What can the father of Mad Men advertising teach us about Social Media success?

I came across a blog on the Masterful Marketing success of David Ogilvy this morning and while reading began to ponder on how much of his “great marketing” lessons are still relevant to social media marketing today…

madmen_twitter

Here are the 5 big take away lessons from David Ogilvy as listed in the blog.  Below I attempt to put them within the framework of Social Media Marketing and to update them accordingly…

1. “Unless your advertising contains a big idea, it will pass like a ship in the night. I doubt if more than one campaign in a hundred contains a big idea.”

Social media is not a campaign — although you can create a campaign when executing your social media and while good ideas about content and the “market conversation” are still vital — more important is the conversation that allows for the “audience” to participate and the opportunity to promote them.  No longer is it just about your “big idea”, smart marketers today focus on building relationships first.

2. “In the modern world of business, it is useless to be a creative, original thinker unless you can also sell what you create.” 

Business in 2013 is the “end of  business as usual” — Brian Solis has shown us that. Businesses in Canada are in the bubble of a very old mindset, one that is risk adverse and complacent after having 100 years of resource based commodities fueling it. The only ones that are selling anything new are those consultants and marketers who have embraced social media and see a future where unless Canadian businesses become more human they are destined to become obsolete in the next decade. Canadian businesses are going to miss the opportunity to connect with their audience who being online have options to connect with global competitors, like our American cousins, who are focused on building social media relationships at all costs.

3. “I abhor advertising that is blatant, dull, or dishonest. Agencies which transgress this principle are not widely respected.”

In today’s market place the agencies still have control over much of the advertising space as together they and the larger businesses continue to support old school marketing and advertising campaigns. Small and medium enterprises, for the most part, have their heads in the sands and are trying to ignore social media in hopes that it will to away…

4. “Advertising people who ignore research are as dangerous as generals who ignore decodes of enemy signals.”

I wish all the advertising agencies in Canada would print this out and pin it on their walls. Most are still painfully ignorant about social media preferring to service the status quo with the tried and true ways of doing marketing — totally missing the reality that the “progressive” consumer has moved on and they are now just shouting at Dumb and Dumber with their one way mass media tactics.

5. “If we hire people who are smaller than we are, we will become a company of dwarfs. If we hire people who are larger than we are, we’ll become a company of giants.”
Amen. Don’t even get me started on the companies of dwarfs that populate the Canadian business landscape. Oh for the days of Giants. Even finding a business leader who has vision is rare. I am so grateful to my clients who have dared to have me activate their  social media and enrich their business!

Yes, the world has changed thanks to Web 2.0 and Social Media. Thank God, for Facebook and Twitter, as the world of business will never be the same.

Social Media is Innovative Marketing that Adds Great Value to your Business

Part of my role as as Social Media specialist is to curate content for my clients and myself. I look at a lot of content every day — some of it on social media and some of it on business. I am always searching for the common ground between the two.

Because I come from over a decade of  Sales experience in Toronto I love to read about sales and see how it relates to Social Media. In fact, I used to make the claim that having a person who knows about sales manage your social media was an real advantage and still believe that social media that incorporates both sales and marketing insights will be all the stronger for it.

A blog caught my attention this weekend with a quote from Peter Drucker and his approach to business. It quoted him saying

“Because the purpose of business is to create a customer, the business enterprise has two–and only two–basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business.”

I had never read this quote of his before and was blown away how he says that marketing and innovation create RESULTS, all the rest is costs and  by the last line in which he states that Marketing “is the distinguishing unique function of business”

Recently I burned through yet another client who decided that “social media” was just not that important and so they decided to terminate my contract. Why? Because I have the that attitude, when I take on a new client that they had better make a commitment to their social media for at least one year or I don’t even want to get started with them. This particular client began to question the value I was working to create and my attitude, after one month of managing their social media. It was barely time to let the ink dry on the contract, get their accounts set up, determine the tone of their market conversation and find the content that was engaging!

