The Economics of Bad Influencer Outreach

Economics of Bad Influencer Outreach

Originally posted on Social Media Explorer.

I received an email pitch recently that prompted me to question the economics of lazy outreach.

Is there risk to the bottom line for organization’s that cut corners in the way they reach out to prospects and influencers? My theory is that the practice of lackluster research, or worse, the lack of research altogether, combined with the use of form letters, spam and automated emails has the potential to erode business value.

Let’s look at the pitch that inspired this post and use it to help illustrate a business scenario:

We have heard some real good reviews about the content marketing services that you offer. We were wondering about your thoughts regarding inclusion of engaging infographics in your content marketing packages. [Company Name] can help you make your content marketing services more special and effective by creating visually appealing, viral infographics that would surely draw huge attention of the target audience.

Sadly, this is a pretty standard pitch. By investing 30 seconds and performing a Google search the person sending this email would have quickly been able to figure out that their pitch didn’t make any sense written as is. The fact that I already use infographics in my content marketing and that I wrote a book about infographics makes their pitch fall flat because it lacks relevancy. But more importantly, the lazy approach has some potential financial consequences in the following areas:

Lost Sales – Poor research blended with the lack of customized outreach can result in lost revenue opportunities. In this case, I didn’t object to the idea of being pitched but, rather, the pitch itself. Yes, I do create my own infographics but I also have a need to outsource infographic designs. If the pitch was written with that in mind it would have kept the door open with respect to future relationship management and business development.

Trust Erosion – A lack of care when it comes to outreach reflects the potential of a greater service problem. If the organization doesn’t cover off the basics when it comes to their outreach what possible gaps or flaws exist in their service delivery and support? This manifests itself in a couple of different ways: people sharing the outreach story with friends, colleagues or across the internet (see next point) or simply removing them from consideration when it comes to using or recommending their products and services.

Negative WOM – I chose not to call out the organization that contacted me in a public forum like SME. Not everyone shares the same view. There are many examples of organizations being used as case studies to highlight poor or misleading outreach practices. Haphazard outreach can definitely result in negative word of mouth that can erode the value of your brand.

OUTREACH TIPS

So how can you avoid some of these potential economic pitfalls when it comes to your outreach?

I like to think that common sense is your best guide – treat the people you are approaching in the same manner you would like to be treated. Be honest, do some research, don’t waste people’s time and offer a value proposition.

Here are a few of the things I like to do prior to reaching out to a prospect or influencer:

  • Blog Subscription – One of the first things I research is a prospects blog or website. I like to subscribe to RSS feeds using Google Reader and tend to skim through a number of posts going back as far as 6 months. My objective when it comes to referencing blog posts in any outreach is to be genuine – the best way to accomplish this is to actually dig into some the content and extract value from what you are reading. It’s very rare that you won’t find something interesting, thought provoking or debatable when you conduct this research. Remember, you don’t have to love or agree with everything someone says on their blog in order to genuinely engage them in dialogue. Sometimes offering a counter-point or different perspective is a great way to start a conversation during the outreach process. Also, I don’t like to pretend I’ve been a long time subscriber if that’s not the case. There’s nothing wrong with telling a prospect you just subscribed to their blog and have been catching up on old posts. Be transparent in any outreach you do.
  • Blog Comments – After reading a few posts and picking out the ones that really resonate with me I may submit a comment or two on some older posts. Normally I like to continue following a blog for a few weeks and comment when it’s appropriate. Remember to try to add value every time you submit a comment. Don’t simply placate or agree with what is written…try to offer an opinion or unique perspective.
  • Twitter Stream – In conjunction with blog research I like to follow prospects if they are on Twitter. I have a special column set up in HootSuite that filters content from people that I may be interested in connecting with down the road. There are a lot of smart people sharing great content on Twitter so I find pretty easy to find relevant, helpful posts to retweet or @mention. I also find you can gain some added insight though the links that prospects are sharing.

These are just a few of the things you can do when it comes to managing your prospect or influencer outreach. For more information check out this comprehensive Best Practice Guide to Blogger Outreach from the folks an inkybee (FREE, email required to download).

Personalized outreach is hard work that can take a lot of time but, in my opinion, it’s the only real effective way to nurture relationships that can add business value over time. What do you think? What other economic risks might be associated with poor outreach practices? The comments are yours.

The Power of Infographics

Originally posted on Social Media Explorer

A picture is worth a thousand words. In the digital age, the saying has never been more relevant. To cope with the daily onslaught of information we’ve become content grazers, skimming headlines and post descriptions for the promise of bite-sized nuggets of information.

As brevity becomes more important, infographics present brand journalists with a great opportunity to deliver knowledge, ideas, solutions, etc., in a manner that can be quickly consumed, understood and remembered.

