30 Nov 09 Sponsored Conversations: Product Placement in Social Media

Bloggers have been participating for years and now as other media like Facebook Fan Pages and Twitter profiles become more popular, the commercialization of these audiences is on the increase.

Niche websites have evolved that provide a platform for trade of your social media audiences and of course there’s no shortage of listings on Ebay. It’s a new gold rush of sorts. Not of the scale of the .com trade, but who knows what the future holds.

@BreakingNews

Audience: 1,443,582

The recent deal between @BreakingNews and MSNBC is the latest high profile case. MSNBC drives more traffic to their site, which generates additional advertising revenue.

This deal follows the @cnnbrk deal earlier this year (2009.) At the time of the sale, @cnnbrk was the most populous Twitter account, with 945,152 followers. Today it boasts 2,811,594.

There’s a clear difference between the two examples above. One was for a proprietary name, which people assumed was CNN anyway. The other is a generic breaking news site, with no prior brand association.

So is it ethical? Is this the first part of a community hijacking?

This is the way things are starting to move and really, its no different to newspaper takeovers in days of yore. A community will no longer be a community for the sake of it. Bills need to be paid. commercialization is almost inevitable.

A possible approach to sponsored conversations.

There’s always going to be some compromise, but let’s remember that we can’t please everyone all the time. Paid product placements on social media need to adhere to the principles of authenticity and transparency that are inherent to social media:

Clearly identify all sponsored content.
The community administrator has final editorial approval of anything that is published and has the right to veto anything she deems to be compromising.

To illustrate one approach to product placement in social media, I’m going to use the fictious Facebook Fan Page:

Beer

Beer has 653,279 fans. The sizable audience will probably be of interest to the beer brands, especially considering the audiences growth potential. So how can the beer brand get their message to the community in a transparent, non-sinister and authentic manner that doesn’t bring them or the Fan Page in to disrepute?

1. Sell-out to the highest bidding beer brand.

This entails re-branded the page, changing the avatar, links and content on the page.

Remember that you built the community on the idea of love of beer…any beer. What if you select a beer that none of your audience likes? Then what? People leave, people complain, people stop paying attention. One must be weary of hijacking the community.

The problem is, we don’t actually know if the community likes this particular beer in the first place. The rebranded fan page with could turn the audience away.

2. Run a poll and ask the community to share their preferred Brand of Beer.

Get people to vote on their favourite beer, then approach the local distributor with hard data, and leverage it for a sponsorship deal. You know that the majority of your audience likes this beer, so now the risk to the community is mitigated. You’ve asked the community what they prefer and now your going to give it to them, rather than imposing upon them.

The community has voted. Asahi is preferred by 64% of the audience. Now you can approach that brand with hard facts:

Hello Asahi beer, you page has 2431 fans on your Facebook Page. My beer page has 40,000 fans and 64% of then like Asahi beer. This will save you tens of thousands of dollars on expensive, but unproductive social media campaigns. My audience loves your beer. And they can be your audience. Interested in sponsoring / buying my beer fan page?

Why should they build a new community from scratch, when they can use yours instead? They don’t know how. It will cost them time and a lot of money. You’ve put a better deal on the table.

A captive audience is of value (Eg @BreakingNews)

It started with blogs and now we have Twitter profiles, Facebook Fan pages, and to a lesser extent, Linkedin Groups that zoom in on niche audiences. It takes a group administrator with a lot of will-power to turn down the advances of advertisers wanting to talk to your audience, be it to promote an event, product or service.

For those who do take up these Sponsored Conversation opportunities, the execution has to be impeccable. It’s a delicate balance to promote sponsored material in an ethical and sustainable manner to help ensure there is no backlash from the very people that helped create your community.

The ROI Question

Consumer generated media is attributed higher trust and therefore, arguably delivers a higher ROI. According to Forrester, Social Networking site profiles from a company or brand are trusted by only 18% of audiences. Surprisingly, Social Network profiles of people you know only received a 43% trust rating. At the time of writing, there was no data on the trust levels associated with a community created Facebook Fan Page or Twitter profile.

