McKinsey on digital marketing

September 12th, 2007

McKinsey Quarterly has published a terrific survey of companies around the globe and how they are using digital marketing.

“A McKinsey survey of marketing executives from around the world shows that in marketing, things are starting to change: companies are moving online across the spectrum of marketing activities, from building awareness to after-sales service, and they see online tools as an important and effective component of their marketing strategies.”

Read the article here (registration requred). We’ll have more insights based on their survey results and our own experiences soon, but suffice it to say, digital marketing has come of age as an important strategy, it’s just a matter of keeping professionals up-to-date on the changes.

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Blogging’s benefits

August 27th, 2007

The Wall Street Journal published an article a few days ago about the pros and cons of blogging for small businesses. The pluses can be counted in new clients, new business and an increased profile in one’s professional community. The downside is most definitely the time-consuming writing that regular blogging takes.

I’ve found that there are blogs out there by consultants and strategists who are paid to attend conferences, write books, and blog about a given topic day in and day out. It is what they do for a full time living, much like print journalists must write their stories or TV journalists must produce their reports. Their business is, in a lot of ways, their blog.

For those of us who have more of a business than a blog, blogging multiple times a day to keep up with the pros is an impossible goal. Focusing on a more realistic goal — one post a day — is a fair target for busy professionals engaged in client service and workload management. While visitors to your site want to see new, fresh content, they also don’t want to see meaningless posts. They want to see that you are proactive, knowledgeable, and able to help them face their challenges.

For political candidates, my advice would be the same. Your campaign blog is an important tool to communicate with your target audiences and should be updated accordingly with news, pictures and links pertaining to your candidacy. But it should not be the centerpiece of your communications strategy. Blogs (and associated tools such as podcasts, vidcasts and microblogs) are tools to be used as part of an overall outreach strategy and resources should be allocated to them as such.

Is blogging worth it? If you have something to contribute to the marketplace of ideas, then you have something to contribute to the blogosphere. It’s just a matter of taking the time to share your perspective with a world of potential clients.

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Who owns online?

August 19th, 2007

Those of us in marketing communications hate to see a perfectly good organization hand over their website to IT. It’s clearly a recipie for disaster.

But, what if they hand it over to marketing? Who owns it - marketing proper or PR specifically? Should IT still have a voice in this conversation?

Fundamentally, as far as we’ve moved in terms of corporate branding online, we have not reconciled the fundamentally different disciplines which are needed to really make “new media” work. It takes marketing, PR, IT and others (not to mention buy-in from management) to collectively work together to really make a project successful. But we haven’t merged those people effectively. More on that soon…

A lot of these thoughts are the result of something said this weekend at BarCamp Nashville by Chris Houchens, who writes a blog called Shotgun Marketing. While talking about social media (Facebook, MySpace, etc etc) in the context of corporate marketing he said, “It’s about reaching the audience that has already identified itself as your audience; it’s not about sales.”

His premise raises a much deeper question than how corporations should approach corporate marketing. It’s often a given that internally, marketing should own managing the online experience. But is that so? If the online experience is not about sales, then fundamentally it’s not a marketing function. Marketing is all about sales! So social media seems to fit in a different category, such as PR. Or are we back to IT?

Should it be that way? Who owns online?

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Show of Hands

August 16th, 2007

The RNC is getting into the interactive game trend, which is really smart on their part. See how well you know the Democratic candidates!

http://www.gop.com/ShowOfHands

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Online ads whip print

August 8th, 2007

Oh-oh. This doesn’t bode well for traditional media…

A study finds that U.S. consumers are increasingly shifting their attention away from traditional, advertising-supported media in favor of entertainment such as the Internet, video games and cable TV, which consumers pay for.

As a result, the boom in online advertising is expected to continue, with all Internet advertising spending - including ads on Web sites of traditional media outlets - overtaking print newspaper advertising in 2010 as the largest advertising category, according to a report released Tuesday by Veronis Suhler Stevenson, a media investment firm.

