Social media… it’s not just about reaching social adopters

Social is often talked about as a tactic to use to communicate with younger, technologically connected consumers. However just as social has evolved from community discussions to real time chatter, the reach and pervasiveness is changing as well and no business can afford to remain on the sidelines these days.

Earlier this week Bing introduced Twitter content into search results and for select individuals is even including Tweets directly. This is likely just the first step in what will become a much larger change in how search works. Twitter’s open, searchable network offers a whole new opportunity for search to remain relevant and real time. Even Facebook, the site which excelled because of it’s ample availability of controls and privacy options is moving towards open content and real time information as it pushes users to share pieces of their interactions more publicly.

While Bing may be the only engine to use social natively, consumers are already asking for others to do so. XYZ’s popular FireFox plugin pulls tweets right into a search result, which as the screenshot below shows, puts social media front and center for a searcher.

As social becomes more categorized and even more utilized it’s completely possible that we will see social discussions start to replace webpages to answer questions and seek information. Users may have the option to view matching sites, tweets or simply post their own question which, thanks to real time networks, will likely be addressed in a matter of minutes if not faster.

All of this means that brands who are not participating in social are missing the opportunity to be seen well outside of the traditional social walls. Looking at the example above there is a clear opportunity to reach right into what a consumer needs and route them back to your business. Whether you’re a national chain looking to add to the conversation about your deals or an individual store talking to a local consumer about a question they had, when it starts showing up in search results not being found isn’t an option.

Thursday, July 2nd, 2009 at 17:51

Blogs, Communities & Social Networks… Where should you really go to reach consumers?

These days almost no one escapes the talk about blogs, communities, Facebook, Twitter and so forth. These mediums have become the talk of the news often trumping the content its self and with massive adoption they are exploding into just about every corner. However with so many discussion points companies have run into a hurtle – where to focus efforts? How to chose the “right” channel.

iphone-blogStart with the bloggers… There’s no doubt that blogs are important — some call them the new newspapers, others say its journalism simply gone digital, but either way many influential bloggers exist and top blogs have a serious reach. But does that really make blogs the spot to be? It’s a difficult question to answer. After all blogs show up well in search results, strong arguments get shared and passed around on social networking sites and in email and they exist for as long as the owner wants with archives that most other channels don’t have. Still it’s rare to hear a consumer talk about seeking out numerous blogs to do research because they are blogs. Sure some people follow a few especially as it pertains to their professional life or major hobbies but when it comes time to buy that car, to upgrade the tv or find a moving company blogs often end up as the destination because of their search placement more than their nature as blogs.

itunes-facebook

Then you have the major social networking sites which range from photo sharing sources to professional networking and even micro-blogging. Like with blogs these sites have super users but also many, many, many more casual users who make up their vast reaching networks. That’s about where things stop though. On one hand there’s an element that social marketing has that blogs just get – and that’s personal connection. When a friend endorses, or insults a company on Facebook, you immediately know why. When your former colleague answers a LinkedIn question you know if you trust them or not. But unlike with blogs their relevance in search is questionable… communities may rank well but it’s just about unheard of to see a Facebook page answering a question about the MPG of Toyota’s new Hybrid.

iphone-twitterSocial networks also have the advantage of pushing information out. Where blogs rely on sharing and search to be found Facebook, LinkedIn and MySpace feed profile changes, status updates, reviews and loads of other content out. This exposes people who may never have been looking to all sorts of things they would never have otherwise seen and is basically a digital form of word of mouth powered by a much bigger voice.

travel-community1Finally there are niche social communities. While not as well known or highly trafficked as the broad social networks, communities pull together some of the benefits found in each. Personal communications bring members together, alerts and updates reach out to networks, and open URLs make them search engine friendly and great sources for consumer research. Communities are however more fickle. It’s not simply a matter of being a participant or posting an ad; companies must find out how each works in detail and participate beyond comments about themselves and their topics. Companies must participate in many places to reach less people and must be aware of sings in focus and even ownership. When done right there’s a lot of value, when done wrong it’s asking for disaster thanks to a lot of negative comments and chatter.

All of these channels come with perception downsides as well. In discussing this very topic today with two entirely different non-web people I was given two great examples about why they don’t tend to follow blogs. For one it is because of trust issues and for the other they simply don’t know where to find them in relation to any other page. However if I ask friends about the use of social networks to get recommendations or practical information many people point to inadequate responses that just don’t have the meat that blogs (and other sources) tend to include. Whether it’s not enough trust or not enough expertise the options are not perfect.