While the debate continues into 2010 , I’ll be publishing a Facebook for Business post tomorrow. Follow me for the update.

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Tags: product placement, Social Media Marketing, sponsored conversations

Filed in Social Media Marketing with Comments

27 Jul 09 Social Media Marketing with Twitter: The EA Comic-Con

A Night with the Hottest Girl at Comic-Con. Dinner, Booty & More.

A viral social media marketing campaign by EA has lived up to its name and quickly become an infection that appears will require Electronic Arts (EA) to do some damage control.

The nature of the competition which is sexually suggestive, has received a barrage of negative sentiment fuelled by tribes on Twitter using the #EAFail and #lust hashtags. Some Tweeps suggest that EA has isolated their female market (about 40% of gamers are women:)

malinhanas: Wow. Considering 40% of gamers are women makes this idea even more ridiculous #EAFail #Lust

MelindaShore: still don’t understand who thought that giving away a woman like she’s an iPod or theatre tickets was a good idea #eafail

And while there have been several male commentators weighing in with negative sentiment, The primary target market for Dante’s Inferno, red-blooded teenage males, don’t appear to have even raised an eyebrow.

A Night with the hottest girl at Comic-Con. Dinner, Booty & More. Suggestive? I think so. EA have failed Marketing 101. They have over-promised and under-delivered.

The Competition Details. The culprit: "Commit Acts of Lust"Though the imagery is clearly platonic

The wording on the flyers ” Commit Acts of Lust” is contradictory to the imagery on display. The picture suggests just taking a platonic picture with a booth babe and keep your hands to yourself. However, the image caption is a little more provocative. While most people are socially well adjusted, some attendees will have no doubt interpreted this as an invitation to get up-close and a little too personal with the booth girls. But as some commentators point out, everyone may be overreacting:

Vegas comment on Mashable:

Ah c’mon, the average person that goes to comic con is too afraid of booth babes (they might be horny tho) and no sexual harassment will happen. At all

And Tom Gray adds:

EA chose the wrong words in promoting their contest but their audience isn’t Gloria Steinem it’s socially awkward, 15 year old Conner sitting in the basement with his equally socially awkward friends dreaming of the girls they’ll never get – at least until they become the next software/internet/social media gazillionaire.

The Apology

EA have responded to the criticism:

Thanks you for all of your comments and concerns around the Sin to Win Contest at Comic Con. We’ve responded here: http://twitpic.com/bi18o10:59 AM Jul 25th

We understand there’s a lot of debate right now around our “Sin to Win” promotion at Comic-Con and wanted to clarify a few things. We created this promotion as part of our marketing efforts around the circle of Lust (one of the nine sins/circles of Hell). Each month we will be focusing on a new Circle of Hell. This month is Lust. Costumed reps are a tradition at Comic-Con. In the spirit of both the Circle of Lust and Comic-Con, we are encouraging attendees to Tweet photos of themselves with any of the costumed reps at Comic-Con here, find us on Facebook or via e-mail. “Commit acts of lust” is simply a tongue-in-cheek way to say take pictures with costumed reps. Also, a “Night of Lust” means only that the winner will receive a chaperoned VIP night on the town with the Dante’s Inferno reps, all expenses paid, as well as other prizes.

We apologize for any confusion and offense that resulted from our choice of wording, and want to assure you that we take your concerns and sentiments seriously. We’ll continue to follow your comments and please let us know if you have any other thoughts or concerns. Keep watching as the event unfolds and we hope you’ll agree that it was all done in the spirit of the good natured fun of Comic-Con.

A Lack of Transparency & Authenticity

The contest was not restricted to just EA’s employees, but extended to any booth babe at comic-con. I wonder if the comic-con organisers knew about and condoned the contest before hand? Furthermore, did the other exhibitors give consent for their employees to be roped into EA’s campaign?
A hoax protest against the game outside Comic-con adds to the inauthenticity of EA’s tactics. Something that could lead one to argue that it is something that is ingrained in their corporate culture.
In a social media ecosystem that demands transparency and authenticity to survive, their published apology leaves a lot to be desired.

