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Profile of the Most Active Conversationalists Charlene Li Altimeter Group June 2, 2009 If you would like a copy of the sli...
Welcome to the Groundswell Where social technologies enable people to get what they need from each other
How well do you know your customer? “ I’ve changed, and you haven’t.” “ We don’t even hang out in the same places anymore....
Who makes up the groundswell?
Basic online activity is just a start  Source: Pew Internet & American Life Project Tracking surveys (August 2006 to May 2...
Social Technographics focuses on participation People can belong to more than one category at a time Represents activities...
Understanding the Social Technographics of different groups Source: Forrester Research More data is available at groundswe...
Massachusetts Medical Society’s Social Technographics profile 72 88 125 84 154 50 Vs. US adults =100 Source: Massachusetts...
The 90-10-1 Principle on participation Looks at participation within a single community Use it as a rule of thumb
The Engagement Pyramid dives deeper Identifies engagement with a brand or with an audience segment Overlap exists between ...
Conversations start at the bottom Source: Universal McCann Social Media Tracker Wave 3, March 2008 *Source: Wiki data from...
Engagement spurs conversation
Watcher activity can also be mined Google knows what I’m reading, what’s important, and makes recommendations
HP actively encourages sharing
Why do people share? Source: ShareThis Survey, 2008 Base: People who share by cutting/pasting URL into an email
Identify your Power Sharers Sharing segments, by age Source: ShareThis Survey, 2008 Base: US online adults and youth *Powe...
Sharing is now very easy
Make sharing to networks easy Publish reviews from CitySearch to Facebook Both CitySearch and Facebook get behavior and sh...
Commenters give an opinion
Engage producers at scale Walmart has 20 moms blogging/ vlogging for it Use moms to engage moms
Curators – who are they?
Work with Curators/Editors closely Curators have power because the community (or the community owner) grants it to them
1) Figure out the engagement profile of your audience <ul><li>Decide on your target audience and observe/monitor them </li...
2) Determine the best way to engage Don’t aim for the biggest group, aim for the biggest pain Schwab doesn’t reply directl...
3) Have a strategy in place What will you do? What won’t you do?
Questions?
Five Success Strategies For  Tapping Into Conversations  And Transforming Your Company’s Marketing Charlene Li Altimeter G...
What marketing often looks like today
What kind of relationship do you want? Transactional Occasional Impersonal Short-term Passionate Constant Intimate Loyal F...
Five strategies, but start with Learn
Learn with monitoring tools
How Oracle encouraged feedback
How to learn better <ul><li>Determine where fast, flexible learning is most needed to support business goals </li></ul><ul...
Driving sales with dialog
What’s different? Roadblocks to sales are quickly identified
At Southwest, a planner talks Post has received 98 comments over 10 days In the future, everyone is a marketer
Coca-Cola spreads conversations  through  its fans
Customer support by customers
Cable problems? Who do you call?
Starbucks innovates across the organization
How to transform your marketing
Social pressures traditional orgs Task Strategy Changes Market research Learn <ul><li>Monitor conversations </li></ul><ul>...
#1 Get the right people on the bus
Find your revolutionaries Lionel Menchaca Dell Ed Terpening Wells Fargo Paula Drum H&R Block
Have a plan to deal with different  social media mindsets Find the “moments of faith” and “moments of crisis” for each min...
#2 Measure the right things Your goals determine your metrics Use the same metrics as your marketing goals
Example “micro” metrics Goal Metric Value Learn # of customer feedback Impact of faster, better insights Dialog # of peopl...
Higher order metrics to consider How likely are you to recommend this to someone you know? Net Promoter Score Lifetime rev...
#3) Embrace the loss of control Photo: Kantor,  http://www.flickr.com/photos/kantor
Conversations will change your org New forms of leadership will be needed
An essential tool to have
Thank You Charlene Li Altimeter Group [email_address] blog.altimetergroup.com Twitter: @charleneli If you would like a cop...
