Why Leaders Must Engage with Social Media

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:

1. There may be external events that are picked up on social media and require attention.
2. 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?

W&P Reunion.pptx

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This presentation was a lot of fun to develop. I hope you have equal fun reading it.

Even more, what are your thoughts on this important, but undercovered, subject?

Nokia's Vision for Social Media Marketing

Nokia generally shows up on lists of the top global brands. This year it was 8th on Interbrand’s annual survey. The report describes today’s consumer as “skeptical, social and savvy” and has good content on branding in that environment. Nokia’s response on their Conversations blog is also worthy of note by social media marketers.
It’s Nokia’s vision for what’s really their integrated marketing communications strategy, not just their social media strategy, that I find compelling. Their emphasis on getting away from isolated campaigns (“big bangs”) in favor of continuous engagement in earned media represents clear understanding of communications in a global, connected world. Forrester defines “earned media” as customers becoming the channel as a result of a sustained and well executed social media strategy in paid and owned (branded) media.

But even if you are a big brand with a lot of resources things will sometimes go wrong as they recently did for Nokia. However, they managed to turn a distinct negative into something reasonably positive.

It’s a story of a sports blogger being approached by Nokia’s PR agency with incentives for participating in one of a set of sports events as part of an outdoor-themed campaign. There’s more to it and you should read it for yourself, but the bottom line is that the promises to the blogger were simply not kept. Is that more likely when the campaign was outsourced? You can decide that for yourself.

The story was published on the British Econsultancy blog on October 12. Nokia’s response wasn’t fast (see the October 20 comment), but when it came social media director Mark Squires took responsibility for the fiasco and made it clear that Nokia tried to make up for the failure. When you screw up, that’s about the best you can do.

The good news is that it seems to be a relatively rare screw-up by a company that generally does its social media marketing well. In fact, the early October interchange with Econsultancy appears to have resulted in a late October interview with Mark Squires that’s worth reading for insights into how Nokia’s strategy has evolved within the organization.

While researching this post, I came across an interesting conference presentation by Molly Schonthan who was then head of social media for Nokia in North America. The section on their complex and apparently effective program at SXSW2010 is especially interesting. If you don’t have time for the 30-minute video, page through her presentation for more interesting insight into a company that takes social media marketing seriously.

What Is Your Social Media Hub?

Sergio Balegno, Research Director for Marketing Sherpa, is a recognized thought leader in Internet marketing best practices. He gave a superb guest lecture in my social media marketing class last week. There was one thing in particular that he articulated much better than I’ve been able to do. It has to do with organizing your ‘traditional’ Internet and social media marketing around well-defined hubs.

It’s clear that any Internet marketing effort needs to have an activity hub. In the early days—before social media—it was equally clear that the hub was the website. All marketing efforts, PPC and display advertising—pointed there and Internet marketing objectives were achieved there. Objectives might have been driving traffic to retail stores, providing content for customer acquisition and retention, conducting ecommerce, or others as appropriate for the enterprise marketing strategy. Whatever the Internet marketing objective, the website was needed to achieve it.

Enter social media and our efforts to understand how to integrate these networks effectively into our marketing strategy. What is the correct centerpiece of for this marketing element? Social media efforts can point back to the website, and sometimes that may make sense. But often the efforts on public networks are best pointed back to the corporate blog. Sergio used as an example the Cisco Collaboration program that I wrote about last week.

Why should social media point to the blog and not to the website? The main reason is that blog content can—and should be—updated frequently with content that supports the social media efforts with precision. By its very nature, website content is updated less frequently and often is less precisely targeted to particular user segments and/or interests.

That led me to a second ‘ah-ha’ moment--the importance of recency in achieving prominence in search engine results. I hadn’t updated my thinking from the era (a couple of years ago) when things like keywords, number of incoming links, and number of clicks were only determinants of rankings in organic search. Here’s a summary of rank determinants; click through for a mind-numbing list from seo experts. With the addition of things like news, images, and videos search results pages provide the most current as well as the most relevant content. Search any current event and see for yourself!

The take-away is this: Your website is the hub of your ‘traditional’ Internet marketing. To be direct, it’s where you can sell things or acquire sales leads. An increasing number of the people who become leads or customers are going to find you, learn more about you, and develop trust in you through social media. The blog provides timely content and connects to activities like your YouTube channel and other social networks. It points readers to your website for conversion when their time is right. Their time, not yours! That makes your blog the hub of your social media marketing.