Ironically the client was a technology start up out of Calgary that began with no perceived need for marketing whatsoever!  They quickly found out that they would have to have a marketing person on board and a plan in place or “investors” would not even talk to them. So they hired an “old Media” marketing person who knew nothing about the new “social media” stuff. A smart move for a business model that relies on online subscriptions for sales revenue…

Don’t even get me started on how it all played out after they hired me on a short term contract. All I can say is that their marketing manager was hoping that social media might be a silver bullet to drive traffic to their site –overnight —-as they were unable to get even 10 hits to their site in a month after trying some old media marketing tactics. Of course I told them from the start that it would take time to build the value that would generate sales online. I am not going to go into the details but I was all over a month after I started — because their fearless leader thought it would be smarter to invest their assets elsewhere and cut the social media “expense” entirely…

Change

Which brings me back to the quote by Drucker. He says that it is either one or the other to create results and SALES. You either Innovate or you Market. Preferably you do both. If you are not innovating — then you better be creating value for your product or service through marketing! Since very few Canadian businesses that I have dealt with actually innovate —  most copy the US market or their Canadian competition and on top of that, as a rule, they don’t market much either, I often wonder how they hope to compete for the consumer’s dollar and attention in the days to come. Even if they do marketing– it tends to be all old media stuff — that one way push marketing aimed at an audience that has for the most part, tuned out and moved on to social networks, preferring a new type conversation, a type of marketing that allows them to “interact” and communicate with a brand or company that they are interested it. On top of it all since so many Canadian small and medium sized businesses are short sighted and risk adverse, they are, as a rule, not about to innovate with respect to their marketing strategy.  Embracing and then focusing on mastery of social media is for the most part non existent.

By its nature social media is innovative. It is a new medium that allows those who are creative communicators to easily innovate and hence, to add value to a business in a way that they have never been able to do before.  That in itself, one would think, would be reason enough to give it a concerted effort to push forward.

Clearly most Canadian business owners are not reading Peter Drucker. I am not sure they are reading thought leaders on business intelligence and instead have become terribly complacent — asleep at the wheel of a big oil rig — thinking that the Canadian resource based economy will carry us into a sustainable future on a planet that is, in fact, currently dominated by technology innovations in internet communications. We have seem more social, political and economic change over the past decade as a result of the internet and Web 2.0 then in we saw in the last 100 years and yet Canadian business thinks that everything will remain the same when it comes to the ways in which they can create value for a potential client and then, for their bottom line.

The status quo that make up the majority of Canadian Business owners, especially in Alberta – don’t like to think about the idea of using disruptive marketing like social media to add more compelling value. Take out the word “compelling” and replace it with the social media buzz word, that means about the same thing , the word “engaging”. If you know anything about social media you know where I am heading with this one. A word of caution to all business owners who decide to stop their social media before it even  a chance to enrich your business. What is the real COST of stalling your chances of sustainable growth through new sales revenue via online marketing in 2013?

Re-Imagine. The Power of the Personal Brand.

Let me begin by saying that I love the new WordPress blog interface that I accessed via the new home page. Sweet. Looks and feels alot like Tumblr and yet I am glad I do not have to post only in that totally crazy mad world of the Creatives – I can still remain respectable and hire-able by posting to Word Press. 🙂 Thanks WordPress for being cool and creative and for still seeing the creative writing on the wall!

It has been a busy summer. mostly doing websites and managing some social media properties. As of late I have been away on yet another one of those client journey’s. It was the classic scenario. To begin they love that I am so creative and want to know what I think—even went so far to claim that they are “obsessed” by me. Not a good sign as obsession leads no good… but hey for the first few weeks I felt like I had just won a shot at the Olympic good metal round in Fencing, my favorite sport, and that someone was actually listening to what I had to say!  Then suddenly the honey moon was over and I am assigned to what feels like the position of “employee” as all my creative ideas are swiftly, with no explanation, swept under the carpet and we return to BUSINESS AS USUAL — even though we have not signed anything to that effect and I have from the start been no other then what my Twitter Profile states.

In an effort to cheer myself up I set about to read some good inspirational stuff on my iPad about what I do best  –which is communications. Early this am I came across a post that lead to an app for a guy who claims to be a MEDIA Futurist. Excited not so much by what he had to say, I am sure I have heard it all before after all I have been in this game for a hell of a long time now, both on the technology, creative and sales side and adore McLuhan but rather by the his method of engaging me I proceed to the Apple Store for a download. For me McLuhan, is still my main media man for 100 years after his birth he is one of the few intellectuals who gave credit to artists saying “I learnt everything I know from the Poets and the Painters”.   AMEN.