Crisis Response Management

Everything is public. Comments can be picked up and quoted by any publication.This outcome shouldn’t have caught them with their pants down and they should have had a crisis response plan in place. The speed of propagation offered by Twitter means that you have to be on your toes and ready to react. Fast.

EA should have expected the campaign to be talked about when they chose a social medium like Twitter to run it. They should have known that more than just their primary target market for this game would get wind of it.

EA could have:

Admitted they were wrong, rather than contend that their customers have misinterpreted the situation. The customer is always right.
Responded to individual tweets and comments to show that they are actually listening to people rather than just saying that they were in a blanket statement posted on Twitpic (of all places.) In fact, one critic has made it easy for them and started an archive of EAFail.

A more transparent apology that addressed these points would have been better, but there’s no doubt that the final cut had to go through the legal department for approval first. They probably should have run the whole campaign past legal and HR first too.

Gary Vay Ner Chuck shows us Crisis Management practice:
Turning Negatives into Positives

Closing Remarks

#EAFail will continue to live on in the Twittersphere, being used as a spammer hashtag more than anything else.
The campaign is very obvious and lacks creativity. It was done in poor taste and with a lack of proper consideration for using Twitter as a platform to run it.

The flyer is designed to get the participant’s mind racing and fantasizing of what could happen and succeeds.
#EAFail or #lust never got on Twitter’s Top Trends.
The unofficial The_Sims_3 account seems relatively unaffected, with very little negative sentiment creeping in. However, it’s important to note that the account is not controlled by EA which highlights how easy it is for someone to hijack the brand and run a smear campaign against them.
A key marketing tenet is to under promise and over deliver. EA’s prize does the exact opposite.

The flyer says:

Front: Dinner and a Sin Ful night with two hot girls, a limo service, paparazzi and a chest full of Booty.

Back: A night with the hottest girl at Comic-Con, Dinner, Booty and more.

And then the apology says:

A “Night of Lust” means only that the winner will receive a chaperoned VIP night on the town with the Dante’s Inferno reps, all expenses paid, as well as other prizes.

They appear to have insinuated more than what is actually in-store for the winner.

A relative handful of people are boycotting EA, but most seem to think there has been an over-reaction or are willing to forgive the indiscretion.
The campaign has not appeared in Twitter’s Top Trends list (or on hashtags.org) nor has it made a dent according to Google Insighs.
In the grand scheme of things, this will blow over within a couple of weeks, but for EA this is a stain on their permanent record and well, some people may just decide not to buy Sims 3.

In contrast, here’s a more successful Twitter campaign: Moonfruit: A Twitter Marketing Campaign Analysis

Tags: Social Media, Social Media Marketing, Twitter, twitter marketing

Filed in Online Advertising, Social Media Marketing, Twitter with Comments

13 Jul 09 Who are the Twitterati? A Behavioural Segmentation

Who uses Twitter and how? With registration on Twitter requiring little more than a username and password, how do we know who actually uses the micro-blogging service? I’ve had a go at segmenting Tweeps into several behavioural categories:

Lifestreamers

People who broadcast every little aspect of their life on Twitter. They will automatically follow you back after you follow them, but they are not interested in what you have to say, with a strong internal focus.

Gurus

People who exclusively broadcast and retweet information about their field of expertise. Common titles include: ‘Social Media Gurus’ ‘Internet Marketing Expert’ etc. They are interested in building a large follower base and will follow you in the hope that you follow them back, to produce the illusion of their influence. You will typically receive a generic and useless direct message after you follow them along the lines of “Thanks for the follow. I look forward to your Tweets. For example:

hey, thx for the follow! i specialize in google adwords. I dare you to ask a question that I can’t answer!

Networkers

These people arguably use Twitter for what it was meant for. To communicate and connect with a community of their peers, be it around an interest or a geographic region or both. They collaborate, comment and help increase the value of their community. A good direct message example:

Thanks for the follow! If you ever want to get my attention, just “@” me.

Affiliate Marketers

The Twitterverse spammers. Trend hijackers who follow you in the hopes that you follow them back so that they can send you their junk mail about the latest get rich quick scheme or “How to gain 4000 new Twitter followers in 7 days” Parasites. For example:

Thanks !Would you like to know how to get 16000 Followers in 90 Days and Make Money doing it?