There’s still a lot of work to do in integrating all this activity. But a clear understanding of this key principle is necessary to an efficient strategy with marketing effectiveness!

It's Not HAVING Platforms; It's USING Them Well!

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.

Good advice all!!!

Digital Moms on the Move

Every so often I get energized to write a post on moms on the web. I’ve done Mommy bloggers—who they are, how to reach them, and the importance of transparency. The latter was before the FTC proposed regulations and guidelines.

Moms have always been purchasing agents for their households; now they have digital tools to do it. The chart from the Razorfish/Café Mom study shows the digital channels moms use, categorized by mainstream channels used by over 50% of moms, mainstream used by about 1/3 of them, and emerging used by less than 25%. eMarketer adds to this picture by pointing out that moms are using their smartphones to do things like searching for recipes online. Think of the opportunities for reaching them in the course of such activities, but also note that the best way is not advertising in many channels, especially mobile. The second chart suggests that ads on social nets get a rather small amount of attention and even less action. Awareness? Maybe.


What made the subject top of mind was a headline in Marketing Charts a couple of days ago: “Retailers Can Lure Moms with Social Media, Free Stuff.” That’s not exactly a surprise, but the chart on what promotions moms find most influential is interesting. It’s also interesting that moms are more influenced by everything than are adults in general—the purchasing agent effect in operation. What interests me even more when I look at this chart is the ways in which marketers can reach moms with the promos they care about. Just a few examples:

• Notify moms of Product Samples In-store on their social networks (message your fans, advertise to others) and by reaching out to the ecosphere of mommy bloggers
Actually, that advice hold true for most of the items on this list.
• Use the database from Store Loyalty Cards to reach moms with permission email and mobile coupons based on behavioral data.
• In-Store Events and Parking Lot Events can be Tweeted to build excitement and momentum.

Think about it: what promotional techniques should you be using? How can you notify moms that they are available?

Ponder this quote from the RAMA study that produced the promotion data:

“Retailers who aren’t engaging customers through social media could be missing the boat,” said Mike Gatti, Executive Director for RAMA. “Twitter, Facebook and blogs are becoming increasingly popular with moms as they search for coupons or deals and keep in touch with loved ones. The web provides efficient, convenient ways for brands to stay in front of their most loyal shoppers and attract new ones.”

He’s being tactful! Unless your women customers are all over 80, you need to be actively pursuing social media strategies—listening and engaging, not advertising. Otherwise, the boat goes without you!

Widgets for Content Distribution

My fascination with widgets has been documented from the early days. About a year ago I wrote about Google gadgets and suggested that marketers check them out and see how they work; they can be DIY. If you search widgets on the blog search bar at the top of the page, you’ll find more widget posts, most about marketing campaigns that have a widget component.

Whatever you call it—and Hubspot’s Inbound Marketing term is one of my favorites—marketers have to get the word out and bring people back to their website (or blog) for information or action. For most websites, search is primary in generating traffic. Another important way to bring traffic to your site is to get content out with links back to your site. Widgets are perfect for that; see the McKinsey widget on the sidebar of this site.

Last week’s post on applications and widgets emphasized some of the large players in the space. Can a small blog/a small website use this technology cost-effectively? The answer is “yes.” “Free” is more difficult.

This aspect of the subject came to mind when I received an email from Wowzio.com about a new hosted widget service that’s the brainchild of former Yahoo! social media and software powerhouses. I was interested and checked it out. They have a good explanation of white-labeled widgets. It’s a hosted service, so there are charges. It’s still in Beta, so they are offering free services for personal blogs. I took advantage of their offer, requested and invitation, and took the widgets for a trial run.

The way it works is simple. You provide your blog or website address. They make some connections on the back end and send you a link to your widget page. At present, they have six widget templates from which to choose, as the graphic shows. The “Customize This” link leads you to a page that lets you size the widget and choose background colors. Then it gives you embed code. Even better if you have a blog on a standard platform like Blogger or Typepad, you simply click the button for the platform and it inserts the chosen widget on your blog. Then you configure the sidebar content as you want it. I tried tag cloud and live activity widgets and they showed up on my blog, just as Wowzio said it would. Look at the right sidebar; they are interesting, fun to look at. The content distribution issue is that, if you want to Grab This widget, you can put it on your own blog or website, just like I put the McKinsey widget on mine. Your content has just been made available to readers/visitors of other sites!