Anyhow, I downloaded Gerd’s app onto my ipad so I could experience my first personal brand app, that was the coolest part and I made mental note to blog about it later as it had the same mind blowing effect as a good cranial adjustment — waking up some nerve endings which have fallen asleep in the race to please offer appeasement.

So the guy is named Gerd Leonard — not an American as one would expect but a European – as all white people are anyhow…..a German actually – who lives in Europe, who of course, lived for some time in the United States and advocates – god forbid, some green solutions– probably a fan of that guy who wrote the book called The Solar Economy back in the day.  Thankfully, in the video I watch on my ipad app Gerd talks only about Media Ecology so I don’t have to worry about the thought police knocking at my door…

Alas I am trapped in Canada, a nation of bean counters, who simple don’t get what it is to be Creative when it comes to business —-even though they do try on occasion, which typically means paying lip service to some tired old ad agency in Toronto who still advocates a mix of media even as Gerd speaks to me via his personal app loaded onto my ipad in a You Tube Video posted at his channel about “The Future of Technology”.  He is cool school and apparently advises large fortune 500’s in Europe about change and employs 25 “Change Agents”. While I do feel a connection with him thanks to social media my ipad craps out half way through his talk due to a bad Bell connection.  While feeling uplifted I am quickly forced to go back to the reality of the day, one spent in a country where the dominant network does not know the works of Marshall McLuhan little lone some dude named Gerd who has his own ipad app and recommend that we all  “RE-IMAGINE”. One can only re-imagine what that means for the Future of Canada,eh?

UPDATE: Just went to like Gerd on FB and see that three of my Facebook Friends also like him. Surprise, one is Canadian – Don Tapscott, whose own writings are greatly influenced by McLuhan.

How Social Media is begining to change “the face” of Hard Core Gaming

When I was a kid I hated to “play games” – mostly because my brother always had to win or else he would cry. Winning is Happiness after all. Most male games have been based on win or lose, do or die. War. Strategy. Tactics. In essence – The 33 Strategies of War.

I would argue that women play a different type of games– as we rule the emotions and therefore the heart. What is the line from the popular Eagles song say? “The Queen of Hearts is always your Best Bet”… Women tend to operate more in the sphere of influence. “Behind every great man is an even greater woman”.

Today Zynga launches a new game. While the exterior trappings might reflect the same old same old there is a new psychology behind it. INFLUENCE. i.e. How to win friends and influence people. Now there is a twist that belongs to the old boy Dale Carnegie. Mind your P’s and Q’s and be nice. The aim of the game is changing. Be social for people, Get Social for Business. Long overdue for all of us who seek new way to win at the game of life.

Utilizing more traditional combat gameplay, the title places you in the role of an island leader looking to expand their influence through military might. While that sounds a far cry different from a game like “FarmVille,” for instance, “Empires” still tasks you with familiar Zynga features such as resource collection and visiting “neighbors.”

Desperado - The Queen of Hearts is always your best BET!

Forget Facebook & Twitter-Small Canadian Businesses are still waiting for Google

Today is Google’s day! When I re-branded myself last fall (2010) as a SEARCH & SOCIAL MEDIA STRATEGIST after 10 years as a Sales and Marketing Consultant with a background in New Media I thought long and hard about my offering and arrived at Search & Social Media. For me it was never an either/or scenario like so many of my peers….rather it was about helping small businesses with the Social media basics and working over time to develop an online marketing strategy that embraced both Search & Social Media.

Since then I have heard very little talk about Google in my discussions with clients about my services. Those who are savvy are fascinated by social media and then shocked that I would actually charge anything more than minimum wage for my services for engaging, listening and monitoring their social media pages. This of course following their confession that they have no time or inclination or skills to engage online themselves – but admit that there is “something happening there” that they need to pay attention to, but they cannot identify what. It is called a new way to communicate, people. IBM calls it Social Business – it requires experimentation, investment and williness to take a business risk and exhibit leadership. The banks call it Innovation – but will NEVER lend to you, so I feel your pain–they will continue to hoard their funds and look to small business to mortgage their house instead…. A real catch 22, eh??