Socialites

People who use Twitter in a totally blase fashion. Purely social in their intent, there’s no subterfuge in their interactions. They are on Twitter for fun.

A Note on Direct Messaging (DM)
You should almost expect one if you follow a company on Twitter. But it’s important not to deliver blatant marketing messages as I learned from a response from my early days on Twitter:

…but your message is a little too automated and self promotional…

Where do we go after Twitter?

Some Hitwise statistics from February 2009 indicate that:

The majority of Tweeps are primarily in social networking and entertainment seeking mode while using it as a source of news.
Twitter is one of the best traffic sources for traffic to personal or blog sites, reflecting the value of opinion in the Twitterverse.
Search and Email remain the primary sources of visits to shopping sites

US Tweeps prefer social networking and entertainment (from Hitwise)

Twitter Statistics

Twitter is enjoying explosive growth outside of the United States with its appeal growing across all age groups:
Quantcast Twitter Statistics

Also check out Twitter Demographics & Usage Statistics by @nickburcher

And the Sysomos Research which also makes an attempt at demographic segmentation: An Indepth Look Inside the Twitter World

A behavioural segmentation of followers is available here

Tags: Twitter, twitter marketing, twitterati

Filed in Social Media Marketing, Twitter with Comments

07 Jul 09 Moonfruit Twitter Campaign Analysis

The response has been beyond belief, far more effective than other marketing channels. We wanted to drive both brand awareness and direct response, but this has achieved both in a far more personal way.

Wendy White, Founder of Moonfruit

Vital Statistics:

Launched Tuesday June 30 2009: 444 followers
Ended Tuesday July 7 2009: 44,113 followers
Traffic to Moonfruit.com: Increased 600%
Sign Ups: Increased 100%

A snapshot from the July 4th Techcrunch article shows 2,159,297 vs July 7th: 2,167,375. That’s about 2,690 new websites per day (let’s assume these are new sign-ups.)

Update: July 8th: 2,170,702. 3327 more signups. Or an increase in sign up rate of: 23% vs. the average sign up rate for the previous 3 days. This is a good sign for Moonfruit. While it is still early days, this increase in post campaign activity bodes well for them.

Techcrunch MoonFruit Homepage Snapshot on July 4th

A Newer MoonFruit Homepage Snapshot on July 7

TweetStats: Most Popular Tweeps on July 7 2009

TweetStats: Most Popular Tweep on July 7 2009 was Moontweet

Moonfruit (@moontweet) Activity. Proof that it's not what you say, it's how you say it?

Moonfruit have traditionally not done a lot of tweeting until the start of this campaign at the beginning of July. To date, they’ve only made 382 tweets. Clearly Tweeps aren’t following them for the interesting conversations they engage in.

What does Google Say?

Google Insights Top related search terms were:
moonfruit and moonfruit twitter. Most regional interest was from the USA, followed by the UK, Canada, Brazil and Germany.

Free stuff works. The trending topics chart probably helped catalyse the Moonfruit campaign together with curiosity about the strange #moonfruit hashtag as evidenced by Google Insights which as of July 7 2009, classifies “What is moonfruit?” as a breakout search term.

Google Insights for Search: "Moonfruit"

Follower Growth

Moontweet Followers jump with viral hashtag campaign

Twitter provides a frictionless medium in which a message can easily propagate. After 36 hours, this resulted in:

20,000 followers and an increase in traffic to Moonfruit.com by 8x (according to moonfruitlounge.com)
Moonfruit related traffic accounted for 1.63% of all Twitter traffic and spiked to 2.85% following Mashable’s Twitter Promotion Done Right #Moonfroot article.
Overall, the campaign delivered a 600% increase in traffic and doubled sign ups for Moonfruit’s easy online website creation product trial.
Spikes can bee seen that correspond with key influencer blog posts and tweets, as well as a brief appearance in the Twitter hashtag trends list which was removed within 2 days. #squarespace did a similar competition for 30 iphones over 30 days which trended for two days and then vanished. The same has happened to #moonfruit which was on the Top Trends list on Twitter until ~ midnight July 3 UK time. This does not accurately reflective trends of the Twiterverse as is evident from looking at http://hashtags.org/ (see snapshot below)
It’s interesting to note that following @moontweet was not a requirement to entering the competition (although it was suggested ) and yet they’ve ended up with more than 100X more followers than they started with. One would assume that the number will drop over the coming days.
But is there real value in obtaining a list of followers who don’t really care about what you have to say? I don’t think so, nor do I think it’s worth following people in the hopes that they might follow me back or vice versa, which is why after an initial trial run, I stopped using the SocialToo app.

