Posts Tagged ‘product’


Social Media: The New Solitaire?

Tuesday, July 27th, 2010

by Denise Giacin*

Flickr Image: The Progressive

Flickr Image: The Progressive

Lately I’ve been struggling with the social media paradox – is it good or is it bad? I use social media because it encourages me to be, well, social. You can keep in touch with your aunt halfway across the country, you can check out photos of your recently married ex-boyfriend (ah-hem), you can stay on top of current news stories, and you can even rant or rave about practically anything and cyberspace is forced to “listen.” Networking is also another plus for social media. One of my friends recently told me how he actually used Facebook to help out a friend who was laid off. The news came up in his Facebook feed, he contacted his friend for a resume and emailed it to a PR firm he knew was hiring. His friend was rewarded with an interview and an opportunity that might have otherwise gone unnoticed.

All of this sounds good, so what’s the bad? Well, there is a lot of question and doubt regarding social media in the professional world. For one, some companies are hesitant to learn about these tools and apply them to their strategies. Instead, they are blocked, strictly forbidden, and grounds to send you packing in the event that you’re caught sneaking a peek at your Twitter feed.   

I recently attended a BDI conference called “Social Convergence and The Enterprise” and my mind is overflowing with all these thoughts on social media. Paul Hernacki, chief technology officer from Definition 6, boggled my mind with his perspective on social media in the workplace. He advised that we “stop blocking things internally.” Whoa! Wait, there’s more. Hernacki pointed out that while public relations, marketing, and communications departments should guide your company as your “official voice” this alone won’t be as successful as getting your organization involved as a whole.

This, my friends, is genius. Case and point: I tried to explain to my dad, who isn’t familiar with social media, what “liking” something is on Facebook. You should have seen the blank stare on his face.  My point is, how can you expect your employees to understand the power and impact of social media if they are not allowed to be actively involved?

At the same conference I also had the pleasure of listening to Jenny Dervin, director of corporate communications for JetBlue Airways. When speaking of social media, her words “you are being watched” hovered over the conference room. After all, the conference was being broadcast live over the web and we were all watching a live Twitter feed (#BDI) of our comments.  Dervin went on to further explain JetBlue’s use of YouTube and their blog “Blue Tales” as part of their strategy for taking a crisis situation head on. How much more authentic can you get than having the founder and former CEO of JetBlue Airways, David Neeleman, deliver an apology over YouTube? Kudos to JetBlue for picking up on the fact that consumers are involved in social media and for using this medium as a way to interact.

When your employees know what is being said on social media sites or how this medium is being used to promote a product, service, or idea it can only help your company. For example, if I worked at a major automobile manufacturer I might find it interesting to know that Ford is promoting the 2011 Explorer by unveiling it first on Facebook. In fact, the Ford Explorer fan page reached their goal of 30,000 “likes” so Ford will now give away a brand new Explorer! Clearly, Ford understands Facebook and the users who frequently use it.

I’m not suggesting that your employees should do nothing but surf the web all day, but there should be a balance. Encouraging your employees to understand social media and to use it wisely is an important tactic for any business plan. There are a lot of studies discussing whether or not social media decreases productivity at work. In my opinion, before social media it was Solitaire, before Solitaire it was “the water cooler.” There are always going to be distractions. If an employee is consistently not doing their job they shouldn’t be an employee of yours.  Not doing your work is a choice you make, regardless of how easily accessible any distractions are.

Social media gets people talking. If you want to be a part of the chatter, don’t block social media, incorporate it.  I’m sure you have many thoughts on this controversial topic and we’d love to hear them. Share your thoughts with the readers of BurrellesLuce Fresh Ideas. How does your company feel about using social media internally? What ways have you utilized this social media phenomenon? How do you monitor social media?

