That is the trial of the age in which we live. People are constantly exposed to messaging whether it be via TV, radio, online music, Internet browsing, Facebooking, email campaigns, ads in your favorite apps, or a combination thereof (for example, we just signed up for HuluPlus and one of my kids first questions as we were enjoying reruns of a favorite program was, “How come there are commercials? Aren’t we paying for this?”). Now there is group texting as a targeted way to get your message out – this supposedly requires the end user to opt in but we’ll see how long that lasts.

So what is the best answer? There is no single BEST WAY. But it is very important for you to understand who you are trying to reach and what that particular audience is most likely to respond to. In other words, you should not try the shotgun approach. I recommend, instead the artillery approach: carefully determine where your message needs to go, and then fire away, but don’t stop there. Find out if you were on target and if not, then readjust your settings and fire again.

How does that work?

Well in actual artillery you usually have a forward observer who scouts out the location and communicates the coordinates back. This forward observer is crucial. Without one, the artillery has no idea where to fire. In your campaign, you need to do some forward observing. Where is your target? Where will they be when you begin your campaign? How are they “outfitted”? Do they use smart phones? Do they text a lot? How do they receive news and information? Via the Internet? TV? Radio? How do they interact with various media? All of this information should be gathered as part of your forward observing.

In real artillery the forward observer communicates with the fire direction center which actually computes the distance from the target, the precise direction to the target and handles all the other data calculations. For you this means you need to evaluate the data you discover or receive about how your target actually behaves so you can determine which forms of communication are most effective for your target.

The command post is where the power lies – it is the command post that controls the firing of the guns. For you this means now you get to make the decisions: What venues will be used (provided the input from the fire direction center); when the campaign will start; whether it will be shooting only once or “walking the fire” onto the target with multiple shots.

But the story too often ends there. What you need, just like real artillery, is to go back to the forward observer and make sure you hit the target! For your business, that means you need to measure the results of your campaign. Did you hit your target sales? Did you get the right number of leads? Did the phone ring enough times? Whatever you determine, at the outset you want to measure, you have to actually measure. If need be, now is the time to readjust your sites and fire again. If you scored a direct hit, you can determine whether it makes sense to go after the same target again or whether to shift your sights to another, similar target.

While the goal of an actually artillery campaign is to rain down death and destruction, the goal of a business communication campaign is to grow your business. So in your case, collateral effects aren’t damaging. If you focused on one specific area of communication and got lots of collateral effects such as people close to the target area calling, buying  or otherwise doing business, this is even more data you can take into account with your next artillery campaign.

(Details on artillery taken from http://en.wikipedia.org/wiki/Field_artillery)

This has always happened in Face to Face networks but the obvious limiting factors in such instances are geography and room size. We’re limited to the number of people that are or can fit in the room and to the people who are in the area.

But online those two limiting factors disappear. This first hit me a couple of years ago when my friend Max, who organizes cool tours to exotic places told me how he posted something on his personal facebook page about a trip to Africa. His post wasn’t marketing in nature, it was along the lines of “Looking forward to the upcoming trip to Kenya”. The convergence happened when he booked a couple of spots on the tour by folks who saw his post.

I was conveniently reminded of how this convergence works when I posted, last week, on our corporate Facebook page, about how thrilled we were to be working with two new customers, a Lutheran Church and a Lutheran School. An old friend from Iowa saw that posting and invited me to a Lutheran conference in Florida in January. Seems like a no-brainer. Spend my time and energy networking in cold Colorado in January or spend it in sunny Florida. Hmmm. What should I do?

In the first instance Max’s personal sphere attracted new customers into his professional sphere. In the latter, my professional sphere overlapped into my personal sphere, creating an opportunity that wouldn’t have otherwise been there.

What does this mean? (a very well-known question in the Lutheran Church) It means what I have been telling people for years – don’t forget the SOCIAL part of Social Media Marketing – people want to know you personally, even if they’re doing business with you but also don’t forget the MARKETING part of Social Media Marketing. Often people don’t do business with you because you haven’t asked them to.

So I guess I’ll close this with our pitch – Partner – Engage – Convert. Lots of firms partner with their customers to engage web site visitors. And then stop. We help folks figure out how to convert their visitors into clients. Need help with this? Call Brian at 303 268-2245 to find out what else you can be doing.

Throwing money at problems is a solution best reserved for government. Well, I’d prefer they not use it either but that is a different discussion. If you are planning to do any kind of online marketing you need to have a plan. Otherwise you can just drive down the highway, open your wallet, and throw the money out the window. You have just as good a chance of someone picking it up and tracking you down as you do getting any kind of results that will help you grow your business.

Here are the important elements to putting together an online marketing plan:

Understand Elements: What are the parts of your online marketing. Often the most important one is the one most overlooked – the website. Often the website is the centerpiece of the marketing because it is the piece you have the most control over. Other elements include:

• Facebook
• Twitter
• Youtube
• Paid Search (usually Google AdWords)
• Paid Advertising (on other web sites)
• Email campaign(s)
• Foursquare
• Landing Pages (usually a part of your website)

Understand Offline Elements:  Usually an effective Internet Marketing campaign is folded into a larger marketing campaign. This might include a direct mail campaign, distributing flyers, newspaper advertising, ads on bus benches, billboards, or a variety of other venues. The important part of bringing these together is understanding how they work. For example QR codes can be an effective way to move people from print to digital. It is also important to maintain consistency in brand and message across media.