No sense dilly dallying over the Economics of the old school media world — I then move on to talk about Twitter or Facebook and there is more shock when I tell them that Facebook is “the” space in which to build a community or customer service portal – but since one needs to drive potential clients (traffic) to the FB page and engage them to like it before you gain access to their news feed the suggestion that they invest in online advertising in the form of Google AdWords goes over like a lead balloon even though I tell them it is a great idea as the typical user is actively seeking information on select keywords and the potential for a good lead or purchase is much higher they clutch their hearts and ask how much THAT is going to cost? I say the more you spend the more leads you get. Sales 101. In the sales world we call this a qualified lead. I see their eyes glaze over as they long for the day when they could hire a sales rep based on commission only. It is a different game online – they call it Marketing something that small business never really did. So, even though Google ad leads are much warmer than Facebook ad leads – at least for now….they don’t get it…

Over the last few days Google has re-positioned itself. Now that Larry is at the helm announcing that they will embrace social media, synchronizing themselves with the consumer who are currently using Facebook and Twitter type tools to connect with friends, family and oh yeah — ambitious innovative businesses…. They will also reach out to specific markets in an attempt to meld Search & Social Media with a new product called Google PLUS one.

What really hit home for me today is the fact that they will focus on the Canadian market as they have long identified it as being underserved with respect to the number of small businesses who do not even have a website. Some 1.2 Million — who are doing what? — “waiting for Godot”….

Note: A Tragi/Comedy in 2 ACTS

Having worked as an Account Executive some 13 years ago selling the “concept” of having a website to small businesses I have been down this road before. After the tek crash of 2000 I had to sell a lot of stuff besides “technology” but it allowed me to hone my sales skills and learn the sales process like the back of my hand. So now here is the Sting – about a month ago Google ran an ad on Craigslist (for FREE) for Sales Reps and I applied cause hey small biz is simply NOT getting it in spite of my brilliant White Paper download entitled – A 21 C guide to Online Marketing for Canadian Business.

Living in the most expensive City in Canada while waiting for the Search & Social Media Boat to come in is no JOKE. I have been literally and figuratively treading water for 13 years!

Reflections by Robert Freeman

Treading Water

Now I am going under and the only offer I have is to work for a Chinese Insurance Start Up company in a Management role….yes, Toronto is all about BAY Street. So I bit the bullet for the second, yes second time and applied to Google in the most creative manner I knew – I submitted my white paper as I never graduated with a MBA, a high GPA in the USA. I am Canajun, eh?
Did I hear back from Google? Of course not. Having a background in ART and Media and high-tech sales, excelling in B2B business skills that are very attractive to Chinese Entrepreneurs in Toronto is NOT what Google is looking for….

Pray tell, what might they be looking for? A piece of the Canadian small business market for sure. What could I possibly know about those 2.2 M small business owners mindsets? Google is proposing that they will assist small Canadian businesses set up their websites. Good Luck and Heads up guys as you will be competing with the high school kid who does it for fee in his basement….lol. But seriously, may the force be with you – because the sooner you get em set up the better for the both of us. In the meantime I am going to continue to educate and hold the hand of the small business owner who does not understand why they should pay a professional any money to set up their Social Media channels. AMEN.

Activate Your New Customer Service Channels Today!

This weekend I attended the Oakville Networking Un-Conference on Social Media and engaged in discussion on Social Media and Customer Service. In an attempt to communicate the benefits of Twitter and Facebook in a simple manner I positioned them as new customer service channel which, as Jay Baer & Amber Naslund note in their fabulous book “The Now Revolution“ have replaced the telephone as a communications channel!

These days when I am asked by a small business owner “When is a good time to get active with social media?” I reply – “If the phone rings in the office, when do you pick it up? First ring, second, third? Who picks it up? Your receptionist, your assistant or you? Imagine that the tool you choose to manage your Facebook and Twitter accounts with, be it Hoot Suite, Social Scope or Post ling is your new telephone. How will you respond to its data?” Naturally in order to connect with a potential client in the past you listened for the ring and answered it. With Twitter and Facebook you must both create the content and manage the response that arrives in the form of mentions and re-tweets, comments and posts. Like a new phone that has just been connected in your office – you will make your clients aware of your business phone number by some form of marketing be it a business card or print ad. When it does finally ring you will strive to respond in a manner that creates trust and credibility in order to move towards a point where you can offer up your service with the intention of making a sale. This occurs, of course, once you have determined there is a need for your offer. If no need is apparent you can continue to educate the potential client on your area of expertise with the hope that when the time is right you will be top of mind.