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*Bio: Prior to joining the BurrellesLuce Client Service team in 2008, Denise worked in the marketing industry for three years. She holds a bachelor’s degree in communications from the University of Connecticut, where she gained experience interning in PR and working for student organizations. By engaging readers on the Fresh Ideas blog Denise hopes to further her understanding of client needs. In her spare time, she is passionate about Team in Training (The Leukemia & Lymphoma Society’s charity sports training program) and baking cupcakes. Her claim to fame: red velvet cupcakes with cream cheese frosting. LinkedIn: dgiacin Twitter: @denise10283 Facebook: BurrellesLuce

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Why It Pays to be the Influencer for Sales and Retention Efforts

Wednesday, June 23rd, 2010

by Emily Mouyeos*

Influence marketing is beginning to showcase itself as an effective tool in social media strategies. Companies such as Starbucks and Virgin America have partnered with Klout , a startup that measures influence on Twitter, to identify influencing social media users. The criteria used to identify key influencers include more than 25 variables used to measure “true reach,” “amplification probability,” and “network score.” Klout’s website explains that, “The size of the sphere is calculated by measuring True Reach (engaged followers and friends vs. spam bots, dead accounts, etc.). Amplification Probability is the likelihood that messages will generate retweets or spark a conversation. If the user’s engaged followers are highly influential, they’ll have a high Network Score.”

The examples of Starbucks and Virgin America shows how companies are reaching out to find influencers to (in the words of Frank Sinatra) “start spreading the news” or share their valued opinion on a product or service. However, it can be just as important for the company to be the influencer, especially in B-to-B marketing. Being an influencer means you need to create a following (True Reach), have smart and interesting things to say (Amplification Probability) and connect with other shakers and movers (Network Score.)

This article, appearing on The Drum, offers some tips for effective influencer marketing,  among them: 

  1. Focus on the Influencer.
  2. Focus on Transactions.
  3. Focus on the Story, not the pay-off.
  4. Measure what counts.

If want to become an influencer then scoring high in these areas will pay off for your sales and retention efforts. If people come to know and like you, they will want to buy from you. Co-founder of influencer marketing company Pursway, Ran Shaul states, “The fundamental marketing challenge today is more strategic than tactical. Numerous studies all draw the same conclusion – the majority of people buy based on the conversation and recommendations of trusted friends, family members, colleagues and, increasingly, online reviewers.”

klout happo 2

He then goes on to cite Nielsen’s latest Global Online Consumer Survey, which revealed that out of over 25,000 Internet consumers, from 50 countries, “90 percent of consumers surveyed said they trust recommendations from people they know, while 70 trust consumer opinions posted online.” Incidentally, 70 percent of consumers surveyed also indicated that they “trusted brand websites completely or somewhat.” With 64 percent listing that they trust “brand sponsorships.”

How does this translate to sales and retention efforts? Becoming the influencer (directly or indirectly) gives you direct connection to potential clients who will remember you when they are looking to buy. These types of relationships increase brand awareness and prove you are a trusted advisor through thought leadership. Potential clients plugged into the industry chatter will know who you are and what you are about. Social Media has made it incredibly easy to share information. You no longer have to write a book to be considered an expert or impact the community.

As an example, I loved watching the phenomenal initiative; “Help A PR Pro Out” (HAPPO) impact the PR community. The campaign partnered together “PR Pros” with recent graduates looking for jobs in this tough economy. It may not have been the intent of the co-founders, Arik Hanson, ACH Communications, and Valerie Simon, BurrellesLuce, but they instantly became industry influencers to the young generation of PR professionals. You better believe that the college graduates will look to them for future partnerships and will one day become influencers themselves, not to mention the group of current PR influencers HAPPO was able to group together. I think the HAPPO campaign hit all of the “high scoring” variables used by Klout on the head. They created a strong following of PR pros and college graduates, gave out incredibly valuable information and gathered together the PR industries current and future influencers.

Do you know of any influence marketing campaigns where the influencer is the actual company? What are potential pitfalls to a company striving to be an intentional influencer? 