Start with the End in Mind: You have to have a clue – that is, it helps to know where you want to go so that you can use your resources wisely. So determine what success will look like:

1. Will it be an additional $x in revenue each month?
2. Will it be x number of new customers?
3. Will it be x number of new leads?
4. Will it be x number of downloads of a video or file?
5. Will it be x number of new appointments?

You can add to this list as needed. The important thing is that the end is geared toward helping you grow. Once you know where you are going, you can begin to plan how to get there.

Determine Parts to Include: Now you are ready to figure out what all needs to be included. If the goal is to generate leads for your business, you might determine that paid advertising or paid search aren’t the right venue. But running a contest of some kind on Facebook and Tweeting about it on Twitter might be just right. One of the strengths of Internet Marketing is that you can change your mind pretty quickly. If the paid search yields zero results, you aren’t stuck with it – you can stop within minutes. Or start it nearly as quick.

Determine Integration and Flow: It is still important to keep the big picture in mind. If you’re doing a print campaign as well and using a QR code to get people to your Facebook page, test the code with several different devices to make sure it works. Boy it gets embarrassing (and expensive) to direct people to the wrong (or a non-existent) page. Another thing to consider is steps in the process. While the ultimate goal may be getting them to fill out a form on your site, getting them to first “Like” you on Facebook makes it much easier for you to reach out to them in the future.

Determine Measurement Points: We strongly recommend the adage “What gets measured is what gets done” So determine what all you will measure. A good example of this can be seen in the travel industry.  While a very large percentage of folks research travel online, a much smaller percentage actually book online. So bookings would be one thing to measure but “intent to travel” is also something to try to measure. This can be measured by how many people actually viewed a deal on your web site or Facebook page. Or by how many people checked pricing. Or by how many people liked your page.

A key here is to have several measurement points. If you’re just looking at online bookings for example, you might consider the campaign a failure even though overall bookings are up – an indication that people are researching online and then calling. Without several measurement points, you might miss what is actually happening. Of course you can always build in better tracking by adding text like “mention deal 23 when calling” to your online ads.

Determine Evaluation: Once you’ve got the parts above figured out you can determine how you’ll evaluate success. The most obvious measure will be the one that impacts your bottom line. But you also want to be flexible and look at your results. If your goal was x number of downloads of that whitepaper you worked so hard and you fall short, you could say, “I give up” or you could look and see that you actually got more Facebook “likes” than you anticipated and that once you were liked, it was 25% more likely that someone would do business with you.

So the thrust of this part is to keep an open mind and look at all of your metrics to better understand what is working and what is not. For the parts that are working, see if you can tweak them to make them more effective. For those that aren’t working, determine whether tweaking or tossing is the best course of action. Then start your next campaign, incorporating everything you’ve learned from the one just completed.

If a company with such well known characters as Superman, Batman, Flash, Aquaman and Wonder Woman can do it, so can you.

Here is what DC seems to be doing right:

• They are keeping the familiar characters
• They are delivering their content old style (in comic books in stores) and new style (digital delivery)
• They’re bringing the stories that were started in the early to mid 1900’s up to date.
• They’re introducing some new characters along with “refreshing” the old characters.

What does this mean for you? Take a look at your brand. How is it evidenced in your logo? In your print materials? In your web site? In your interactions with customers?

How have your customers’ needs changed? What do they need now that they didn’t when you started your brand / business? How can you meet this new need?

Keep this discussion at a high level and paint in broad brush strokes. Consider how you want people to interact with your brand – should they be buying branded clothing? Downloading your app? Friending you on Facebook? Commenting on your blog?

Take this information and carefully consider whether you can meet the needs of your current consumer by: making small changes, doing a remodel, or doing a radical refresh that will bring out a new vision of what you company does and how it responds to customers.иконииконописikoni

We recommend blogging on a weekly basis or more frequently. For a corporate Facebook account, your blog should feed into it so you have at least one weekly update. Beyond that, it really depends on your strategy and plans for engagement.

So what are some possible engagement strategies?

1. Post bleeding edge information – this obviously requires you to be on the bleeding edge of your industry.
2. Share important information about developments in your business that your friends / followers / customers would be interested in. We do this when we finish a big project, for example.
3. Post video showing you or your people engaged in your industry. You can even try video blog posts although you need to remember that video isn’t as easily indexed by search engines.
4. You can ask questions or take surveys but you want to make sure that you’ll actually have engagement as you do this. There is nothing more lonely that asking a question only to discover you’re the only one in the room.
5. Post success stories and other anecdotes about your business that illustrate the excellence of your goods or services.

There are a lot more than these five strategies for success with social media engagement. But starting with these you can get the ball rolling.