Hashtags.org uncensored top Twitter trend for July 7,2009

#moonfruit: The Twitter Campaign Details:

Enter a competition to win a MacBook Pro. 1 given away (anywhere in the world) for 10 days.
Enter as many times as you like by tweeting #moonfruit and you needed to enter each day’s draw separately.

The Moonfruit Homepage encouraged you to tweet:

Celebrate 10 years of Moonfruit and win a MacBook Pro http://bit.ly/96bxC #moonfruit1:44 AM Jul 1st from web

Visitors were also encouraged to follow @moonfruit, so you could learn if you’d won, but this was not a requirement to enter the daily draws.

Mid-campaign modifications:

Additional prizes of iPods were on offer for the most creative #moonfruit tweet tributes. This was to reward the participants’ creativity and also would have helped maintain a higher standard of Tweet quality.
Shortened from 10 laptops over 10 days to 10 laptops over 7 days because of the overwhelming response and increasing backlash over the ‘pollution’ of the Twitter stream.

Supporting Propagation:

Most creative #moonfruit tweets displayed on Moonfruit homepage: Profile for the Tweeps.
Macbook pro winners and #moonfruit creative Tweep profile names displayed and linked on competition homepage.
Massive coverage by the media (with secondary source like this post adding fuel to the fire)
Blog posts by moonfruitlounge with good community engagement
Responsive to community questions @moonfruit

Sentiment Analysis

Knowing how people feel about your brand on social networks, community websites and any other web property that allows for a dialogue. These include: message boards, blogs and wikis amongst others.

Real time sentiment analysis lets you know the views of the people within minutes (and sometimes within moments) of an expression.
This creates an opportunity to interject and stop negative sentiment from being amplified. It gives you an opportunity to mitigate the fallout.
By collating a number of different points of view, you can build a picture of how receptive people are to your brand or how your marketing campaign is performing, and how this changes over time.

Audience Receptivity

A mostly positive response with moonfruit achieiving a massive amount of attention from the Twitterverse and also news sites including Mashable, Techcrunch, Clickz, BBC and About.com which served to propagate their message further.
Many users simply added a #moonfruit reference to their regular posts. The intriguing ‘moonfruit’ name worked in synergy with the campaign objectives and piked user curiosity to find out more about the company bringing more people into the…let’s call it a Tribe (thanks Seth Godin.)

Audience Backlash

A small % of users considered the campaign nothing more than SPAM and have expressed their discontent (too put things mildly) threatening to unfollow anyone who tweeted #moonfruit.For user perspectives see comments on Moonfruitlounge.com and BBC: Twitter too Corporate by Half

A quick calculation based on the number of positive vs negative comments posted on some articles written about the #Moonfruit campaign shows that subjectively speaking, 82% have a positive response while 18% have expressed a negative response to the campaign. TEDChris points out that you have a 1 / 200,000 chance of winning so why bother? Yet, overall, there were more evangelists than complainers.

If knowledge is power, then the company who comes out with the right sentiment analysis algorithm will have unrivaled success (like Google’s domination of search.)

Calculating ROI:

10 Macbook Pro’s at retail (They probably got a bulk deal) $12,000
5 Ipods: $1500

TOTAL: US$13,500

They grew their Twitter follower base to over 40,000 gained a 6 fold increase in website traffic and most importantly, doubled the rate of sign-ups which should translate into atleast some revenue. Moonfruit did 11 million pounds in sales last year. It will be interesting to see how this campaign impacts their next set of reported results. Initial indications show that Moonfruit may get some sustained value. The sign up rate is not slowing down post-campaign. (up 23%.)