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*Bio: Emily Mouyeos joined the BurrellesLuce account management team with a background in nonprofit communication and development. Her background and current experience with BurrellesLuce allows her to effectively address client needs and consolidate feedback for senior management. To Emily, nothing feels better than helping others achieve their goal, whether it’s professionally or personally.  By focusing on client management through the Fresh Ideas blog, she hopes to evaluate new client management trends, as well as provide insight to the pros and cons of current practices. She looks forward to connecting with the readers of Fresh Ideas for new perspectives and dialogue on issues that affect overall success. LinkedIn: Emily Mouyeos Twitter: @BurrellesLuce Facebook: BurrellesLuce

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Jeffrey Gitomer Sales Caffeine: Ten Smart Things That Lead To A Sale

Friday, June 11th, 2010

by Carol Holden*

Smart SalesJeffrey Gitomer’s Sales Caffeine column is a weekly coffee break stop for me.  This week’s column struck me, in particular, because it was written from the perspective of a purchaser. 

Someone in purchasing, who reads his column, had contacted Jeffrey and he, in turn, had asked her for a list of the smart things that lead to a sale. She also gave him the dumb list, but I am just going to reinforce the positives below. We’ve probably heard them before, but this is a clear concise list that can never be repeated too often:

10 Smart “Things” that Lead to a Sale

  1. Honesty. Truth at all times and at all costs. Do not lie and think you’ll get away with it, because you won’t. If I can’t tell you’re a liar immediately. I’ll find out in a short period of time. One lie banishes you.
  2. Give me valuable ideas. If you can provide suggestions or ideas on how to make business better, you’ll be a hero to me and a valuable resource.
  3. Understand and be interested in my business. If you make an attempt to show interest and understand, I’ll spend all the time in the world to educate you, because you’ll only be better equipped to help me. Plus, it will make your job easier as well. A win for me – and a bigger win for you.
  4.  Treat me with respect. Be courteous, on time and well mannered. If you’re not, it’s a guaranteed deal-killer.
  5.  Be a decent human being, with some sense of ethics and morals. It makes me feel positive about doing business with you and gives me some reassurance you won’t try to screw me over.
  6.  Know your own business cold. Know it well enough so that you can make an understandable and knowledgeable presentation and answer my questions about your product or service. Provide good supporting materials – especially testimonials.
  7. Be friendly and personable. It helps to establish a sense of comfort and trust.
  8.  Remember the details. They’re small, but they can completely make my day or ruin it.
  9.  Make good on your word. If you can’t, come to me and we’ll talk it out. If you don’t, then your credibility is damaged or even ruined (depending on how often it happens and when).
  10.  Take responsibility. You are my link to your company. Handle what I need seamlessly, and own up to a mistake if you make one.

And the single smartest thing that leads to a sale:

  • Don’t “sell” me. Let me “buy.” Make me see for myself that “buying” is the right thing to do.

What I like best about these tips is that all or mostly everything listed applies to any sales situation whether you are “selling” a story idea to a journalist, a service like BurrellesLuce, or almost any other “product.”  And it’s also the backbone of a client service relationship as well. Here’s the customer laying out in front of us how to do business with them.  Remember the adage, the customer’s always right?

And if you’re looking to tie this to your PR agency Jim Joseph, president Lippe Taylor Brand Communications, provides some tips on closing a sale in this video

 

How will you apply these the next time you are working with a client or prospect or the media? If you already incorporate similar practices into current “selling” strategy, how have they benefited you?

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Bio: I’ve been in the media business all of my adult life, first in newspapers before going full circle and joining BurrellesLuce, where I now direct the Media Measurement department. I’ve always enjoyed meeting and especially listening to the needs of our customers and others in the public relations and communications fields; I welcome sharing ideas through the Fresh Ideas blog. One of my professional passions is providing the type of service to a client that makes them respond, “atta girl” – inspiring our entire team to keep striving to be the best. Although I have been lucky enough to travel through much of Asia and most major U.S. cities for business or pleasure, my free time is now spent with my daughter, visiting family/friends, and of course the Jersey shore. Twitter: @domeasurement LinkedIn: Carol Holden Facebook: BurrellesLuce

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