The What & The Why
Small Business Social Web Strategy
Before we try to make
 choices, let’s learn what
kinds of choices need to be
          made...
The Scope


1. Consumer Social Web Tools

 • What Are They?
 • Who’s Doing This?
The Scope
2. Consumer-Facing Social Web Engagements

 • What are the business objectives?
 • How should we segment our cus...
The Scope

3. Consumer Social Web Strategy

 •   How do we do it?

 •   How much is this gonna cost?

 •   How do we measu...
Your Customers & Prospects

         Inactive




          Active
Your Customers & Prospects (25-34)

               Inactive




               Active
Your Customers & Prospects (18-24)

                 Inactive




              Active
3 Reasons Social Web Will
Potentially Not Matter For Your Brand

• Most customers do not have Internet access (includes no...
Part One


• Consumer social web tools
 • What are they?
What Are Consumer Social Web Tools?
• These are the tools that your customers and prospects use on the social
   Internet ...
Facebook is not a social web
   tool. A social network
service is a social web tool.
“I can edit this anytime”


“anyone can comment here”
What Are Consumer Social Web Tools?
            Tool                  Consumer-Editable   C2C Conversation?

             ...
The Eight Buckets of Consumer Social
                     Web Tools

                      Social                         ...
Why Aren’t Video Games Included Here?
        It’s a $9.5B Industry!
• Consumers rarely create this type of content
• Cont...
Part Two

• Consumer-facing social web engagements
 • How should we examine our customers behavior?
 • What is The Fork an...
What are the communications objectives in
      using social web strategies? Entry-level
                                 ...
How Should We Examine
          Our Customers Behavior?
• There are two types of customers/prospects:
 • Talkers: These ar...
The Social Technographic Ladder
                            Publish a blog
                            Publish their own w...
Why do we use behavioral targeting?

• We don’t know who the person REALLY is on the other end of
  the screen.

• People ...
The Fork
The Fork

• The brand has an important choice
 • I call it The Fork
• Goal: To create a behavioral target, in order to dev...
The Fork
  Brand may wish to choose:

A. Behaviorally target the current demographic set, at the “rungs”
   that they’re m...
What are the communications objectives in
      using social web strategies? Entry-level
                                 ...
What Are The Business
               Objectives?
• Listening: To find out what people are saying about the brand
  so that ...
What Are Differences Between Small
     Businesses and Big Brands?

• Less total collateral out there in the market and le...
Social Email?

• Use email to draw older adults (45-75) into social media
• Include key social web property linkage on all...
Carrot & Stick


• Offer much deeper discounts on social web properties;
  motivates users with carrot, pushes with stick
...
There’s a reason this slide is red
   Don’t do any of the following:

• Pay your customer evangelists after they’ve evange...
Part Three
• Consumer Social Web Strategy
 • How do we do it?
 • How much is this gonna cost?
 • How do we measure ROI/ROP...
How Do We Do The Strategy?
1. Spend a month or two listening

2. Bring in a pro to write the 90-day or 120-day strategy do...
What’s the methodology, again?
• POSTm Methodology
 • People: We pick our stakeholder set first.
 • Objectives: We then dec...
How Much Is This Going To Cost?
• Use the 90/10 rule
 • 90% of your investment should be in people
 • This will cost 10-15...
What is ROP?
• Return-on-participation
• It’s what we get for participating in the social web
• It’s the number of social ...
How do we measure this stuff?

• Analytics solution: Google Analytics (free); can also be used for
  basic eCommerce.

 • ...
Can’t We Just Copy What Our
          Competitors are Using?

• No. They might be doing it all wrong
• They might not have...
How Do We Delegate The Day-to-Day?
• After doing the listening yourself, get assistance writing the
  plan.

• Explain pla...
What Are The Next Steps?

• Begin listening phase
• Get strategy written
• See how it impacted sales and the number of res...
Digging Deeper
• My first strategy book, “There Is No Secret Sauce”
 • www.adammetz.com
 • adam@adammetz.com
• Available fo...
The Book
      10 Social Media Mistakes
I’ve Got The Budget, How Do I Spend It

     http://tinyurl.com/metzbook
Consulting




www.adammetz.com
The What & The Why: Small Business Social Web Strategy
The What & The Why: Small Business Social Web Strategy
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The What & The Why: Small Business Social Web Strategy