Time to take another look at the marketing mix?

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Google search secrets

June 5th, 2007

No, I’m not going to tell you that we’ve uncovered new magical secrets to make your website zoom up the Google search rankings. People who do tell you that, especially when they charge a hefty hourly fee to do it, are lying to you.

I’m just pointing to a terrific article by New York Times business writer Saul Hansell (”Google Keeps Tweaking Its Search Engine“) where he was actually allowed inside Google’s Building 43, the closely-guarded facility where Google engineers tweak the mathmatical algorithm that drives Google’s search results. As the article points out,

“‘Expectations are higher now,’ said Udi Manber, who oversees Google’s entire search-quality group. ‘When search first started, if you searched for something and you found it, it was a miracle. Now, if you don’t get exactly what you want in the first three results, something is wrong.’”

Hard-core search enthusiasts are always looking for any gleaned insights into the latest tweaks to Google’s code. Those who claim to have more are, again, playing loose with reality. According to the article, here’s a synopsis of how a website becomes listed on Google:

“As Google compiles its index, it calculates a number it calls PageRank for each page it finds… PageRank tallies how many times other sites link to a given page. Sites that are more popular, especially with sites that have high PageRanks themselves, are considered likely to be of higher quality.

“Mr. Singhal has developed a far more elaborate system for ranking pages, which involves more than 200 types of information, or what Google calls ’signals.’ PageRank is but one signal. Some signals are on Web pages – like words, links, images and so on. Some are drawn from the history of how pages have changed over time. Some signals are data patterns uncovered in the trillions of searches that Google has handled over the years.

“Increasingly, Google is using signals that come from its history of what individual users have searched for in the past, in order to offer results that reflect each person’s interests.

“Once Google corrals its myriad signals, it feeds them into formulas it calls classifiers that try to infer useful information about the type of search, in order to send the user to the most helpful pages. Classifiers can tell, for example, whether someone is searching for a product to buy, or for information about a place, a company or a person.

“These signals and classifiers calculate several key measures of a page’s relevance, including one it calls ‘topicality’ – a measure of how the topic of a page relates to the broad category of the user’s query.

“The sites with the 10 highest scores win the coveted spots on the first search page, unless a final check shows that there is not enough ‘diversity’ in the results. ‘If you have a lot of different perspectives on one page, often that is more helpful than if the page is dominated by one perspective,’ Mr. Cutts says. ‘If someone types a product, for example, maybe you want a blog review of it, a manufacturer’s page, a place to buy it or a comparison shopping site.’”

We’ve learned a lot over the years on how to write, develop, and build websites so they are friendly to search engines. But looking at SEO is secondary to designing with the user in mind first. For professional firms, especially local and regional ones, a lot more traffic is going to come from your site directly via old fashioned referrals. Ease of navigation, compelling content, and client interaction are key points for your site design. If you let us do that — and we are very good at it — the search engine traffic will follow.

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Who watches TV online?

May 31st, 2007

If your target audience is young, rich, and well educated, you need to advertise where they are watching TV online. According to Nielsen Analytics:

“Gerbrandt’s report states that Americans with access to broadband video are younger, richer and more educated than the rest of the public.

“Of all U.S. adults, almost a quarter (24 percent) have a college degree or greater. But the number increases to 35 percent among adults with broadband Internet access at home. And while only 17 percent of American consumers have an annual household income of $100,000 or more, that wealthy contingent accounts for fully 28 percent of those with broadband connectivity.

“They’re young, too. The 18-to-34 demographic represents 34 percent of those with broadband connectivity in their households, and the 35-to-54 demographic makes up 45 percent of those with home broadband access.”

The work we have done with online video has been incredibly exciting. It’s a new frontier for both audience and advertising. Those willing to take the leap will reap the benefits.

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Flat Creek Launches What’s News Colorado

May 16th, 2007

Denver, Colo. – Flat Creek, a strategic marketing technology firm, today launched What’s News Colorado (www.whatsnewscolorado.com), a new online endeavor to give Coloradoans a one-stop shop for local news throughout the Centennial State.