Community engagement and brand evangelism: Many people contributed Moonfruit themed photos and videos in response to an offer of an iPod in exchange for the most creative response.

Massive Press coverage (See Google News) on account of the novelty and spectacular scale of the campaign has made Moonfruit a poster child for marketing campaigns on Twitter.

Hijacking:

Some Tweeps have gotten into the bad habit of adding the latest trends hashtags like #moonfruit to their tweets for the sole purpose of getting visibility in search results. These include people advocating social causes which may not be the right way to go about it, and then there are the spammers that are promoting the latest ‘Get rich quick’ scheme and their affiliate links.

Should we be annoyed?

As Jeremiah Owyang points out, if you don’t have an iconic brand with millions of adoring fans, then as a business, you need to exploit whatever means at your disposal to garner attention. Big brands moving to Twitter create an additional channel to reach their customers, while a smaller business is likely to struggle to expand their share of voice.

The problem, however, is that if every company on Twitter starts running a hashtag centric contest, then us Tweeps are in trouble and the Twitterverse will implode. I’m sure we will see more competitions and the prizes on offer will only get bigger, and everyone has a price. As Sarah Perez puts it:

But while one day that friend is tweeting to win a Macbook, another may be tweeting to win something else. Even if only a small percentage of an ever-shifting group of my friends tweeted a promotional message every day, it would be enough to junk up my timeline.

Perhaps the solution is to limit the scope of competitions? Rather than accepting an unlimited number of entries, it could have been restricted to 1 entry per person per day, or even just one entry for the duration of the competition. Is it Twitter’s responsibility to set guidelines?

Perhaps Tweetboard’s launch strategy was the right approach:

You had to tweet a custom message in order to request an alpha invite like so:

Requesting an invite for Tweetboard Alpha (http://tweetboard.com) by @140ware, for my site: http://social-bug.com

Transparent, to the point, and you only ever need to do it once. No subterfuge whatsoever.

MTV, Lenovo, Squarespace and Moonfruit were early movers in the # competition arena and gained serendipitous benefits from the novelty of their Twitter initiative in the form of massive press coverage. As Twitter continues to improve its systems and Tweeps become less tolerant of their streams becoming polluted, future attempts at hashtag competitions will simply be copycat campaigns and will likely see less benefit.

Who’s Responsibility is it?

It’s clear that anything overtly commercial that causes too much bias will become subject to censorship imposed by Twitter. Is it justified? Both #squarespace and #moonfruit lost their Twitter trends placements within a couple of days of their campaign launches, which is indicative of Twitter’s view on commercial bias.

So is it Twitter’s responsible to police us? Or is it up to the Twitterverse to police itself? Darren Stuart suggests that Twitter allow us to block hashtags. A great solution, and no doubt we will see an application for it in the near future. Twitter might even include spam filters that automatically block Tweets containing hashtags that, for example, have been reported to @spam 100 times. The original offending Tweep can then also be traced and suspended. Similarly, Tad Chef suggests a simple query: “If hashtag mentions more than 3 times by same user on same day delete from search and don’t count in popularity”

Perhaps charging for such campaigns is one way Twitter could monetize and also limit abuse of hashtags. Perhaps a CPM for hashtag views? Or even a sophisticated system that scans a tweet for contextual relevance and gives it an Adwords type quality score which is used to help control what appears in the top trends list?

Perhaps a sustainable social marketing approach is better: Building relationships, adding value and contributing to the conversation and serving the interests of your brand in the long term.

Final Thoughts

What long term value does the large follower base now offer Moonfruit? Will Twitter serve as an effective direct marketing channel like it has for @dellOutlet ?Is it like email where a small percentage of their tweets will lead to sales? Or will Twitter continue to serve them as a brand building tool? Will they be able to leverage their share of voice in the Twitterverse or will they simply fade away with the end of the campaign?

