A Blog About Digital Marketing…

We write about what we do. Digital marketing ideas that are approachable, through the lens of our work; that’s what you’ll find in our posts.

Archive for the ‘Digital Marketing’ Category

Why Aren’t You Listening?

Thursday, August 12th, 2010
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First, let’s just get this out of the way. This is not a post about what listening is, or how to do it. This is simply about why you should, and why some people don’t.

The question which needs to be answered before going any further is this: Do you care what your customers think?

This is, hopefully, a rhetorical question, however, it seems that far too many companies simply don’t care anymore. They might say they do, but their actions tell a different story.

Hopefully, you care. You should. If you hope to have success in today’s trust-fueled thank-you economy, you need to.

Traditionally, businesses use comment cards, or surveys to obtain feedback. These are still widely used, with success. Through the ubiquity of smart phones, and sharing through social media outlets, the comment cards have become real-time.

Visitors are posting to Facebook, or Twitter, or sharing photos while they are using your product, visiting your location or making plans.

By making use of simple listening tools, you create an opportunity to answer questions, share information, or simply say “thanks for stopping in”. Your customers have choices now more than ever, and they will be spending their money with those businesses which value them and listen.

Why Some Don’t Listen
“I don’t know how”
A common way to rationalize not listening, is not knowing what to do. While often an accurate statement, it is not a legit excuse. Folks, Google can be your friend. It can teach you how to juggle or tell you how to raise a pet monkey. It can also help you find lots of useful information on how to listen.

“I don’t have time”
Fact is, none of us have enough time. For anything. I’m not sure if we are busier, or if the time-space continuum kicked it into overdrive. Either way, we know, you don’t have time. That being said, you need to make time.

Remember way back when? I call it P.E. No, I’m not meaning the class where nerds got drilled with screaming-fast dodge balls (sorry if that was you…getting drilled). I am meaning Pre-Email. When email became a standard part of daily business, you didn’t have time for that either. But you made time, and eventually it became part of your daily routine. Same thing needs to happen here. Make time. Listen.

These are just two, I’d love to hear some more. However, I’d really love to hear about how you are integrating listening.

What’s Different?

Thursday, August 12th, 2010
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I was clicking through my Facebook today, and re-watched this excellent, short, and neatly presented vid by Derek Sivers (thanks, Tripper).  Here it is:

I love stuff like this.  And I love talking to people that love stuff like this.  Thinking differently is refreshing, no?

One of the requirements to thinking differently is the willingness, even the delight in, being proven wrong.  I like it.

When it comes to marketing, the most successful campaigns happen when our assumptions are challenged, exposed, and overturned.  Blow expectations from the water, and you’re probably doing something worthwhile.  If enough people of the “please change everything” crowd buy in, followers probably will too.

Which means some people will hate it, because most buy ins of that ilk are small.  People from that other side of the fence consider themselves the norm; their expectations are set according to the simplest, most probable outcomes.  Anything that doesn’t fit is too weird, exotic, or obscure.

If that’s the kind of people you need to market your business to, you’re pretty much set.  Deliver what’s expected, and you’ll keep those customers, until something more mainstream comes along.

If those aren’t the kind of people you’re marketing too, then it might be time to ask: “What are we doing that’s different?”

Confidential Marketing

Monday, August 9th, 2010
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How much of your business is a secret?

In the way that many business owners separate their marketing from their actual day-to-day business, I think that most of what goes on at a place is secret.  In other words, there’s the face of the business, the part that customers see.  And there are the hands of the business, the part that does the actual work.

The hidden parts aren’t necessarily bad.  They might just not be part of what the owner sees as the customer experience.  But then, for almost every single small business in existence, why have them at all?  Especially with the options that are available today.  What you’re hiding, a competitor is showing, improving, and turning into marketing.

It makes me wonder what has to be hidden.  If I wanted to find ways to improve my business, looking at what’s hidden would be a good place to start.

Get Help Now: A 12 Step Program For Digital Marketing

Friday, July 16th, 2010
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You know you need help.  Just the fact that you’re reading this right now proves it.

Admit it:  you’ve been meaning to update your site for years.  But, for some reason, you can’t.  You’ve used every excuse in the book, but the reality is this: your content has become unmanageable.