I think it’s safe to say that focusing on one side of the table is only to your own detriment. Blogs have followers, and finders. They influence, they get pointed to and they are open. Social networks may be less about a single topic (although there are many, many niche communities) and certainly less concise (many posts, many items to evaluate) but they reach deeper and access personal, one to one relationships that motivate in a whole other way. And communities drive people to engage as one to one around a topic creating a whole new spin in the term “enthusiast”.

Ultimately you need to do is figure out where the balance lies for your company. Figure out who you’re trying to reach and where and make the most of it.

If you’re a larger focused consumer facing organization, being well represented in blogs will help with research, communities with getting to your core customers but social networks will drive the mass appeal and involvement to make big numbers. But if you’re focused on trying to get a smaller segment to act, or just want to reach a more core audience for a smaller product focus, it may be ideal to shift away from the big networks and focus on the relevant followed blogs and forums. Similarly if your demographic is very socially active more effort would go there than to blogs and vise versa.

It’s all a matter of picking the right battles based on your needs and not mistaking the trend talked about on TV with the one you actually need to get your name, product or discussion out there.

Is social media making us less social? Or are connections simply evolving.

Humans are naturally social beings, we thrive when put into groups, have adapted the world to build our civilizations and revel in adventures we share with family, significant others and friends. Indeed one could say that without social connections humans would not be human at all. Even Chris McCandless (Into the Wild), the young man who wandered off into the Alaskan Frontier to try and escape people and their flaws ended up making the simple conclusion that “happiness only real when shared” shortly before his untimely death. To most of us it is our friends, family and the experiences we have with them that makes our life what it is. But in the past few years people have begun questioning, even challenging if the internet is eroding the social bonds that we have relied on for millennia.

A decade a half ago Robert Putnam wrote his famous essay Bowling Alone which spoke about how technology had isolated individuals by driving people away from the social clubs and group events that were so prevalent in earlier decades. Putman remarked that instead of these social gathers, people watch TV in what he called social isolation. While Bowling Alone was by no means the first critique of technology on individuals it was modern, timely and ironically, well circulated in part because of technology. Putman was not alone in his thinking; this critique has been made since the radio first crackled on and perhaps before. As we age the concept of new technology often seems foreign, invasive and negative as it impacts the way in which we the world functions bringing the unknown into our daily lives.

However while the radio and TV consumed time it was typically limited to short durations after work hours and on the weekend. The computer changed that. Interactive and connected the personal computer allowed us to work, play and go hours without any interaction with the outside world. And that was without the internet and social media.

Twitter, Facebook, MySpace, the names are near endless and change on a daily basis but what is constant is the exploding growth of virtual interaction. Mass adoption of these tools has allowed us to truly burry ourselves in a digital interface. We text, we tweet, we click links, consume endless amounts of data and communicate with others. But as the technology argument claims this is not true interaction that we are isolating ourselves from each other with the excuse that we are “interacting” when in truth we are hiding ourselves behind screens.

There’s no escaping the simple reality that computers have encouraged us to all step away from each other and into our own spaces. A decade ago getting updates from a coworker required walking to their desk, attending a meeting or at the very least picking up the phone. Now a few sentence email message is sufficient to get caught up. And with limited space texts and tweets interactions are only becoming smaller and briefer.

But while the TV and the radio were always about passive involvement, social media and the internet in general is exactly the opposite. Websites aim to engage users, tools look to bring people together, not keep them apart. The issue is not a lack of interaction but rather a shift in how relationships are managed and grown.

And this shift is positive for society although certainly revolutionary. Rather than being constrained in our methods of communication we have gained more access, more flexibility and a greater opportunity to choose to communicate.

Where people once sent greeting cards during the holidays we can now message our entire family and friend network in a few simple clicks and hear back immediately.

Moving to a far off city once meant all but the very best friends were lost forever. Now we can interact directly or simply observe the adventures, successes, and experiences our friends no matter where we may be in the world.
Birthday parties, weddings, and events no longer require invitations, long phone calls and awkward excuses. We merely post an event, select an invitee list and can be sitting down with friends an hour later.

Each example points to a shift. People are connecting more frequently and with a much more direct purpose yet the constraints on doing so have all but been removed.

For many the question now asked is whether are making meaningful enough contact or if we are simply talking at a list of unknowns. And there are many examples people point to from a teenage boy locked in his room playing world of warcraft to adults who sit behind their own desk twittering away on what they did that day to a list of people of whom they may have never seen.