I was intrigued, so I asked for an invitation for the natural history blog I edit. It has many beautiful images, so the photo gallery widget was an obvious choice. It’s lovely, but it’s far enough down on the sidebar that it’s below the bottom of some posts, meaning many readers may not see it. I need to work on the sidebar design more and see if I can move it up further without decreasing some of the important subscription and search items—all of which are widgets of one kind or another!

Wowzio enters a space similar to other app platforms like Kick Apps, which has been around for awhile. They have a lot of explanation about how it works and there’s a link for pricing at the bottom of the home page that gives you an idea of what these services run. I don’t see doing this one myself. It really would take a developer, but from what I’ve seen that would be a one-time cost of a few thousand dollars, depending on your location (and how busy free-lance developers are!). Wowzio doesn’t seem to have set a price for small business customers yet, but that will certainly be forthcoming.

The critical question for a small business is whether it’s worth a hosting fee—say $100—each month plus a developer if you need one to create the widget.

I think there’s a pretty simple answer. Do you have content that a clearly-defined target audience would like to include on their own blogs or websites? That would be content that is relevant, engaging and continuously updated.

If you have great content, you may be ready for a widget to distribute it. If you don’t, you need to be working on the content. Great content always comes first!

Women, Brand Marketing, and Social Media

Two recent headlines summarize the dilemma for marketers:
• SocNet Branding Fails to Sway Women
• Are Women Really Ignoring Social Network Marketing? (eMarketer, September 17, 2009)
Both articles are based on data from a Q Interactive study recently presented at AdTech Chicago. (See the full presentation here; it has a lot of data and includes two successful brand studies.)

First, let’s admit that the research is all over the place and that headlines often fail to capture nuances. We know that women are on social networks like Facebook in large numbers. However the study as reported in eMarketer makes it clear that some brand marketing activities do have impact. In this economy, not surprisingly, coupons and discounts have the most impact—not exactly what brand marketers want to hear. Online ads have much less impact; purchasing advice from blogs, online communities and website have even less. A study by the Marketing to Moms Coalition and reported in Marketing Charts asks the question more broadly and finds 49% of online moms doing product/price research and 45% shopping for their children.


So moms are online; they are researching and making purchases. Why do they report so little influence from online brand development efforts like marketer blogging and use of social networks. Maybe it’s just the word “marketer.” We also know that WOM is still the most trusted source of information. In the study I talked about earlier this month “Consumer opinions posted online” came in a distant, but still strong, second. Surprise, surprise! Consumers have never been highly trusting of advertising. I don’t think it matters a bit whether that advertising is online or in traditional media.

The difference, obviously, is that consumers now have the ability to make their experiences and opinions available online. That puts them in strong competition with marketers who are trying to make their voices heard online. And since “people like me” are trusted to give good advice, their voices have impact. That says a lot about how brand marketers should be approaching social network marketing. In the Kraft and Fisher-Price brand studies in the Q Interactive presentation, you’ll see lots of coupons, which the data says women are looking for, and contests, which are engaging. But you’ll also see growing attempts to dialog with women and to listen to what they are saying.

But there may well be another issue that arises from the nature of the social platforms themselves. A study from BlogHer, iVillage and Compass Partners reminds us that women use different social platforms for different purposes. Social networks are primarily used for social purposes. Blogs score much higher for both getting information and sharing opinions. (See the full presentation here.)

Social media can work for brand development and marketing. It doesn’t come quickly or easily, as I’ve said many times. It’s important to start by recognizing that not all platforms are created equal, as far as marketers are concerned. The corollary to that statement is that it takes different types of marketing effort to be successful on different platforms. Starting from this rather simple premise should help brand marketers develop social media strategies that do have impact.

Encouraging Local Businesses to Go Social

It’s no secret that I’m a fan of local media and find their business proposition compelling in a world where traditional print (see yesterday’s post) seems on an irreversible downward path. I’ve written about Cape Cod Today before. I post a local blog there and have become somewhat familiar with the operation. It is part of their local orientation that they have a blog design and marketing service as one division of the business. I follow them (as well as Wicked Local Cape Cod) on Twitter; it’s an interesting way to keep up with local news for someone who long ago stopped reading the print version of newspapers. They have a Facebook page which appears to be manually maintained with 135 followers as of today. Their Twitter account has 750 followers and uses TwitterFeed to automatically post items from their home page. The ratio makes sense to me.