Robin Richards, Information Design Director at the creative firm JESS3, says this about infographics:

“The public’s collapsing attention span has given rise to a relatively new content format: the infographic. Infographics – a visual representation of complex data – have emerged as one of the most popular and shareable forms of social content.”

In doing some research for a recent presentation I delivered during Social Media Week in Vancouver, I came across a staggering statistic regarding the growth of infographics on the Web.

A Google image search for the term “infographics” returned 978k results. Four months ago the same search mentioned in Jeremiah Owyang’s blog post about the need for infographics to evolve returned 570k infographic images. I don’t profess to be an SEO expert or pretend to understand the complexity of the Google search algorithm, but there has to be something going on when 40% more infographics show up on the web in such a short period of time.

Popularity

There are a few factors that might explain why infographics are so popular:

Easy to digest – There is less friction when it comes to consuming information that is (well) presented visually. It requires less time to read, absorb and get the gist of information.

Infographics are easy to share – Even if you’re not a visual thinking geek like me, you’d likely agree that this content format can be a pretty cool way to present information. Their uniqueness and compact nature can prompt people to readily share them.

Learning styleThe Visual Teaching Alliance states that approximately 65% of people are visual learners and that the human brain processes visual information about 60,000 times faster than text.

R.O.I.

Infographics are popular amongst web users for all the reasons stated above, but they are also in vogue with organizations because they can add business value. Some examples:

  • Brand AwarenessThe Content Grid, created by JESS3 on behalf of Eloqua, has been one of the more popular infographics published in the last year. Here are some awareness metrics published by Eloqua regarding this infographic: 1168 tweets, 722 inbound links, 58 blog articles mentioning the infographic and 3003 offsite views.
  • Signals – Infographics are one way to create signals in a sea of internet noise. Signals result in conversations … and the right conversation lead to business opoortunities. I’m personal proof that it works – the infographics that I’ve published have helped fuel conversations that have lead to a contributor gig here at SME, sitting on a panel with Jay Baer for the Vancouver NOW Revolution book tour stop, guest lecturing at the University of Toronto and a few consulting projects. If I can do it, anyone can! :)
  • Improved Results – Visual thinking impresario Dave Gray shares a great example of the power of visualization and how it adds tangible business value. During this interview he talks about how a large hotel chain used visual tools across different business phases to added incremental revenue by cutting 5 months off the time required to launch a new property.

5 Types and Uses

For many people the thought of infographics is synonymous with data visualization. For others it represents a form of idea art. Whatever your perspective, infographics come in many different shapes and sizes and can be used by organizations to manage knowledge/information presented to both internal and external audiences.

  1. Statistics – One of the most popular infographic types is data visualization. Nothing is more difficult to consume and absord than reems of statisctical data – If your organization is presenting company information and/or industry research consider using infographics to present findings or highlight insights.
  2. Concepts – My favorite infographics are metaphors for ideas. These are great for use in illustrating though leadership or organizational philosophy. These conceptual visuals can also be very effective in teaching/training situations.
  3. Models – These type of information visuals help describe process. Organizations can use these to explain complex business procedures, workflows, distribution channels, service offerings, information flow, etc.
  4. Cartoons – Purists might not agree, but I feel humorous illustration, particularly in a business context, classify as information graphics. Cartoons are an effective way for organizations to transfer information about ideas, scenarios and culture to their target audiences.
  5. Information Resources – These infographics effectively aggregate useful and relevant information into a format that adds value. Organizations can use infographics to create industry resources, specifications guides, “cheat sheets,” product comparisons, etc.

Getting Started

You don’t have to be a graphic designer to start creating effective infographics. Here are few tips to get you started:

  1. Explore new ways to inform – always be thinking of your audiences information needs and better ways to help them learn. Think about all the content your organization has – what are some ways to restructure it and present it visually?
  2. Record your thoughts – Use a journal, smart phone, sticky notes, etc. to keep track of ideas for infographics. I get a lot of inspirartion from the blogs I read and find it helpful to use a bookmarking tool like Delicious to keep track of concepts for future exploration.
  3. Process and refine ideas – Invest some “thinking time” to give those rough ideas a chance to morph into more polished thoughts and designs.
  4. Create and publish – Execution can be the toughest part of any project, infographics are no different. Don’t get to attached to perfection – if you do you may never end up publishing anything. Put stuff out there and let it evolve.

If you’re not into the DIY model think about these other ways to get your infographics created and published:

  • Use an existing resource – If your organization has an in-house designer or preferred vendor you use for other projects, consider collaborating with them to create infographic content as well.
  • Outsource to a pro – If you have the budget consider hiring a design firm that specializes in creating infographics.
  • Partner with an art student – develop a mutually beneficial relationship with your local art school. You get infographics at a fair price, the students get real work for their portfolios.