“We’re very excited to have this opportunity to bring together local news from across Colorado,” said Allen Fuller, Flat Creek’s Managing Partner. “The client’s vision was to feature important stories we often miss, those on the front page in Craig or Fort Morgan. Through the use of new technologies such as RSS we were able to combine Colorado’s best news sources and enable visitors to get a quick glance at what’s going on across the state.”

Read the full release here

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Word of Mouth meets Web

April 3rd, 2007

At Flat Creek, most of our clients are professional firms — lawyers, architects, fellow marketers, etc. But for every great client we have, there’s a prospective client who tells me “I don’t need a website. Most of my business comes through word of mouth.”

Actually, if most of your business comes through word of mouth, then you definitely need a website. According to a recent study on eMarketer.com, online word-of-mouth recommendations are huge, even among baby boomers:

  1. When baby boomers go online, 66 percent of the time it is to research purchasing decisions.
  1. Baby boomers get 45 percent of their word-of-mouth recommendations online.

Let me emphasize: these numbers aren’t for teenagers. These are specifically baby boomers (42-60).

It’s easy to see where our friends who still cling to “traditional” word-of-mouth marketing are coming from though. They work in traditional professions with traditional means of reaching clients.

Think about the last time someone referred you to an accountant or attorney. If you didn’t have their phone number already, chances are you went to their website. Actually that’s why most people go to a website - to find a phone number (consider that my free tip for the day).

So take that step, put some muscle behind your website, and wow prospective clients who were just told to check out your firm. Your bottom line will thank you.

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PR Priorities 2.0

April 3rd, 2007

Communications professionals tend to spend more time with print reporters than journalists from any other medium. It’s time we challenged that notion.

Granted, PR flacks have chuckled to themselves over the last several years as traditional newspaper empires have wasted away under the pressure from online media. But what they haven’t done is change their daily routine and priorities.

In order for a communications strategy to be effective in the Web 2.0 era, the media mix needs to be re-prioritized:

  1. Online media: The Internet has changed everything, so the cliche goes, so it should change how we look at media relations as well. Too often we look at blogs, YouTube, and other sites but we don’t engage in the conversation. Our day should start and end by researching relevant websites, commenting on blogs, and injecting new information into the conversation. Create YouTube video, podcasts, and fresh content for your website. If you don’t tell your story online, others will tell it for you.
  2. Events: if you don’t hold/attend creative, meaningful events with a message, there’s really not much to cover now is there? You have a message/policy/product that you want to share with the world. For heavens sake, give them a good reason to find out about it. Seminars, briefings, speakers, rallies, press conferences - the options really are only limited by your creativity.
  3. Radio: This may seem counter intuitive, but it could be that your target audience spends more time in the car than anywhere else (other than in front of a computer). Leverage that valuable time when your target audiences are tuned in. Take the time to work with producers and hosts to get your product/service/issue on the air. You may not reach the numbers of people as other media, but you will reach the right people.
  4. Print media: Ah, the bread and butter of public relations. Until now. See #1, then spend your time developing relationships with your key reporters. We’re talking daily papers here, not magazines or weeklies. Don’t send them a press release. Call them. Tell them your story. Tell them why it’s important to their readers. Invite them to your event (see #2). Take their call after you’ve been mentioned on the radio. Be persistent but courteous. Your value to your organization will increase exponentially.
  5. TV: Let’s face it, out of a 30-minute evening newscast, there’s about five minutes for everything that isn’t sports, weather or house fires. The competition to get on the air is intense and the payoff can be elusive. But if you have prioritized and are ready to take on TV, then be sure you’re pitching them some good visuals. They don’t want stale walls, they want noise and people and colors. How do you do that? Go back to #2.

I know there are others, such as specialty media and long-lead magazines, and going after those may make sense in some cases, but not until you’ve got a handle on the big five. The media environment has shifted. Our media relations strategies should as well.

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