If you’re serious, if you’re ready to make a change, there is a way…

The 12 Steps Of Marketers Anonymous

1.  You admitted that you are powerless over what you call your website as it stands right now.

2.  You came to believe that a digital marketing team could restore you to sanity.

3.  You made a decision to turn your website over to your digital marketing team because you didn’t understand it.  Yet.

4.  You made a searching and fearless inventory of your content, noting what can be salvaged and why.

5.  You admitted the exact nature of your wrongs, from losing passwords to hiring your nephew to build the damn thing in the first place.

6.  You were entirely ready to have your digital marketing team remove the defective site from the internet.

7.  You humbly ask you marketing team to make the logo bigger.  When they refuse, you finally understand why.

8.  You made a list of all pages that were wrong, and became willing to amend each one.

9.  You made direct amends to those pages, and became fully involved in your digital marketing strategy.

10.  You continue to take a personal inventory of your site, and when you were wrong, promptly admitted it, via twitter.

11.  Sought through communication and timely feedback to better understand your digital marketing strategy, learning to use new tools and techniques to carry that out.

12.  Having had a technical awakening as a result of these steps, you tried to carry this message to other marketers, and practice these principles in everything you do online.

Working With Your Digital Marketing Team

Thursday, July 15th, 2010
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First, why work with a digital marketing team?

Digital marketing companies:

  • create strategy
  • design
  • develop
  • optimize
  • train
  • measure

Do any of those sound like processes that could help your marketing efforts?

The Alternative

Yes, of course you could have your brother’s nephew design your website in Front Page. You can also create your own fan page and spam it to bits, post asking for more fans and end every sentence with three !’s. Run your own pay per click campaigns without landing pages and bid management.  Want to simply use the same copy from your brochure online?  No problem.

Forgive me for sounding jaded, but I’m, well, jaded.  I’ve talked to many companies that use that type of rationale I explained above to not hire a digital marketing company.

The fact is, you can run your own digital marketing from the ground up. However, you can also build a car from parts, but why would you do a job that others have years of experience in doing?

By hiring a digital marketing company you can expect efficiency, experience, and in-the-trenches knowledge. You can also expect to be asked to communicate and participate.

The Relationship

Entering into any relationship, whether it be work or personal, requires several things to be successful. Beginning a digital marketing project is no different;  people will often enter into a contract not knowing what exactly is expected of them in order to achieve success. Even when entering with eyes wide open, there are still potential pitfalls that can derail your project.

Understanding that digital marketing is important to your company is half the battle.  If you and your company don’t buy into the process, you’re setting yourself up to fail.

Once the contract is signed is when the real work begins. It’s important to realize that signing the contract marks the beginning of your work, not the end.  View it as an investment; you will reap what you sow.

The Communication

It is always important to make sure everyone is clear on how the project will run and how (and where) communication lines will operate.  The time to communicate your hopes, wants, expectations is at the onset, not mid-way.

Establish preferred methods of communication, and don’t be afraid to pick up the phone.  Email and Instant Messages offer a great opportunity for quick, concise communication. However, it does not convey tone, sarcasm, and poor attempts at humor.

Provide direction, and still let your team “do their thing”. Give ideas about the design you have in mind. Help brainstorm keyword seed lists. However, let your designer design, let your SEO do the keyword research.

The Participation

Digital marketing projects are processes, not events.

In order to reach the finish line, milestones must be passed and completed. Almost always, you will be asked to provide some form of feedback and approval for those milestones to be met, and for progress to be continued toward project completion.

Providing quality, timely feedback is important to the workflow of your project. When presented with design ideas, a reply of “I don’t like it” helps no one, and serves simply to continue spinning your wheels instead of making progress.

When you participate, you are part of the process. In today’s world, there really is no “completion” when it comes to marketing online. You need to continue to publish, to monitor, measure, and modify. Participating in the planning, the building and the implementation will keep your marketing efforts worth your money and time.

What Sesame Street Can Teach Us About World Domination

Friday, July 9th, 2010
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I love Ernie.  I’m not afraid to say so, either.

This morning I read Good Night Gorilla to my daughter.  If you’re not familiar with the story, Mr. Zookeeper says goodnight to all the animals as Gorilla (and Mouse) quietly release all the animals from their cages.recognizable faces around the world

Here’s the thing: Armadillo has an Ernie doll in his pen.

