr‐squared.comformoreinsights,ideasandramblings.
Lastbutnotleast,ifyou’reamarketerwhocoulduseouragency’shelp,hoponovertowww.shiftcomm.com.
Ifyouthinkbacktosomeofthedown‐and‐dirtyideasdiscussedinthise‐book,you’llrealizethattheseconceptsofparticipationand
findabilityareinextricablylinkedtothetactics.Forexample,byreachingoutdirectlyto social bookmarkusers,youareparticipating
inacommunityandensuringthatyourcontentbecomesmorefindable–throughyourdirectactionwithusers,aswellasby
ensuringthatmorepeoplesaveandshareyourcontent(withtheaffiliatedtagsthatbenefityourbrandandyourSEO).Subtlebut
importantstuff,eh?
linkedtomoreoften,somoreandmoreonlineadultsarebecomingexposedtoit,acceptingit,andembracingit.Ifyou’rea
marketer,nomatterwhatgroupofconsumersyou’retargeting,thismeansyoumustpayattentiontothe social world
online.”
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###
Whatagreattimetobeamarketer!
Now,talkamongstyourselves!
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Forexample:TheBabyBoomersarenowreachingretirementage.ThatmeansthattheWWIIgenerationisnowenteringits
twilight.AndthatmeansthatplentyofBoomersaregoingtobecaringfortheirownchildrenaswellastheirelderlyparents,with
increasingfrequency.AccordingtotheAmericanAssociationofHomesandServicesfortheAging,between2007and2015the
numberofAmericansaged85andolderisexpectedtoincreaseby40percent…andby2020,12millionolderAmericanswillneed
long‐termhealthcare.
Thepeoplemostaffectedbythesetrendsarealreadydesperateforsolaceandcounsel,and
theirnumberswillonlygrow.But,mostareSpectators.Wherecantheygo?Thethriving
communityatasitelikeEonsistinycomparedtothelargerneed;besides,asnoted,Spectators
don’tevenjoin social networks.
Whiletherearesomegoodresourcesavailableonline,virtuallyallarecurrentlystatic,“1.0”sites
thatwillonlybefoundviaatypicalGooglesearch.Evenwheremessageboardsareavailable,
theytendtobescattershot,redundant,and/orthe“authority”ofthemoderatorsis
questionable.
Meanwhile,theblogosphereappearstobeveryquietontheseissues.(Why?Cuzthefolks
facingthesechallengesareSpectators!Theyarelookingforcontent,notcreatingit.)
Thereisamajoropportunityforalargehealthcareprovider,insuranceagency,ornursing
homesyndicatetocreatecompelling,interactive,ongoingcontentthataddressesthisneed.
Imaginethethoughtleadershippotentialforabrandthatgetsthisright,justasthechallengeis
bearingdownonanentiregeneration?
Thatdoesn’tmean“createanew social network. ”Yetagain:theSpectatorsdon’tjoin social networks!
SohowdoyoureachtheSpectators?
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Ofcoursetherearechallengesforanycompany–evenofBMW’ssize–to
scaleandtrainandmonitoragroupof“communitymanagers”thatcould
serveasadjunctstothemarketinggroup.AlsoIacknowledgethatthiswasan
unscientificapproach.ForallIknow,BMWisengaging“big‐time”inother
partsoftheblogosphere.
BMW’s“failure”inthisexperiment,wasnottakingadvantageofaneasily‐
identifiedopportunitytoengage,consistently,inaplacethatissoprominently
impactingtheirbrand.
Ifyou’renotpayingattentiontowhat’sbeingsaidaboutyourbrandwithintheTop10searchresults,howcanyouclaimtobe
“engaged?”
Googleiseverybrand’snewhomepage.JustaskSpiritAirlines:the#5organicsearchresultatthetimeofthiswriting?Ablogpost
thatsays“DoNotFlySpiritAirlines,”whichwassopoorlyhandledbythecompanythatitspawnedallkindsoftrouble.
ParticipationisMarketing.Thebettertheparticipation–intermsoftone,responsivenessandfrequency–thebetterthemarketing.
Thinkaboutwhatthecustomerswanttohear,notwhatyouwantthemtohear.(Andcertainlynotwhatyouwantthemtobuy.
Social Mediaisnottherightforumforasalespitch.Ifyouworkonbuildingloyaltytoyourbrand’spersonality,saleswillfollowin
duecourse.)
So,if“participation”isthegoal,howdoyougetstarted?
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Remember,youonlyget255characterspaceswithdel.icio.us,so,keepitshort&sweet,likeso:
“Noticedyou’dsavedSHIFT’s Social MediaNewsReleasetemplate.Thoughtyoumightalsobeinterestedinthis Social Media
Newsroomtemplate.There’saPPTavailable,whichdescribesthewholeapproach,atshiftcomm.com.I’m
attodd@shiftcomm.com.”
That’s247characterspaces,inwhichwe’veexplainedHOWwefoundtheperson(relevancy),WHYweare“intruding,”andWHERE
theycangetmoreinfoifinterested,includinghow‐towriteback,formoreinfo(ortokvetch).
It’simportanttonotethatmanypeoplewhousedel.icio.usforpersonalreasonsdraftquicknotes(tothemselvesand/ortothe
community)aboutWHYtheysavedthelink.Thisallowsforamoremeticulousapproach,i.e.,ifsomeonehasnotedthattheydislike
the Social MediaNewsReleasetemplate,theyshouldn’tgetthegenericnoteusedabove!Wecouldignorethem,ortryasofter
approach.
Nowwhat?
Oncetheoutreachhasbeenmadeviathe“for:username”function,somefolksonthereceivingendofourcampaignwillelectto
“accept”thislinkbyactivelysavingitwithintheiraccount(ametricyoucantrack).Somefolkswilltakefurtheraction:theymight
blogaboutit(measurable);theymightdownloadthetemplate(measurable);theymightcommentattheoriginalNewsroom’sdebut
blogpost(measurable).Theymightemailyoudirectly(measurable).Theymightdonothing(alsomeasurable).
Inanyeventwecanfeelprettyconfidentthatwe’veONLYreachedouttopeoplewhowouldlikelybegenuinelyinterested,basedon
theirprior,public, social bookmarkingbehavior.Ifwe’vekickstartedtheconversationabout Social MediaNewsroomsa‐fresh,it’s
likelygoingtobeasmoothandproductivetransitionwiththiscrowd.
Harkeningbacktomystatementthat“yourmileagemayvary,”youshouldkeepinmindthatnotallend‐userswillappreciatebeing
reachedouttointhisway.ButtheapproachIamdiscussinghereallowsthemarketertonarrowtheiroutreachbasedon
identifiable,contextualand(Idaresay)legitimateapproaches:“YoupubliclysavedTHIS;youevenpubliclysaidWHYyousavedit...