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Brandworks 2009: Social Media Profiles & Strategies

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Presentation at Brandworks University 2009 in Madison, Wisconsin by Charlene Li on June 2, 2009.

Published in: Business, Technology

Transcript of "Brandworks 2009: Social Media Profiles & Strategies"

  1. 1. Profile of the Most Active Conversationalists Charlene Li Altimeter Group June 2, 2009 If you would like a copy of the slides, please leave a business card with me.
  2. 2. Welcome to the Groundswell Where social technologies enable people to get what they need from each other
  3. 3. How well do you know your customer? “ I’ve changed, and you haven’t.” “ We don’t even hang out in the same places anymore.” From Microsoft’s “Bring Back The Love” ad campaign http://bit.ly/thebreakup “ We don’t talk any more.”
  4. 4. Who makes up the groundswell?
  5. 5. Basic online activity is just a start Source: Pew Internet & American Life Project Tracking surveys (August 2006 to May 2008) Percent of Internet users who report ever doing this activity
  6. 6. Social Technographics focuses on participation People can belong to more than one category at a time Represents activities that they use in general , not necessarily with your brand Source: Forrester Research 21% 37% 19% 35% 69% 25%
  7. 7. Understanding the Social Technographics of different groups Source: Forrester Research More data is available at groundswell.forrester.com
  8. 8. Massachusetts Medical Society’s Social Technographics profile 72 88 125 84 154 50 Vs. US adults =100 Source: Massachusetts Medical Society
  9. 9. The 90-10-1 Principle on participation Looks at participation within a single community Use it as a rule of thumb
  10. 10. The Engagement Pyramid dives deeper Identifies engagement with a brand or with an audience segment Overlap exists between categories Places the emphasis on the bottom of the pyramid, not the top
  11. 11. Conversations start at the bottom Source: Universal McCann Social Media Tracker Wave 3, March 2008 *Source: Wiki data from Wetpaint, forum data from Lithium Technologies **Source: Pew Internet & American Life Project Tracking surveys <ul><li>Share online video – 37% </li></ul><ul><li>Update profile – 35% </li></ul><ul><li>Upload photos – 23% </li></ul><ul><li>Watch online video – 59% </li></ul><ul><li>Read blogs – 48% </li></ul><ul><li>Download podcasts – 23% </li></ul><ul><li>Edit a wiki – <1%* </li></ul><ul><li>Moderate a forum – <1% </li></ul><ul><li>Write in a blog – 21% </li></ul><ul><li>Upload a video – 18% </li></ul><ul><li>Write in a discussion forum – 47%* </li></ul><ul><li>Rate a product or service – 32%** </li></ul><ul><li>Comment on a blog post – 22%** </li></ul>
  12. 12. Engagement spurs conversation
  13. 13. Watcher activity can also be mined Google knows what I’m reading, what’s important, and makes recommendations
  14. 14. HP actively encourages sharing
  15. 15. Why do people share? Source: ShareThis Survey, 2008 Base: People who share by cutting/pasting URL into an email
  16. 16. Identify your Power Sharers Sharing segments, by age Source: ShareThis Survey, 2008 Base: US online adults and youth *Power Shares share content at least once a week and with more than 11 people in 1+ channels
  17. 17. Sharing is now very easy
  18. 18. Make sharing to networks easy Publish reviews from CitySearch to Facebook Both CitySearch and Facebook get behavior and sharing data Bring friends to CitySearch
  19. 19. Commenters give an opinion
  20. 20. Engage producers at scale Walmart has 20 moms blogging/ vlogging for it Use moms to engage moms
  21. 21. Curators – who are they?