Below are two reasons why Social Media is here to stay and not just a “fad”. Both are essential to business success in today’s rapidly changing world. The Social Media “figures” of Facebook and Twitter that dominate your new customer service are framed against a ground based on
1. MEDIA – The platforms of Facebook and Twitter both reside in the cloud connected to the internet. This media is not new we have been utilizing for at least a decade, first with email, then with a website.
2. USER CENTRIC PHILOSOPHY – The internet has evolved to place where the user – customer, consumer, client is at the centre. This shift was driven by search engines – in particular Google. Now social media based on networks have arisen to allow your customer to build their own profile and connections and if they choose – they can include you in their network. If you win their trust and crediblity, if you engage with interesting content and insights that same user can easily share your posts, updates and SMS –(real time micro-blogging) to their networks..

These key factors allow for real time conversations powered by social media. When fully utilized this new division of your business can generate leads, engage customers, spearhead campaigns, provide market research and gather consumer insight – all through the simple acts of listening, engaging and conversing and is a must have for all wise leaders “looking to work on their business rather than in their business.” If you find you do not have time to manage these channels then it is smart to outsource it. Hire someone to do it -even on a part-time basis who is media savvey and knows how to sell. An hour a day is a great start and the long-term benefits will serve you well.

  • BACKGROUND to Your new Customer Service Channel
  • The history of advertising began in the late 1880’s with the basic assumption that the product for sale would give you what you need. For almost one hundred years that concept was delivered as a one way message through various media like print, radio and television. While big businesses used the services of large agencies most small businesses have relied on “word of mouth” to get the word out. It was not until 125 years later that marketing began to take on the role of helping businesses to grow by providing services that were accountable, interactive, integrated and targeted.

    With the new media of computers, mobile phones and the internet connecting people and extending their reach – a new way to communicate has emerged. Over the last three years the rise of Social Media is radically changing the way in which business is conducted. Social Media brings with it a quantum shift in HOW we connect and share information with customers, suppliers and other businesses. Ironically this new form of media amplifies the power of “word of mouth” as people share electronically with their friends, family and business acquaintances (their social networks) information that is relevant to them.

    The good news is that the era of very expensive one way mass marketing is no longer effective. It has been replaced by online marketing which is the most cost effective way to connect and creates the greatest return on investment. Investing in Social Media is a wise decision and highly recommended. The bad news is that social media is so new that many business owners are frightened by the change that it brings. Giving up the phone for a piece of software that manages tweets in hard to fathom. One of the first topics up for discussion at the UnConference was “Social Media is nothing to Fear”. Just as the phone and fax transformed the way business was conducted in the past social media is doing the same right now. As a business leader it is wise to position yourself ahead of the curve. Have no fear, for this time around it is the consumer who will benefit the most – keep in mind that people like you and I are also consumers who seek better access to information on products and services we buy. The more we participate in this experience the more we reconginze how this new type of customer service and its responsiveness is good for the consumer. It is no longer about the one way messaging of large corporations and the frustration of waiting in line for hours to return an item or on the phone to resolve an issue. With new tools in place consumers expect and demand real time resolutions from business. Below is an example of twitter being used by Best Buy as a customer service portal.

    Your customers live in one of the most connected areas in the world. For most people in Canada the internet is the first place we turn to search for information on whatever it is that we need to buy or want to research. In addition consumers can now use their social networks for “shopping” referrals. Our social nature is such that we like to share our opinions and thoughts on various topics and services daily whether offline or on. Your customer has already figured out that they are in control of the conversations around what they buy, where they eat and where they can shop and know that they can easily share with others their reaction to each and every business transaction. Instead of fearing this real time interaction wise businesses should embrace the tools afforded by this new media and use them to their advantange by implemeting solid social interactions and real time relationship building.