  1. 1. The What & The Why Small Business Social Web Strategy
  2. 2. Before we try to make choices, let’s learn what kinds of choices need to be made...
  3. 3. The Scope 1. Consumer Social Web Tools • What Are They? • Who’s Doing This?
  4. 4. The Scope 2. Consumer-Facing Social Web Engagements • What are the business objectives? • How should we segment our customers’ behavior? • What are differences between real small business (under $1M) and big brands? • Where does email fit in?
  5. 5. The Scope 3. Consumer Social Web Strategy • How do we do it? • How much is this gonna cost? • How do we measure return-on-investment and other important metrics? • How do we delegate the day-to-day? • What are the next steps?
  6. 6. Your Customers & Prospects Inactive Active
  7. 7. Your Customers & Prospects (25-34) Inactive Active
  8. 8. Your Customers & Prospects (18-24) Inactive Active
  9. 9. 3 Reasons Social Web Will Potentially Not Matter For Your Brand • Most customers do not have Internet access (includes no mobile) • Most customers/prospects over the age of 65 • Pre-literate customer base
  10. 10. Part One • Consumer social web tools • What are they?
  11. 11. What Are Consumer Social Web Tools? • These are the tools that your customers and prospects use on the social Internet to create and share content • We’re not talking about brands, we’re talking about types of technologies • “Is it a social web tool?” 1. Can consumers talk to other consumers using it? 2. Can consumers submit original, uncensored content? • This content can later generally be edited by consumers
  12. 12. Facebook is not a social web tool. A social network service is a social web tool.
  13. 13. “I can edit this anytime” “anyone can comment here”
  14. 14. What Are Consumer Social Web Tools? Tool Consumer-Editable C2C Conversation? Yes Yes Social Network Profile Page Wiki Page Yes Yes Blog Entry Yes Yes Amazon Review Yes Yes Review Site Review (e.g. Yelp, Yes Yes TripAdvisor)
  15. 15. The Eight Buckets of Consumer Social Web Tools Social Online Online Discussion Reviews & Blogs Wikis Podcasts Network MicroBlogs Forums Video Ratings Services
  16. 16. Why Aren’t Video Games Included Here? It’s a $9.5B Industry! • Consumers rarely create this type of content • Content shared by consumers within these games cannot typically be accessed by all game players • “Is World Of Warcraft a social network service?” • Yes, but it has limited functionality for your purposes, and engagements scale poorly.
  17. 17. Part Two • Consumer-facing social web engagements • How should we examine our customers behavior? • What is The Fork and why do we use behavioral targeting? • What are the business objectives? • What are differences between small business and big brands?
  18. 18. What are the communications objectives in using social web strategies? Entry-level Objectives • Listening - “We’re figuring out what people are saying about us and our space.” • Talking - “We’re talking with our customers and listening to them.” • Energizing - “We’re working with our customer base to create an army of raving fans who will evangelize our brand.” • Embracing - “We’re working with our customers to Late-STAGE create new products and services by utilizing the social Objectives web.”
  19. 19. How Should We Examine Our Customers Behavior? • There are two types of customers/prospects: • Talkers: These are people who go online and say things. They’re the only people we’re concerned with in our social web strategy. • Everybody else: Don’t worry about them. Some portion of them will eventually become Talkers. The rest will just read/listen to whatever the Talkers say, and make their own decisions.
  20. 20. The Social Technographic Ladder Publish a blog Publish their own web pages Creators Upload video they created Upload audio/music they created Write articles or stories and post them 1x monthly Critics Post ratings/reviews of products/services Comment on someone elseʼs blog Contribute to online forums You’re all a Contribute to/edit articles in a wiki Collectors bunch of Use RSS Feeds talkers! Add “tags” to websites or pages (folksonomies) “Vote” for websites online Joiners Maintain profile on social networking websites Spectators and visit social networking sites Read blogs Inactives Watch video from other users Listen to podcasts Read online forums and customer ratings/reviews None of the above Source: Forrester Analytst Report, 02/08
  21. 21. Why do we use behavioral targeting? • We don’t know who the person REALLY is on the other end of the screen. • People aren’t always who we say they are on the Internet. • Online behaviors guide social web tool usage reliably, not age, gender or locality. • It’s way more accurate than demographic targeting.
  22. 22. The Fork
  23. 23. The Fork • The brand has an important choice • I call it The Fork • Goal: To create a behavioral target, in order to develop a strategy • Challenge: Can’t choose a tool (or two) until you’ve chosen a strategy
  24. 24. The Fork Brand may wish to choose: A. Behaviorally target the current demographic set, at the “rungs” that they’re most comfortable with OR B. Engage new base of prospectives with behaviorally high social media aptitude/usage