  22. 22. Work with Curators/Editors closely Curators have power because the community (or the community owner) grants it to them
  23. 23. 1) Figure out the engagement profile of your audience <ul><li>Decide on your target audience and observe/monitor them </li></ul><ul><ul><li>Where do they interact – or not interact? </li></ul></ul><ul><ul><li>What topics galvanize them? What do they share? </li></ul></ul><ul><ul><li>What is the sentiment they exhibit? </li></ul></ul><ul><li>Use surveys to classify their engagement </li></ul><ul><ul><li>With you, on your site – as well as other sites </li></ul></ul><ul><ul><li>With each other about you </li></ul></ul>
  24. 24. 2) Determine the best way to engage Don’t aim for the biggest group, aim for the biggest pain Schwab doesn’t reply directly, but it gets great data on issues/concerns Highlights Watcher activity
  25. 25. 3) Have a strategy in place What will you do? What won’t you do?
  26. 26. Questions?
  27. 27. Five Success Strategies For Tapping Into Conversations And Transforming Your Company’s Marketing Charlene Li Altimeter Group June 2, 2009 To get a copy of the slides, please email me or give me a business card afterwards
  28. 28. What marketing often looks like today
  29. 29. What kind of relationship do you want? Transactional Occasional Impersonal Short-term Passionate Constant Intimate Loyal Focus on relationships, not technologies
  30. 30. Five strategies, but start with Learn
  31. 31. Learn with monitoring tools
  32. 32. How Oracle encouraged feedback
  33. 33. How to learn better <ul><li>Determine where fast, flexible learning is most needed to support business goals </li></ul><ul><li>Figure out who you need to listen to , and where they are </li></ul><ul><li>Find out who is best at listening to that audience </li></ul><ul><ul><li>Hint: It’s probably not Market Research </li></ul></ul>
  34. 34. Driving sales with dialog
  35. 35. What’s different? Roadblocks to sales are quickly identified
  36. 36. At Southwest, a planner talks Post has received 98 comments over 10 days In the future, everyone is a marketer
  37. 37. Coca-Cola spreads conversations through its fans
  38. 38. Customer support by customers
  39. 39. Cable problems? Who do you call?
  40. 40. Starbucks innovates across the organization
  41. 41. How to transform your marketing
  42. 42. Social pressures traditional orgs Task Strategy Changes Market research Learn <ul><li>Monitor conversations </li></ul><ul><li>All employees listen & learn </li></ul>Marketing/Sales Dialog <ul><li>Any employee can converse </li></ul><ul><li>Bridge the consideration gap </li></ul>Marketing Spread <ul><li>Customers sell you </li></ul><ul><li>Finding dialogs that resonate </li></ul>Customer support Help <ul><li>Proactively seek out problems </li></ul><ul><li>Enable customers to help </li></ul>Product development Innovate <ul><li>Seek ideas from customers </li></ul><ul><li>Broaden employees involved </li></ul>
  43. 43. #1 Get the right people on the bus
  44. 44. Find your revolutionaries Lionel Menchaca Dell Ed Terpening Wells Fargo Paula Drum H&R Block
  45. 45. Have a plan to deal with different social media mindsets Find the “moments of faith” and “moments of crisis” for each mindset
  46. 46. #2 Measure the right things Your goals determine your metrics Use the same metrics as your marketing goals
  47. 47. Example “micro” metrics Goal Metric Value Learn # of customer feedback Impact of faster, better insights Dialog # of people reached # of interactions Awareness Faster, more sales Spread # of referrals # of re-tweets Awareness Reach new audiences Help # of issues addressed Customer satisfaction Innovate # of implemented ideas Faster, better development
  48. 48. Higher order metrics to consider How likely are you to recommend this to someone you know? Net Promoter Score Lifetime revenue Cost of acquisition Cost of retention Customer referral value (CRV) Lifetime Value
  49. 49. #3) Embrace the loss of control Photo: Kantor, http://www.flickr.com/photos/kantor
  50. 50. Conversations will change your org New forms of leadership will be needed
  51. 51. An essential tool to have
  52. 52. Thank You Charlene Li Altimeter Group [email_address] blog.altimetergroup.com Twitter: @charleneli If you would like a copy of the slides, please leave a business card with me. Copyright © 2009 Altimeter Group
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