Going through my summer info, I was interested that, having learned about Facebook and Twitter themselves, they had introduced a new service for their clients; setting up a Facebook page and/or Twitter account. I took a quick look at some of the businesses using the service.

The Facebook page of the skydiving service is vibrant—makes sense. This is an experiential service and Facebook is a good place to give a sense of the experiences. I don’t find a Twitter page for them. 140 characters doesn’t give a good opportunity to create a sense of experience but it could link back to the Facebook page or to their website. Their website offers basic information but not much fodder for the social sites; it’s connected to their Facebook page and that works. The website doesn't have a prominent Facebook logo, and given the richness of the content there it should be useful to people considering a purchase. A key question is--how much content can three people be expected to keep up? That will help reduce the number of options!

The Mediterranean-style taverna is active on Twitter—a good place to promote today’s menu items and special events. I don’t find a Facebook page for them (why is it so hard to be sure?*?), but they have a blog on their website.

The yoga instruction center is using Twitter primarily for branding. Not an ideal use perhaps, but this couple has had a blog on CCT for awhile and they use it in the same way. It’s an integrated communications program that’s likely to pay off for them over time.

Three businesses—three different approaches to social media platforms. There are two primary take-aways. First, any business must use the best platforms for their objectives, which must themselves be closely mapped to the business concept and objectives. Second, the social media platforms can be a real hog of employee/owner time. It’s important to select the right one and to use it consistently.

I checked another Facebook/Twitter combo for a local business which CCT describes as “recently set up.” No activity—no posts, no Tweets, no new fans or followers. That’s the danger. Everyone I know is surprised by how much time and effort it takes, whether “it” is a blog or a Facebook page or another social media endeavor. The exception can be Twitter, where it’s possible to feed directly from your blog or Facebook page, making posts do double duty. That’s fine. Whether it’s enough is a question.

Social media is a commitment that local and other small organizations should consider carefully. Many of them cannot afford much/any media advertising, so it seems a sensible option. However, there are possible downsides. Does an unmaintained page damage the brand of a small local business as it would a national brand? Probably not as much, but it can’t help. Will you buy from a retailer with a messy store? Unlikely. Does the same principle hold true for keeping your Facebook page up to date? Time will tell. My guess is yes!

Sign of the Times--Nascar and the Web

A lot of social media developments passed by while I took August off. A few of them were worth saving and revisiting. One was the announcement in July that Nascar had picked 20 websites and blogs to credential for press coverage.

According to Ad Age (subscription required), “The attrition of both space and writers at newspapers around the country has meant a growing number of empty seats at Nascar media centers and press boxes, and less mainstream media coverage for the sport.” Add to that a weak economy and high ticket prices, and Nascar racing, along with other sports, has suffered. As far as I can tell, Nascar still has the highest “attendance” figures for any sport in the US, so it’s an important bellweather. Their website makes it clear that this Turner Interactive site understands the power of the web, engagement, and interactivity.
In this media environment Nascar executives were smart to rethink their historical distrust of non-traditional media. The Sports PR blog has a nice commentary on their process and motivations. The 20 sites selected are listed in Nascar’s press release.

Most are websites; a few are blogs. I look at a few of each, randomly selected. My eyes glazed over pretty quickly because I’m not a professional sports fan, especially Nascar. But it’s clear to even a non-fan like me that these are serious sites or blogs, with multiple contributors and in-depth coverage. They are definitely not just a guy with a blog and an attitude.

The Ad Age Article points out that both the NBA and MLB have credentialed writers for both major websites and sports blogs. NBC just purchased ProFootballTalk.com. Local teams appear to credential web writers based on their own criteria. Ad Age says, “The Baseball Writers Association of America, which has lamented its dwindling ranks because of newspaper layoffs and cutbacks on space, voted in December 2007 to open its membership to web-based baseball writers.” That’s definitely a sign of the times!