But these are not symptoms of a lack of connection and communication but rather part of that same shift in communication communicate. Parents are worried their teenager isn’t engaging with their friends enough when they are often engaging with hundreds of friends, locally and around the world. The people we twitter with we may know in real life, may meet at events or may simply look to for information and insights like we would with a coworker. These interactions expose cultures, languages and thought processes that we may have never encountered had we simply gone bowling with the same social circle we’ve always known.

Social networking has not stopped the group; in many cases it has improved it. Before social networking the notion of keeping up with a large network simply didn’t make sense outside of business. Now we have access to everyone we want to communicate with on a level that we define.

Social networking has not stopped us from seeing each other or from wanting to for that matter. Twitter is perhaps the most cited example of social these days and also the briefest yet twitter is filled with local events including tweetups where people meet offline simply to continue to communicate in real life.

And most importantly social networking is not just about the mundane. Everyone has seen a tweet, Facebook status update or text message about a seemingly unimportant topic but is that any different than what is said in a conversation that runs into the early morning hours.

With so many messages flying at us it can be difficult to see the important facts, to make out the big picture results. However unlike in the “real world” we are forced to start with the end online. A typical face to face conversation leads with a broad, an uninformative statement along the lines of “how are you doing” and takes minutes, maybe even hours to unfold into a true opinion that we often form for ourselves. Online everything leads with a summation. We do not explain what we did first but rather that we had a great day doing this, that or the other. Social constrains us and limits us to focus on what we mean to say without all the subtleties of what ‘s in the middle and that is very, very real.

The need for connection, for interaction has always existed online. In the early days the internet was almost all about interaction with scientists and academics creating tools to allow them to discuss their theories, findings and research. When early consumers entered the market they too sought to interact and the BBS network emerged which was also about information sharing and discussion. More than a decade and a half later and with billions of dollars in commerce sales the internet is still very much rooted in the same concept – people talking to people about whatever are interested in.

So while the world has changed it is more connected, not less. People use the internet in many ways and it influences connections on nearly all levels from tracking down lost friends to setting up dinner that night. What takes place online often spills off and back and forth again. No matter what technology we invent people remain social beings and while rapid advancements have made for rapid interactions, they still have the same aim – to let us share the good, the bad and meaningless details.

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After finishing this I decided to include a personal note as this post is clearly about being connected.

I was first inspired to write this post several weeks ago after a fascinating conversation with a foreign professor of psychiatry where we discussed the issues I’ve written about here. Weeks later I got back on a plane and finally found the time to put pen to paper, or rather fingers to keys from my slightly crammed yet relatively enjoyable seat 37,000 feet above the ground. While my focus has been on finishing this piece to distribute out to my network over the next few days I’ve spent almost as much time peering out the window to my left where, between smoky wisps of white clouds, I have a remarkable view of all sorts of wonderful and unknown topography. As focused as I want to be on finishing this up my true interest is in marveling in the view – and sharing it. And I can think of no better way to do so than with a quick photo and caption posted across a few selected websites where people who chose to connect to me can experience a bit of what I am seeing today. Luckily there is no internet access on this flight so I’ve completed this post instead.

Monday, June 15th, 2009 at 10:08

Is your email ending up in my SPAM filter?

As an internet marketer I’m on more email marketing lists than I care to count (sorry about the bad conversion rates everyone) and every day I see anywhere from 20-100 emails come in. Some are personalized, some have images and most make it to me for a quick review. However along with the absolute garbage that we all get I find myself picking out at least a couple messages from the junk / spam filter every day. Not surprisingly the same companies tend to have their messages get picked up on an ongoing basis but what is surprising is how big some of the names are. Even odder is how their competitors, some of whom have far less robust web teams, don’t have a problem.

To start you have to know where you stand.
There’s a lot that goes into email marketing and I’d be lying if I said every campaign I launched went to a full range of test accounts or that I checked those accounts even if it was sent there. But this is one of those tasks you, and I, really do have to get into the habit of doing every single time. If you don’t test your emails with a real seed account system there’s simply no way to know if they (a) all got out and (b) all landed where they should. And if they don’t go where they should your results are going to stink… a loss far greater than spending 15 minutes logging into outlook, gmail, hotmail and a few others.

Figuring out what went wrong.
Once you know there’s a problem the fun part is really just starting.
Emails get blocked for a large number of reasons which I’ll outline briefly below.

1 – The content. SPAM filters are looking to see what your message is about, how much text there is, how much code, if you’re using bad phrases a lot, if you don’t have any text and all images, it counts. While people will disagree with me here I’ve always held that a good message does ok. Good messages aren’t devoid of copy but don’t have an entire wikipedia page. Good messages may have some images and code but can be used without it somewhat effectively and good messages aren’t all promotions and links. Messages with a ton of bold for example aren’t good and SPAM filters agree.