A few things to remember…

Keep it simple – Some infographics are becoming just as hard to consume as text content. If you have a really complex idea, concept or process it might make more sense to break it up into a series of infographics.

Try to tell a story – Think about the objective of infographic. What one thing do you want your audience to gleen from your visual? Keep this “tagline” in mind when your presenting data or an idea.

Make sharing easy – I highly recommend not gating your infographic content. Use a Creative Commons license to make it easy for people to share infographics on their blogs and websites.

Ideas rule – It’s not about your skill level as an artist or the software you use. The important thing is being able to convey information relevant to your audience in a way that’s easy to consume and remember.

Just do it – Again, invest more time making sure your idea makes sense and less energy obsessing about creating the perfect piece of infographic art.

What are your thoughts about the business of infographics? Has your organization used infographics to share information or knowledge? What were the results? The comments are yours.

Digital Marketing Relevance

Digital Marketing Relevance Bulls Eye

Relevant marketing communication offers your community value.

Optimal communication takes place when when a marketer can deliver the a relevant message to a relevant audience in a relevant location at a relevant time.

How can you become more relevant?

Originally posted on Social Media Explorer

6 Components of a Successful Digital Marketing Audit

digital audit

As digital communication continues to explode more organizations are recognizing its importance within the marketing mix. In order to develop strategy and allocate resources business leaders need to understand the effectiveness of their existing digital initiatives. A great way to do this is to conduct a digital audit – a study of your brand’s digital presence (on its own and in relation to your competitor set) across six key areas: Reach, Architecture, Content, Conversion, Integration and Measurement.

Before launching the digital audit it’s important to establish basic criteria with respect to rating status, structure and performance. To help guide next steps set up a simple decision filter that will aid in prioritizing your findings. One simple way to do this is to assign a color coding systems as follows:

  1. Green – Continue your current course. Monitor and look for incremental improvement.
  2. Yellow – Pause and assess. Adjust based on priorities and capacity.
  3. Red – Stop and fill gaps. Change strategic/tactical direction based on objectives and budget.

Reach – Organic and paid exposure across digital channels

  • Use tools like Rank Checker to measure how well you rank (organically) on branded and category/industry keywords and phrases across major search engines
  • Do you have an email marketing program in place? What are your open rates, click rates, etc.?
  • Do you have a presence on social media channels relevant to your organization? Measure potential reach via likes, followers, subscribers, channel views, video/image views, etc. More importantly, measure % effective reach per channel by adding engagement activities such as likes + comments + shares and dividing by potential audience size.
  • Are you running pay per click advertising campaigns, display advertising campaigns or mobile ads? Measure impressions and click through rates per ad channel.

Architecture – Channel design, structure and functionality

  • Assess website usability. How are graphic elements used? How effectively is information presented and consumed? Test things like loads times, link integrity, navigation, etc.
  • How well are your social media channels set up? Are profiles, descriptions, tags, links, etc. optimized?

Content – Process and assets

  • Do you have a content strategy in place? Do you have content creation workflows in place? Is there a mechanism to measure what’s working and what isn’t?
  • How strong are your content assets? What formats are you using? Text? Video? Photos? Audio? Applications?

Conversion – Activation of visitors

  • Are your digital channels designed with a conversion funnel in mind?
  • Do you have any forms on your website, Facebook, blog, etc? What is your rate of form fills per visitor? What is your form abandonment rate?
  • Do you have clear calls to action on your web pages, Facebook pages, blog, etc?

Integration – Connection of all online and offline touch points

  • Are social media channels accessible from your website?
  • Are you cross linking from one social media channel to another? Are you linking back to your website from social media channels?
  • Do your offline activities connect back to digital channels i.e. print ads, trade shows, etc.

Measurement – Digital objectives, metrics and performance

  • Do you have objectives in place for awareness, influence, engagement and action?
  • What metrics are you using to gauge performance?
  • Do you have reporting protocols in place? What is the frequency of measurement and reporting? Are there feedback loops in place? Are reports analyzed and acted upon?

Assess these audit areas internally and benchmark your performance against your competitors where possible. Has your organization conducted a digital audit recently? Were the findings helpful in advancing your digital strategy? Is there anything else you measured?

Originally posted on Social Media Explorer

Using MBTI® to Build Effective Social Media Teams

social media wheel of fortune

As social media starts to weave itself into the fiber of corporate culture, companies are beginning to recognize the need to make organizational changes in order to evolve as social businesses. One area where this is gaining importance is Human Resources. The emergence of new social media roles and how they are integrated into the structure of an organization can have a huge impact on the success of social business initiatives.