Ernie, and pretty much all of Sesame Street, is ubiquitous.  They’re everywhere.  And they got there by being symbols of good, reliable, interesting, helpful content.

Do you remember life before the internet?  Well, there was this invention called television, and on this invention they showed shows.  Every day, you could tune in to Sesame Street and get songs, games, goofs, and smarts.  Every. Day.  And here’s what happens when you create quality content every day for 40 years: You win.

Your brand becomes synonymous with quality.  Here are the principles behind doing that:

Be Unique Sesame Street is known all over the world and is instantly recognizable because they do one thing: make Sesame Street.  What are you making that instantly recognizable?

Be Consistent Sesame Street delivers great content every day.  Whatever your schedule is, make sure you stick to it.  Your fans are expecting you- if you’re only there for them sometimes, you’ll lose their trust.

Be Excellent It’s not enough just to stand out and do it regularly.  It’s got to be good.  Make worthwhile content that’s informative, passionate, beautiful, helpful, or personal.  Don’t suck, don’t write just to write.  Sesame Street was excellent when it launched, and still is.

Be Confident You can’t write for everyone, so don’t try.  You know who you want to help, just like Sesame Street does.  the difference between you and the others is the confidence to speak only to those people.  It’s talked about on the writing blogs all the time, but cutting out a segment of the market to connect better with another segment takes bravery.

Sesame street would have failed if they tried to teach all kids from birth to 18 how to read.  Luckily, they just talked to 3 year olds.  And they dominated the world with good content.

You? You don’t have to dominate the world.  Just your business.  I think Sesame Street’s a pretty good model for doing that.

If Digital Marketing Were Lego…

Monday, June 21st, 2010
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…what would you build?

It’s worth thinking about.  One, because I write for digital marketing.  Two, because I play with lego A LOT with my kids.  There’s probably not a better toy out there to get our imaginations flowing than Lego stuff.  BTW, you don’t need kids to play with Lego (but it’s a nice excuse).

Here’s the thing:  I see most business building exactly the same things they built before digital marketing existed.  It’s a terrible waste.  All these beautiful, genius tools laying around, and what do people make?  Billboards.

I have some ideas about the parts and pieces of digital marketing as they might relate to the world’s greatest toy.

First, take an inventory of what you’ve got.  Every single Lego set you ever open starts with exactly the same instructions: separate pieces according to color.  When you start to build, the organization you institute at the beginning of the day will help make something amazing.  If you don’t organize, on the other had (this is coming from someone who willfully ignored the instructions once), you can look forward to spending all that creative energy searching instead of building.

Also, follow instructions.  No need to reinvent the wheel when you just start building.  There are tried and true steps to making something recognizable that people can appreciate and use.

As any Lego builder can tell you, having a prescribed set of steps allows for a rhythm, which can be incredibly helpful in some of the more tedious parts of the process (be honest: it’s not all lightning bolts of creative genius).

Once you’re there, and you’ve got some good models set up, experiment.  Create.  Try.  Fail.  Participate.  Those legos won’t build themselves.  They’re tools; you’re the maker.  Make something that represents you.  If you’ve got no idea how to start, ask a six year old.  They’re pros.

And, if you’re not into reading between the lines, here’s how I’m imagining the pieces:

Strategy:  Big, wide flat pieces.  They’re the ones that form the foundations.  In those huge models, this is usually what you see at the bottom.  They tie everything together.

Content: Big, thick blocks.  These are the ones that give structure to your shape.  They’re bulky and they take up space.  Use these to make what you’re building bigger.  This is your blog, your photo stream, your video channels.  Every piece that you add helps give you more substance.

Connections:  Those stick-things.  We didn’t really have them when I was growing up, but every model I’ve built with my kids has the Lego rod-and-nut connectors.  We’ve started to build our own creations with them, too, and they’re a strong way to bring different elements together.

Ratings: Let’s call them greebles.  These are the little odds and ends that you put on your creations to give them character.  They’re not absolutely necessary, but they make things interesting.  And they’re there whether you use them or not, so you might as well get creative and break up the surface a little.