The decline of print media, especially newspapers, continues unchecked, although multiple sources, including Pew, find use of online news sites continuing to grow. As far as I’m concerned, there’s still reason to view unedited news with care. Some news sites have editorial scrutiny; most do not. Does that mean their information is invalid? Does it imply that they cannot—and will not—increase in professionalism as they continue to gain prominence?

My personal answer is “No” to both. Online, including video, clearly seems to be the future of news. That’s a revenue issue for content marketers and an advertising and promotional one for the rest of us.

Ignore at your peril!

Architecture, Art, Gardens and Social Media

One of my life goals is to be a master gardener. Last fall I finally applied to the program. I’d been told that virtually no one was accepted on the first try, but I was optimistic because I thought I had a lot to offer. When the rejection letter arrived, I felt, well--rejected!

To make up for my disappointment I started looking for a gardening tour. Most of the standard ones either weren’t what I was looking for or didn’t fit my schedule. I was, though, intrigued by the ad I found in the English Garden magazine for a course called English Architecture, Art and Gardens in the Age of Jefferson. It was offered by the University of Virginia at Merton College, one of the colleges of Oxford University. What’s not to like about that? I signed up for it, and I’m really glad I did! We had an absolutely wonderful week—learning a lot and making new friends.

I hope the link to the course description still exists when you read this; it will give you a better idea of the richness of the content. Lectures on architecture were given by Richard Guy Wilson of UVa while lectures on art were by Justine Hopkins of Bristol and Oxford Universities. We had wonderful guides everywhere we went, supplemented by expert commentary from Richard and Justine. One evening we had a delightful lecture on the food and drink of the Middle Ages by Elizabeth Gemmill, Oxford program director. The UVa program director was Joan Gore, and the two of them made a great team.

We had meals, including served dinners, in the Merton dining hall; we’re standing on its steps in the group shot. The dining room itself was incredible—channel Shadowlands or Harry Potter, whichever is your genre. Lectures were conducted in a room in the Examination Schools building. It was a treat just to be there and to imagine the rooms filled with angst-ridden students clad in academic robes. In the spirit of full disclosure, Diana took the group shot; I took the one of Richard and Justine conferring in the examination room. It’s obvious who’s the pro here!

Two highlights for me were the field trip to Stowe and the choir concert. Stowe was a complete unknown to me; apparently the gardening magazines don’t write about it because it doesn’t have flowers! It was the first major garden commission of Capability Brown and seeing the incredible grounds (no, I didn’t miss flowers) helped me immensely to understand the impact of the movement he represents.

On Wednesday we attended Evensong at Christ Church, and it was very pleasant. We were told that the same choir would give another concert that evening in Merton Chapel and I liked the music, so I decided to attend. The performance of this visiting choir at Evensong was enjoyable; the second one was mind-blowing. The Merton Chapel is smaller and the acoustics were infinitely better, both because of the late hour and the absence of outside distractions. It was almost an hour uninterrupted liturgical music in a spectacular setting—truly a memorable experience!

My new friends are going to have additional high points and better pictures, I’m sure. That’s the main point of this post—to give us a central place to record our impressions and a place to link the pictures and slideshows that we’ll upload. I’ll link pictures as well as blogs and personal pages under the participant’s name on this post as they’re sent to me. I hope others will add their reflections as comments to this post. It will become a delightful record of our trip. Personally, I plan to inflict it on my family and friends as part of my annoying Christmas email!

A final note to my regular readers. This course was well done on all dimensions but I don’t know of any travel program that has gotten the social media implications. Mark got it from a participant’s standpoint on his personal blog (be sure to look at the comments on this post; that’s what it should be about). See what happened (the comments) when posted the following year about his forthcoming Oxford trip. That’s real CRM!

As I said, the purpose of this post-trip post is to give the participants a central place to store memories. Why doesn’t a travel program put it all together? Travel is inherently a learning experience. Emphasize whichever aspect (is it learning; is it experience?) is most central to a given offer. Better yet, give your clients a way to emphasize the aspect that is most central to each of them! Engage them in preparation, let them post if they wish during the program, and provide a place for them to store both visual and verbal memories.

It’s another instance in which customer reviews of experiences become the best marketing for future offerings. Right now, the travel programs are ceding that function to sites like Trip Advisor!

Happy rest of the summer!!! I’ll resume social media posts after Labor Day.

Ann's trip blog
Debra and Pat's Slideshow
Richard's show at UVA
Pat's watercolors
MLR My Room with a View