    Social Media, Creativity and Innovation in Canada

    I was watching the Lang O’Leary exchange last night from my comfy berger chair with my laptop connected to a twitter tool – when I heard the CEO of the Canadian Business Development Bank — discuss the dismal failure of small and medium sized businesses to innovate and it dawned on me that I could be facing a tough market for a long time simply due to the prevailing Canadian business mindset which is very conservative and risk adverse. As a single entrepreneur, I am not going to be able to shift that anytime soon. I did not do the survey or write the report that says Small & Medium sized Canadian business gets a D for Innovation. The fact that we are ranked 14 out of 17 worldwide for our lack of creativity and innovation is however, shocking. “Yikes”, I said outloud. The cat jumped up. I almost dropped my laptop. Could it be that bad? Way worse than what I had thought but totally in line with what a good friend, who works with Google insiders, said to me some time ago about the state of Canadian business – “They are doomed on their own local markets, if in the next 5 years, they don’t get connected with their consumers online”.

    While Marketing is an integral part of business- its first role being to determine if there is even a market for a product – it never fails to amaze me the number of businesses who still think that they can rely on word of mouth as a viable long term strategy for marketing their product or service in a high technology city, province and nation.

    Technology of course is the most innovative of industries as it relies on that “analytical computing machine” which has now connected the entire globe in a web of communications. Technology, Communications and Media have now merged in cyberspace and for the most part small Canadian businesses are nowhere to be seen along the information highway (remember when we actually called it that here in Canada?) while the virtual social media space is becoming more and more crowded with consumers, your friends, family and business associates, all piling on in search of information on health, wealth, love and stuff to buy – Canadian businesses are nowhere to be found….not in search, not in the social networks. They are lucky if they have a website, out of date, static, boring with a contact phone number.

    I have been blogging on this topic for some time now. In fact, over a decade ago I was in much the same position trying to sell business owners on the idea of having a website. At the time they could see no advantange to cutting print costs or being found on the new medium of the internet. It was a hard sell. Much the same as it is today.

    Now that a business should have their marketing focused online you would think that the need for those who are creative thinkers, indeed the creative class would to be embraced, employed and hired to work with them to create a new level of productivity and success. Sadly small businesses are missing in action and if you are tying to secure work a larger client make sure that you have a freshly minted undergrade degree in marketing from a University which did not even touch on social media or have you study the history of media aka MCLUHAN in Canada. Even though creativity (dare we say ART/Apple) and TECHNOLOGICAL (electronic/MS) innovation has transformed BIG business culture over the last three decades, heaven forbid they actually hire someone with the knowledge, skills and experience of this history who could base their innovative marketing strategies on the nature of media, someone who could engage in the type of experimentation needed to sail the uncharted waters that are the sea of Social Media.

    With a virtual “tsunami” of tools, apps, methods, numbers, metrics, stats, strategies available today where even medium-sized businesses think that being creative means having a personal facebook account with pictures of the last party you went to or a blog filled with some sort of trivia that reminds one of a content farm.

    Feeling depressed about the D GRADE Canadian businesses got on innovation, I googled for a quck fix – the phrase “quotes on innovation” for something positive and the search engine pulled up, guess what? — Quotes on Creativity and Innovation. It seems you cannot have one with out the other. Duh? And yet time and time again I am smacked down for being too creative and too innovative…

    So while I stuggle to “sell” the idea of social media to small and medium sized business in Canada at least I now know who is to blame for the conflict. It is not me..it is not my problem, I have an ART SCHOOL Education, I know how to innovate, how to problem solve, how to imagine, how to visulize, how to be flexible, be open, be transparent, be engaging. The problem lies with the make money mindset that has no idea how to connect with consumers in the 21st Century when their is an oversupply of goods and a lack of attention from consumers who are now in control!

    This time, I am on the side of the banks. While I may have very little capital in the bank since no one wants to fully engage me to execute any serious social media in Canada — they preferring to sit on the fence and watch their customers disappear down the information highway instead….I will do as I have done for decades now. I will ride out the wave working remaining in the moment of the NOW Revolution of Marketing.

    It may be too much to ask for a “standard” small business to innovate on its product offering…but it would be nice if they had the vision to innovate in when it comes to their marketing strategy. Same old product, new way to market and sell it. Now there is an idea.

    There are only two options here you either adopt social media or you are swept away. Time waits for no man or woman. Above us is the global connected techosphere where the big boys play. Learn the rules of the game and pay to win Canada. FYI, the name of the game is not HOCKEY – forget the pre meditated brain injuries in this game it is all about BRAINS, Creativity and innovation!