Social Media in Asia-Pacific: Measurable Strategy

Tags: Social Media, social media guidelines, social media policy, Twitter, twitter marketing, what is moonfruit

Filed in Social Media Marketing, Twitter with Comments

06 Jul 09 Experiments in Facebook Social Ads

Objective
My recent Facebook Social Ads trials were aimed at driving traffic to retail websites in order to earn affiliate commissions. Here is what I did and what I learned: Affiliate cookies typically last 30 days, Place very low bids. Adhering to Facebook’s recommended bids will drive you to bankruptcy and to complain loudly about how ads on social networking sites do not work. My objective was to drive traffic with lots of low cost, but well qualified clicks to high value products on retail websites and then benefit from sales that occur over the next 30 days. This methodology allows for making a positive ROI.

Headlines
Like with any ads, experimentation with different headlines and ad-copy was critical in identifying the correct mix. Once established, the ’secret formula’ delivered perpetual returns.

Well targeted headlines that were very specific worked best. Eg: “Buy Books” was not as good as “Vampire Lover?” when talking to an audience of female Edward Cullen fans.
Getting clicks is easy using truisms in your headlines and Facebook’s interest based targeting system facilitates this well. For example:

A female between 18 and 25 who has an interest in Vampires and Edward Cullen, is likely to be responsive to the headline: “Vampire Lover?”

OR A 27 year old male in San Francisco is likely to take notice of the headline: “27 and in SF?”

Ad-Copy
With ad-copy, I found two styles work well:. Firstly, a compelling message that is conversational in style. For example, positive customer reviews like:

“I love this set of Vampire tales! It has everything you want Mystery,Fantasy and of course romance with juicy bits! Only $88.99

Other good ad-copy requires a compelling, yet specific value proposition that sounds believable. For example “Today Only” was not as good as “Until sold out” because people hear the phrases like “Today Only” and “One Day Only” far too frequently.
Coupon codes also drove good clickthrough rates and allowed me to easily track which specific combination of headline and ad-copy worked best. Interestingly, resulting conversions where very limited.

Product Strategy
Promote specific, high value items to a captive audience (people who want what you are selling) who are more than likely to become customers. This increases the probability of your ROI being positive.

Targeting
Improve your targeting. I’m able to tell which specific page or application on Facebook each of my clickthroughs came from. I’ve been running identical Google Ads for comparison and my sales reports tell me exactly what search terms people are using to trigger my ads to show. I can then add these keywords to my Facebook targeting.

Limitations of the Facebook Social Ads Platform
Currently the Facebook social ad campaign manager is somewhat limited compared to Adwords. For example, if you want to change your bid, you need to make the change for each ad manually. There is no global bid manager, although i’m hopeful we will see this option appear in the future, together with email reports.

A recent change has meant that the % symbol is no longer allowed in ad-copy, which constrains the type of value proposition you can convey to your audience.
I’ve tracked a number of clicks from intern.facebook.com. I was suspicious that I was being charged for these clicks, but a count of my clicks vs. charges revealed that this was not the case.

Concluding Observations and Comments
Finally, I noticed Subway have made clever use of Facebook, displaying ads with headlines like: “It’s time for Lunch” and “Hungry?” between around 11am to 2pm and encouraging you to order online. I think they are certainly doing something right.

I was using the Amazon Associates Program until they announced they will no longer pay referral fees on paid-search-derived traffic. In any case, the system seems to work better outside of the USA. I will continue to post my results as I experiment with different types of products, companies and countries.

What have your experiences with social network advertising been like? Please leave a comment or read more about Leveraging Social Networks

More about what works on Facebook:

engaging-with-facebook-social-ads/

facebook-advertising-resources-the-6-types-of-ads-on-the-new-home-page/

contextual-advertising-in-facebook.html

why-would-you-want-to-use-facebook-advertising

why-facebook-likes-small-ads-despite-the-small-dollars/

Americans Expect Companies to Have a Presence in Social Media

Tags: Facebook Advertising, Social Media Marketing

Filed in Facebook, Online Advertising, Science of Marketing, Social Media Marketing with Comments

05 Mar 09 Your Brand on Twitter II

The standouts of the brands listed in Your Brand on Twitter I are Starbucks, Wholefoods and Dell. They have successfully developed Twitter communities rather than run-of-the-mill one way marketing channels that do not involve their customers. This is where all the other brands have fallen over in their Twitter strategies.