As businesses begin to experiment with assembling social media teams some will leverage existing employees, using a corner of the desk approach to gradually embed learning and build capacity, while others will look to hire new staff. Either way, how do you know which employees are best suited for these new roles?

It would seem logical to attach social media responsibilities to existing departments i.e. Marketing, Communication, Web Team, etc. But is this silo approach the most effective? It might make more sense to organize social media teams based on employee personality and the nature of the role vs. physical location or departmental boundaries.

One tool that could be helpful in maximizing human resources potential around social media is the Myers-Briggs Type Indicator® (MBTI®). The MBTI categorizes personality preferences across four primary activities, providing an effective method for understanding people and the way they behave. Here are the basic characteristics of the four areas (and the letter used to define each behaviour preference):

Energizing – How a person gets energized or re-energized.

  • Extraversion (E) – Prefer to get their energy from spending time with people and doing things.
  • Introversion (I) – Prefer to get their energy from spending time alone and reflecting on ideas.

Perceiving – How a person processes information.

  • Sensing (S) – Trust tangible, fact based information that can be processed using the 5 senses. They like to work within actual here and now scenarios.
  • Intuition (N) – Comfortable with intangible, theoretical information that is more abstract and processed through thought and tend to trust insight/intuition. They like to think of the future possibilities.

Deciding – How a person makes decisions.

  • Thinking (T) – Tend to make decisions in an objective manner based on reason, logic and rules.
  • Feeling (F) – Tend to make decisions in a more subjective way based on empathy and consensus.

Living – The lifestyle a person adopts.

  • Judging (J) – Prefer a lifestyle that is planned.
  • Perceiving (P) – Prefer a lifestyle that is spontaneous.

By combining one preference from each of the above you arrive at an individual “type” (for example, my type is ENFP) – there are a total of 16 MBTI types. For the purpose of this post let’s take a high level look at how this could be implemented using the main MBTI quadrants. Introduction to Type® in Organizations by Sandra Krebs Hirsh and Jean M. Kummerow explains the four quadrants as follows:

“One combination often used to describe personality type relates to the quadrants of the type table. These quadrants combine the energizing preferences (E-I) and the perceiving preferences (S-N) and result in IS, ES, IN and EN quadrants. The quadrants are often used to describe leadership, learning, and work styles as well as corporate culture and ways of handling change.”

By connecting employee MBTI personality preferences to responsibilities you get a better understanding of which employees across the organization might be best suited for specific social media tasks. Here is an example that maps characteristics from the four quadrants mentioned above to emerging social media roles (as highlighted by Jay Baer and Amber Naslund in the Now Revolution):

MBTI four quadrants

MBTI Benefits

Using MBTI during the social media team building process allows organizations to:

  1. Identify different employee strengths
  2. Help employees develop their careers within the organization
  3. Build more effective teams by matching roles to the most suitable employees
  4. Increase employee retention and reduce costs related to turnover

What are your experiences with MBTI in an organizational setting? Do you think it would be useful in helping build more effective social media teams?

Originally posted on Social Media Explorer

19 Social Media Best Practices [Video]

A series of social media best practices are highlighted through the use of visuals and infographics.

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Social Media Connection vs. Engagement

social media connection vs engagement

Your organization’s number of Facebook fans, Twitter followers or blog subscribers doesn’t mean much – the asset lies in the size of your engaged audience.

Just because you have a huge network, doesn’t mean you have a community. In order to fuel word of mouth and nurture advocacy, organizations need to:

  • Invest resources in learning about the information needs and online behaviour patterns of their audiences.
  • Develop pilot projects that test ways to harness and engage influencers.

Thanks to Mitch Joel for the inspiration – Check out his post: You’re Connected But are You Engaging?

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The Value of Digital Motivation

motivation for using a digital channel

As a marketer, your audience’s motivation for using a digital channel is more relevant than the amount of time they spend there.

Social media is an important piece of the marketing puzzle but it’s only ONE piece – when it comes to developing a digital marketing plan, make sure to understand how your audience behaves online and mix in different strategies and channels accordingly.

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Social Media Relevance

social media business value

The more relevant your social media communication  (right person + right content + right channel + right time), the greater the opportunity to build a community and increase business value.

Thanks to Michael Brito over at Edelman for the inspiration – check out his post about how relevant content drives business value.

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Brand Campfires

brand campfires

I love the campfire analogy presented by Spike Jones over at Fleishman-Hillard.

It’s so easy to get caught up in the numbers game and misinterpret the actual value of the followers and fans you’ve amassed on Facebook, Twitter, etc.

Take the time to understand and nurture relationships with the folks that are actively interested in what you’re doing. Don’t just collect a bunch of names across various channels.

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