So, what do you think?  Is this a stretch?  Or does it “click”?  (sorry, couldn’t help myself)

What Social Media Can Learn from One of Baseball’s Biggest Blunders

Wednesday, June 16th, 2010
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Baseball fan or not, you have likely heard about the blown call heard ’round the world.

Another painful recap, in case you haven’t:  On June 2nd Detroit Tigers pitcher Armando Galarraga pitched baseball’s 21st perfect game.  Almost.  Due to a blown call at first base, on the last batter of the game, he will never receive credit for it.

For those of you who care little about baseball, pitching a perfect game means no hits, no walks, no one on base. Since 1876 there have been 392,358 Major League Baseball games played, this would have been just the 21st game that was perfect. Think about that.

This may be  a reach (ok, it is), but I believe there are some parallels here for social media marketing. The events of the game and subsequent actions of those involved is a modern parable for anyone using social media and business.

The Setting
Galarraga had retired 26 batters in a row.  The 27th batter had hit a groundball to the gap between first and second base. Not quite routine, but not out of the everyday for a major league first-baseman. The throw, to Galarraga covering the base, beat the runner by a step. It was not a close play.

The Action
First-base umpire Jim Joyce, inexplicably called the runner safe. This split-second decision-making is a cornerstone of umpiring baseball. Watch a play, process it, quickly make a call. With no instant replay capability, like the NFL for example.  Outside of homeruns, the call stands. No amount of arguing or post-call reflection could change the call.

As is common in baseball, on questionable calls, players and coaches will argue with the umpire over the call. Oftentimes vehemently, oftentimes with the umpires giving nearly as much as they get. In this instance, Joyce aggressively defended his call, arguing and swearing just as much as Tigers manager Jim Leyland. You could tell Joyce felt he had made the correct call.

Meanwhile, Galarraga acted with complete class. Shaking off the nearly incomprehensible call to toe the rubber and retire the final batter of the game. He did not argue, he did not pout.

The jawing with umpire Joyce, Tigers coaches and players continued after the game. Again, it was obvious that Joyce felt he had made the correct call.

The Post-Game Review
Within minutes Joyce had watched a replay and determined he had blown the call. He immediately took full responsibility, and went as far as apologizing face-to-face to Galarrage outside the team clubhouse. Something unheard of being done by Major League Umpires.

“I just cost that kid a perfect game,” said Joyce, who became a full-time major league umpire in 1989 “I thought he beat the throw. I was convinced he beat the throw, until I saw the replay.”

The Review from “Above”
Many immediately began clamoring for Major League Baseball Commissioner Bud Selig to overturn the call, and award Galarraga his perfect game. Going to the highest power in the game for a do-over of sorts, created a scenario for opening a HUGE can of worms. While it would not have set precedent, the infamous George Brett pine-tar incident was reversed, it would have added a twist of epic proportions.

What is the Parallel?
Despite all the training, experience and acquired knowledge, those participating in social media on behalf of their business are going to make mistakes.

It’s not so much the mistake that is made, but the subsequent actions that define the ultimate outcome. In some cases, effectively addressing a mistake can create positive feelings. Case-in-point, Joyce was voted as the game’s best umpire, less than two weeks after the infamous call.

When you make a mistake, own up to it. Acknowledge it.  Apologize if you need to. Don’t run and hide, don’t blame others, and don’t be afraid to show your emotions.

As a boss (in this case Selig), don’t make your team feel gun-shy about participating. Is every move going to be right? No, but by not micro-managing, you give them freedom to participate. Provide training, and set guidelines if necessary to work towards preventing a gaff and support your team.

How do you handle mistakes?

parallel

Buy In Or Fail

Friday, May 28th, 2010
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I hate teambuilding.

Always have.  I don’t like teambuilding exercises, ropes courses, or facilitated bonding.  I’m not cynical about it (anymore); it’s just not for me.  Call it a pet peeve.

A friend explained to me once why I had so much trouble with the concept: No buy in.  I just didn’t accept it as something valuable.  With that as a starting point, it never mattered where a teambuilding exercise went.  I wasn’t going to get anything out of it.  I hadn’t bought in to the premise.  For me, teambuilding fails before the first trust fall.

The same thing is true with digital marketing.