  25. 25. What are the communications objectives in using social web strategies? Entry-level Objectives • Listening - “We’re figuring out what people are saying about us and our space.” • Talking - “We’re talking with our customers and listening to them.” • Energizing - “We’re working with our customer base to create an army of raving fans who will evangelize our brand.” • Embracing - “We’re working with our customers to Late-STAGE create new products and services by utilizing the social Objectives web.”
  26. 26. What Are The Business Objectives? • Listening: To find out what people are saying about the brand so that we can develop a solid strategy to increase brand awareness and sales and brand equity • Talking: Increase brand awareness, brand equity and sales • Energizing: Increase brand awareness, brand equity and sales • Embracing: Create totally innovative, customer-centric products or services
  27. 27. What Are Differences Between Small Businesses and Big Brands? • Less total collateral out there in the market and less content to monitor • Less total tools needed • Less time needed to make big wins over your current situation • Much easier to “know your market” and know your customers
  28. 28. Social Email? • Use email to draw older adults (45-75) into social media • Include key social web property linkage on all corporate email • Rebrand all company assets (letterhead, business cards) to reflect social web collateral that’s important • If email can’t be easily forwarded, fix it
  29. 29. Carrot & Stick • Offer much deeper discounts on social web properties; motivates users with carrot, pushes with stick • When someone unsubscribes, it may be because they’re a “friend” • Read email analytics, all the time
  30. 30. There’s a reason this slide is red Don’t do any of the following: • Pay your customer evangelists after they’ve evangelized for you for free • Use paid services to get people to write about your brand • Use shills or buzz agents • Market on your competitors sites unless you’d like them to return the favor • Start a fight with a major content property (e.g. Yelp, Tripadvisor, etc.) unless you have an army of hundreds of customers who can back you up
  31. 31. Part Three • Consumer Social Web Strategy • How do we do it? • How much is this gonna cost? • How do we measure ROI/ROP? • How do we delegate the day-to-day? • What are the next steps?
  32. 32. How Do We Do The Strategy? 1. Spend a month or two listening 2. Bring in a pro to write the 90-day or 120-day strategy document based on the results of your “market surveillance” • Use the behavioral targeting based on The Fork when choosing your tool 3. Execute against the document 4. Run monthly reports and a final report
  33. 33. What’s the methodology, again? • POSTm Methodology • People: We pick our stakeholder set first. • Objectives: We then decide upon a communications and a business objective. • Strategy: We write a strategic document, and execute against it, spelling out the exact gains we wish to achieve in terms of metrics. • Tools: We pick our tools last, using behavioral targeting. • Measure: We measure the key metrics, and iterate the plan based on our measurements.
  34. 34. How Much Is This Going To Cost? • Use the 90/10 rule • 90% of your investment should be in people • This will cost 10-15% of the marketing budget • If you spend an annual total of $300 on reputation monitoring and blog software, spend $2700 on paying an intern to use this stuff • If you up the tool spend, up the “people spend” • If you’re spending over $500 on tools, something’s fishy
  35. 35. What is ROP? • Return-on-participation • It’s what we get for participating in the social web • It’s the number of social web responses (reviews, comments, sales, etc.) you get in return for your efforts • You should see this rate increase over time, and eventually level off • A low engagement rate is 3x, and a high one is 15x
  36. 36. How do we measure this stuff? • Analytics solution: Google Analytics (free); can also be used for basic eCommerce. • Buy one good book on Google Analytics: One-Hour-A-Day by Avinash Kaushik • Reputation Monitoring Solution: Trackur ($18) • Plain old counting (review sites): ($0)
  37. 37. Can’t We Just Copy What Our Competitors are Using? • No. They might be doing it all wrong • They might not have listened • They’re maybe not as ethical as you are
  38. 38. How Do We Delegate The Day-to-Day? • After doing the listening yourself, get assistance writing the plan. • Explain plan carefully to the staff and interns • Check for comprehension • Explain metrics to staff and interns • Possibly bonus the staff for certain levels of improvement • Read monthly reports with intern
  39. 39. What Are The Next Steps? • Begin listening phase • Get strategy written • See how it impacted sales and the number of results that come up in Trackur • Look at where the hits are coming from - are they coming from the right markets?
  40. 40. Digging Deeper • My first strategy book, “There Is No Secret Sauce” • www.adammetz.com • adam@adammetz.com • Available for consulting • Read my blog to get up to speed, and other recommended reading is for sale in my bookstore and on my blogroll
  41. 41. The Book 10 Social Media Mistakes I’ve Got The Budget, How Do I Spend It http://tinyurl.com/metzbook
  42. 42. Consulting www.adammetz.com

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