The value of Twitter appears to be the ability of your customers to have a seemingly direct line of communication to the brands that they enjoy. People don’t seem overly interested in Twitter feeds that do nothing more than highlight specials and dispense coupons. We already get enough of this via email and RSS feeds. Twitter is best used as a communication medium that elicits the values of the brand involved. Dispensing useful information rather than blatant promotions seems to be more amicable. I think Wholefoods.com have such a large following because of their ability to do this. You can read more coverage on Wholefoods Twitter strategy and also Zapos’ here.

Guy Kawasaki, a well known business leader has also amassed a respectable 75,000 strong following. Guy has a reputation for being a good writer and dispenser of quality and practical strategies that business people can employ to stay ahead of the competition. His tweets are always worth checking because you can be sure there will be a link or two of tremendous value.

So it may be that Twitter is a better fit for some brands than others, or it may be that some brands have figured out how to use Twitter properly. Another question is: How should we measure success on Twitter? The number of followers offers a solid comparison between brands and could be used as an indication of the influence that a brand holds in a market.

The real test is to see if there is any increase in sales. In many cases it is clear that Twitter is a goodwill strategy that should benefit long term sales. In others like Dell, it seems that it is also a useful direct marketing tool that benefits short term sales.

Tags: Brand Strategy, linkedin, Social Media Marketing, social networks, Twitter

Filed in Online Advertising, Social Media Marketing with Comments

04 Mar 09 Your Brand on Twitter 1

Coupons on Twitter are becoming more common. But are they of real value to a business? The answer to that question lies in the motivation of a consumer to follow a company on Twitter. Lets look at a few brands and how they are using Twitter. I found these examples through the social brand index.

Note: This turned out to be a really long post, so I went Kill Bill on it and split it up into a series of posts.

Most Tweeters are following so many people that any coupons that may come their way will probably get overlooked. You could subscribe to CouponTweet or Cheaptweet, but how is that different to subscribing to couponmountain or ecoupons? Joey Mucha points out that using Twitter has added value to the brand due to the word-of-mouth potential of Twitter: “Impressive, no more slickdeals.net for me. Rewarding the twitter community with deals will pay huge dividends from company through the word of mouth it creates….”

Starbucks – 66000 followers, 64000 following
http://twitter.com/Starbucks
In Twitter Land since August 2008, Starbucks have amassed a healthy following of evangelists.

M&Ms – 12000 followers, 1 following
http://twitter.com/msgreen
Considering they’ve been on Twitter since January 2008, It’s fair to say that M&M’s are having a fruitless Twitter experience. The problems as I see them are that they are not tweeting often enough. Several tweets a day should be the norm. rather than one tweet every few days. They need to follow their followers. Showing an interest in your customers never hurt anyone!

Amazon – 5861 follower, 16 following
http://twitter.com/amazondeals
Have just jumped on http://twitter.com/amazon but have a stronger following for their daily gold box specials RSS feed which has been live since June 2007. This is a poor effort for such a major internet property. The problem it would seem, is that they offer no added value in their Twitter feed.

Buy.com – 562 followers, 126 following
http://twitter.com/Buy_com
A very focused series of tweets about specials. Live since August 2008, they have a meager 562 followers. Seem to suffer from the same ailment as Amazon, but they’re doing much worse.

Wholefoods.com – 160,000 followers, 159,000 following
http://twitter.com/wholefoods
Not one coupon or special as far as the eye can see, but they have done an awesome job at building a community.

Dell.com – 116,242 followers, 21 following
http://twitter.com/delloutlet
After its launch in July 2006, Twitter’s first users were tech-savvy early adopters. Though the service is now used by a much more diverse group of people, it still has a strong technically oriented contingent, which makes it a good customer connectivity channel for Dell who use the service as an exclusive offers channel. While they do not follow many Tweeters, they do respond to their questions, maintaining the community feel. In fact, because they only follow 21 profiles, one is more likely to click to find out who they are….and it turns out they are other Dell accounts for different geographic regions and departments. Nice one Dell!

Tags: Branding, linkedin, Social Media Marketing, Twitter