You Just Can’t See It. Or you don’t want to see it.
Over the roughly two decades that I’ve been involved with business, either as an entrepreneur, an executive director or a social media strategist, I’ve heard the same frustration voiced over and over again, in almost every market I’ve worked in. After hours, weeks or sometimes months of seemingly endless meetings, late-night war room strategy sessions and presentation after presentation of focus group reports, eventually the people in charge of making the decisions for the direction of an organization bury their face in their hands and declare in frustration and defeat, “if only we knew what everybody wanted from us, we could just give it to them“.
This has applied to product development, marketing campaigns, service implementation…anything and everything a company (for profit or not) could possibly put together to offer a group of people. “If only we could find out what our customers want…”
Studies are ordered. Thousands of dollars…or millions…are spent on consultants and burned up in labor hours. When the senior management team meets to discuss, debate and dissect the data, 20% of the organization’s labor dollars are being paid out for each hour they cannot figure out what their audience wants. At some point or another, late into the night, one of the people around the tables feels the frustration of a seemingly insurmountable task. They want to be home with their family, they want to get back to the work they were hired to do instead of trying to figure out puzzles…they want to solve the mystery of how to move forward. But how? And then the idea is presented:
“We should try social media. I know we already have a Facebook and Twitter page, but instead of just posting something once a week, why don’t we ask the people that follow us what they want, and then listen to them? Also, why don’t we pay for a monitoring service so we know what people are saying about us and even our competitors? People are already telling us what they want, we just need to listen, reply and implement”
The silence only last for a moment, before a chorus of “we will lose control of the message” and “we can’t create a forum for negative comments” starts. The boss makes an expression that is a combination of fear and patronization and simply says, “that’s too risky, we’re not doing it” before starting a discussion about when the best time to meet again will be to tackle this impossible chore.
Sometimes what you need is right in front of you, you just can’t see it…or worse yet, you don’t want to see it.
Almost every client I’ve worked with in social media wants data tracked and reported for practically every post, tweet, comment and sweepstakes that they participate in online, and rightfully so. From a business perspective, Key Performance Indicators (K.P.I.s) are important to help guide decisions and craft strategy. The problem that so many companies have with this process is that they don’t see it through to the most important part: the analysis and interpretation.
Data, without insightful interpretation, is worthless. It’s like staring at the instruments of an airplane, but not knowing how to use them to get you where you want to go.
So you have 200,000 Facebook fans…so what? How many of them engage on a regular basis? What countries are primarily represented, and is it important to your business? What time of day is best for you to post so that you get the most exposure? These are questions that should be asked, but often are not.
I think that so many people and organizations are in the habit of asking for reports that they just do it automatically, and assume that the process is over. The way I see it, the process is just beginning at that point, and data can be used to make important business decisions, particular as they related to social media, looking forward.
A few guidelines and suggestions for how to use the data you capture:
- Flash reports are okay, but real strength from data comes by looking at a broad range. The more time you have to collect data, the more solid your numbers will be and the variance of peaks and valleys shouldn’t affect the bottom line as much
- Sentiment is quite subjective, and I have yet to find a tool that auto-scores and does it well. For example, if somebody tweets “Good Lord, my [brand] car is giving me a headache”, it’s typically scored as positive or neutral because of the inclusion of “good”. A human looking at that would usually score it as negative. I would rather hand-score a small number of data points than let a computer auto-score a massive amount
- Consistency with time and services are important. If possible, try to pull data from the same source and at regular time intervals. For example, it’s much easier to analyze data from a single source that you pull every Monday, than to compare data from many sources that you pull when you “want to get a good look at things”. Consistency is key
- I’m sure you are tempted to look at numbers each week as wins and losses, but it’s more important to look at data over a longer period of time. For example, when we presented numbers to clients after the 4th of July Holiday weekend, tweets, comments and likes were down almost across the board. It has to be taken into consideration that people were off of their computers and outside enjoying life, otherwise it seems like something went terribly wrong during that period.
I spend a lot of time looking over data that has been scraped from all around the internet, and an equal amount of time interpreting what it means so that we can help our clients make important strategic and tactical decisions. What I’ve learned from all of this is that, no matter where you are pulling it from, data that stands by itself without good interpretation is at best worthless, at worst dangerous.
As somebody that develops strategy for large corporate brands, I often work with different types of brand advocates in various social media channels. A common tactic of many marketers and PR professionals is to try to go after “influencers” to get them to talk about their product. Sometimes these influencers are individuals, sometimes they are communities, but a common denominator is that they have substantial audience sizes. The typical way of approaching these people or groups is to ship them a sample of your product and include a note that says something like, “Hope you enjoy this, please blog about it”. I think this is a good shotgun approach to communities, it’s a good step up from a press release and it gets your product information out to a lot of people very quickly. For individuals, I think we have to look at a more measured and personal approach.
To truly be effective in social media with influencers, I think you need to build a relationship, not ship a press package. You also have to recognize and understand the different groups that exist in social media, so you know how to develop and target brand programs and exposure. In case you fear that I’m starting to sound a little too professional and polished in this approach, I submit for your approval a hand drawn diagram in the picture to the left. Fancy, isn’t it? I put this beauty up on our office white board this morning while talking through the concept with a client.
Before we discuss what to do with these various groups, let’s start by defining them.
A big hat tip to @acmackie for sending this over…absolutely hilarious! If you work in agency land, this requires no further explanation. If you aren’t in agency land, let me set this video up for you.
An RFP is a “request for proposal”. People at various levels of responsibility that work at marketing and creative agencies get a lot of these, and they are usually at the last minute. When multiple agencies are working in unison to try to piece something together for a client, well…it gets a little crazy. Countless hours of phone calls and a seemingly endless stream of emails begin, all trying to put together a presentation deck (a PowerPoint), taking up dozens or hundreds of labor hours. As this video mentions at one point, it’s likely that the client won’t even open it. I love the computer-voice line “we may only send you one idea, since the decks we send you, you never even open”, hahaha!
If you live in a world of RFPs, please take a moment from the current deck you are working on and watch this. You’ll thank me.