2 – The subject line. Given that it comes first it should be an obvious one and this is probably where individual words do the most damage. Still you have to avoid the hype… we’ve all got an email with the word “free” as in “free shipping” in our inbox this week so you’ll live with it too. However if you find yourself filtered play with this as you may tone down the entire message from one change alone. Also stay away from very long titles, lots of capitals and too exclamation points.

3 – Who it comes from. Your from email address isn’t as arbitrary as you may think. With email providers like AOL getting bombed with billions of emails you can bet they reverse the heck out of every domain sending messages. This gets pretty technical quickly but think of it like this… email providers want to be sure the person the email came from sent it, that that person isn’t masking for another site, that not just anyone can send through the domain (open relays) and that those domains aren’t known to be bad. Having a well setup email server solves most of this.

4 – Frequency & speed. This is really an issue that self mailers face but I suppose anyone could. Say you’re AOL and all the sudden 500,000 emails with the same content hit your servers, that seems a bit off. This isn’t to say AOL is going to can every bulk send or that you should send in pieces just that you should have a decent throttle on your own system before you clog someone’s pipe.

5 – Your IP Address. Many smaller senders try to email from their home computers or web host. Guess what, you’re not the first one, heck you may not even be the first one on your own domain. Email providers are looking at bad networks and if you’re blocked it’s bad news. Be sure to check your IP address against the published blacklists but also check them again your seed lists. If you find basic emails getting blocked try a really basic one (i.e. a few sentences of logical yet boring copy like a dinner recipe) and see what happens.

6 – Business Networks. Compared to business filters web mail is cake. There’s no rule saying a business must take your email and no rule saying they have to say a single thing about why they didn’t. For some people business filters will go unnoticed but if you send to a b2b list it’s pretty clear if you have a problem. While all the other rules apply here I always suggest finding the business contact or IT resource to ask. They’ll probably talk to you and tell you what’s up too.

7 – People press the SPAM button. This is the hardest one to sell on an exec but one of the most important. It doesn’t matter how perfect your message is if all your recipients flag it. These days almost all online email tools have some way of letting users identify SPAM and even if you have an optin that’s not going to out rule 50,000 clicks. This is why sending to frequent readers (i.e. people who actually opened or clicked an email in recent history) and providing a simple optout is so important. I hear people call every bulk message “SPAM” even though they know they signed up for much of it but it doesn’t matter, a click is a click.

Fixing the problem(s).
It should go without saying that to fix the problem you merely have to look at the issues and test them. Of course no one wants to test so there are a few “short cuts” but no guarantees. You can try checking your content against tools like SPAM Assassin, or Email Monitor (http://www.campaignmonitor.com/testing/) and you can run tests on your DNS Server, check for an open relay and other technical things (http://mxtoolbox.com/index.aspx). These may find an issue or they may not. Either way you’ll still need another round of testing.

And if you haven’t done so already get with a good email service provider. They’ll often fix the issue themselves just by getting you on a proper, respected IP with a good mail setup and may have support that can help if that’s not enough.

Ignoring the myths.
There are many myths in email marketing about how spam filters work, how one magic word like “free” can break the whole thing (ok there are some magic words but those are more likely the names of drugs and tied to individual user settings) and how if you use HTML you’re doomed.

A few things to remember when it comes to myths…
- Email providers wouldn’t be used if the word free couldn’t appear in their messages.
- HTML messages get to us all every day. Sure it’s a flag, but 0.3 in SPAM Assassin doesn’t mean deleted.
- The word “optout” is a spam flag. If this was true we’d have a big problem. Again, look at the messages that make it.
- You should change your email all the time to trick the filters. Again, look at your emails and think like an email provider. Do you really mind that good emails make it? Nope. You want them to.

More resources
http://www.mailchimp.com/articles/how_spam_filters_think/
http://www.interspire.com/content/articles/6/1/Avoiding-the-Spam-Filters-and-Other-Email-Marketing-Tips

Monday, May 18th, 2009 at 20:32

Small business? Big impact internet marketing with your limited budget

If you’re looking for interactive marketing tips for your business you’ve probably found a lot of great advice that just didn’t apply to you. Ten years ago getting a serious position online just wasn’t possible on a small budget (unless you were a digital marketer or coder turned business owner) but today all that’s changed. Self service analytics, email, sales tracking are flourishing – designs can go from concept to launch for four or five figures and with some good planning it’s possible to compete with the big guys, maybe even out do them.

Read more…

Sunday, May 3rd, 2009 at 21:18