A recent imedia article only served to confirm my thoughts that Groupon can cause more harm than good. Most business owners understand the value of incentivizing customers with a coupon or discount. Frequently something like $10 off or even 5% off are the incentives.

But when you use Groupon you are offering a STEEP discount usually 50% or more. And then Groupon gets ½ of that! So instead of giving a small discount to perhaps introduce new customers to your business, you are practically giving away your goods or services. And this is available to your existing customers. As the writer from imedia explains, you are showing your customers, new or old, that what you are selling isn’t really worth as much as you were saying previously.

So what happens after a customer gets your goods or services for 50% off the normal value? They likely enjoyed it and especially at that price. But now they know they can have it at that price, why would they pay twice as much for it? I’ve noticed, for example, that a local paintball place seems to do two to three Groupon specials a year. In their case, they still make money  at a 50% discount so they just keep doing them – which shows that you’re not getting and keeping new customers. It shows that the only way to get those people to come back is to once again go ½ off the price.

Our conclusion: If you are trying to grow your business and set an expectation of high service or high quality, avoid Groupon and look instead towards marketing that accentuates quality.

Then reality (and life) sets in. And that blogging thing gets pushed to the bottom of the heap. After all, I’ll get to it when I have time. But then you never quite get the time. And the blog grows stale before you’ve even really started it.

Sound familiar?

Here are a few quick thoughts about blogging and consistency.

1. The bare minimum you should blog – can’t stress enough that this is the bare minimum – is twice a month. Less than that and it isn’t really blogging.
2. We recommend at least once a week. One of our customers blogs several times a week and their traffic has gone up around 400% in the last year.
3. Blogs don’t have to be long – they aren’t college research papers. A good blog post can be two to three paragraphs.
4. Write about what you do – that way you provide good original content AND you use lots of keywords for your industry.
5. Write about the questions you get asked regularly. If the people you are in front of are asking, you can bet people are also looking for them online.
6. If you get stuck on what to write, set aside 10 minutes and perhaps bring in one or more people to help you brainstorm a list of topics. Then you’ll be ready for writer’s block.

If you answered “YES” to one or more of the questions above, plan to attend the next EduCyber seminar. Attendees will learn what the core components of a social media marketing
campaign are, how they interact, and how you can measure success.

Unravel whether being “retweeted” on Twitter, “Liked” on FaceBook or “Connected” on LinkedIn is really beneficial for your company and if so, why and how.

Learn how to build a firm foundation upon which to launch your success.

Who should attend this seminar?
CEO’s, COO’s, Marketing Directors and IT Directors. Those who make decisions regarding the company’s web presence.

When: Wednesday, May 18
Time: 7:30 – 9:00 am
Location: 4251 Kipling St.
(2nd Floor Conference Room)
Cost: $24.99 (includes a light breakfast)

Pay online to reserve your spot >>

1. Number of Interactions on Facebook – shows they’re engaged.
   Developing a successful Facebook page where your fans or “likers” not only like a particular item but make comments. Developing a following that interacts with you on social media emboldens them to interact with you as customer.
2. Number of click-thru’s – from Facebook or Twitter or LinkedIn back to your site.
   This is easy to track. It’s also, if something you’re measuring, easier to create ways for people to do so.
3. Increase in number of people who attend an event or call you after/during a campaign.
   Depending on your business and the appropriate call to action, you might “see” the results as click thru’s but if you hold an event that was properly publicized on social media and see an increase in attendance or participation, you can begin to make the connection.
4. Number of hits on a landing page on your site from a campaign.
   While similar to number of click-thru’s, creating a special landing page is one way to very clearly check how much traffic you get from your campaign. It is also smart because you can have a page specifically created for that campaign, making it highly targeted.
5. Increase in customers as a direct result of a campaign
   Ultimately, your social media marketing needs to get you more customers. For each business the method of acquisition is different but you need to measure this or you might as well not even do social media in the first place.

It isn’t a popularity contest, it’s business. It’s important to measure things that impact your bottom line. Need more help figuring out what to measure? Check out our March 15 seminar, How to Build an Internet Marketing Plan.

I learned or re-learned four lessons from reading this article that pertain very specifically to social media marketing:

1. The old media mindset doesn’t work with digital media – a given time slot (11:35 PM) is old media. Realizing that fans will interact with you whether they watch (and tweet) on TV or watch clips on Facebook or from Twitter is the digital media mindset.
2. For the kind of content Conan provides, real life fans are eager to become Twitter followers or Facebook fans (or likers).
3. A strong brand can sell on social media very well – Conan’s 30 city tour sold out. Their method of advertising? Sending out Tweets. Cost = $0.
4. Failure is an option. Sometimes it is the best option. By “failing” on the Tonight Show, he was in a situation where he and his team could think differently. So they did. And now instead of the old media bosses being in charge, like at NBC, Conan and Team Coco are in charge and blazing the trail that other artists will be sure to try to follow.

I would encourage you to think about what has driven your dream or ideal forward. Does it still make sense in the year 2011? What could you try differently? Want some help thinking this through? Give me (Brian) a call at 303 268-2245 x. 4 and we’ll help you learn what you could do differently.