You must put yourself in a position to buy in to the value with marketing online before you start.  And if not, it’s never really going to pay off.  In customers, connections, ROI, traction, and any other metric you throw at it.  Without the buy-in, it doesn’t matter how many tools you set up; you’ll still fail.

There’s a fundamental change in thinking that has to take place.  Digital marketing shifts the focus from product to personality.  In fact, product is just a tiny part of it.  Most of what digital marketing offers is a chance to interact and connect with people who are interested in the same things you’re doing.  It’s only after an online audience buys in to your personality that your products matter at all.

So those interactions have to matter to you.  For this to work, you have to care about what other people want when they’re online. Recognition.  Respect.  Consideration.  All those things aren’t selling.  Also, on their own, they’re not marketing.

They become selling, they become marketing, after a long period of buy in.  That’s the only way to build up enough trust in others to sell to them.  Without the buy in on your part, you’re just telemarketing with different media.


The Four Parts Of A Content Strategy For Small Business

Monday, May 24th, 2010
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Digital marketing requires participation.

And, as a rule, participation as the cost of entry is setting the bar pretty low. In fact, it’s the award you got in P.E. when you weren’t good enough at sports to win any other awards (welcome, fellow geeks!).

From that standpoint, digital marketing is pretty simple. Get a website.  Register your business on a bunch of networks (facebook and twitter aren’t the only ones, people). Start a blog. Post some pictures. Take a little video.

Yup, that’s it.

Except when you factor in a content strategy. That’s where the work, the planning, the effort all come in to it.

You need strategy for digital marketing, because you’re not just doing this to make friends. You’re doing it to make customers. But that business/customer relationship changes so much when you get into the digital realm, and social media, and all that it entails; if you’re not prepared, if you don’t have a strategy, you’re setting your business up to fail.

Publicly.

Without strategy, your blog gets neglected. Your facebook page gets no interaction. No one follows you on Twitter. Your pictures gather dust. Your video gets ignored.

Ever go to the gym and see people standing around? Those are the people with no plan. They don’t have a strategy for what they want to do. No goals. No way to measure their progress. No real chance at success.

Plan or fail. That’s when participation makes a difference. When your business takes the time to think about what to say, when to say it, how to say it, who to talk to, and why, that’s when it starts to pay off.

In other words, content strategy. Break this down into four parts:

  • Learn,
  • Plan,
  • Create, and
  • Govern

Here’s how that works.  This is the content strategy workflow that was developed by Kristina Halvorson in her book Content Strategy For The Web.*

Learn-  Take a look at all the content you have.  All of it.  Yes, someone has to read it.  Create a spreasheet with all the information you have about those pages, including analytics and quality.  Most small businesses don’t have any analytics info (one of the reasons digital marketing hasn’t paid off for you, if you’re in this group), so you’ll have to go on pure instinct: does this content help us with the direction we’re thinking of going, or is it outdated?

Plan- There are literally thousands of ways to market online using new and updated content.  There are two main questions to ask here:  1) What are your objectives? and 2) What are your tactics?  If you don’t know how to answer those questions, seriously consider hiring professional help.  You’re a small business, so every dollar counts, and there’s nowhere that your money will go farther than in the planning phase of your content strategy.

Create-  Ah, down to business.  Here’s where you’ll map out who will do what and when, then put someone in charge of organizing it.  Develop a workflow, and decide who will write, photograph, video, edit, etc.  You’ll also decide what is getting created and when.  The creation piece basically dictates who owns what; don’t leave it to chance.  There’s plenty of room for strategy here, even with very small (like, two person) teams.

Govern- One of my favorite content strategy quotes from Kristina is “Text is messy as hell”.  That’s why it needs to be managed.  Once it’s up, it’s not finished; monitoring your content for conversion, for improvement, for user interaction, for growth… that’s all part of the deal when it comes to content strategy for small businesses.  You can’t just publish it and forget it (and that goes for all of your content, not just text).  Who owns the content when it’s up and running?  That’s the question you answer in the governing phase.

What do you think?  Does this process make you feel lost?  Or is it too simple for what you have planned?  I’d like to hear about how you’re using strategy for your content…

*Edited. The post did not originally name Kristina as the source for these ideas.