What You Need Is Right In Front of You

social media helps you find what customers want

Sometimes what you need to help you make decisions is right in front of you, you just don't want to see it.

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.

You’ve Got The Numbers…Now What? Working With Social Media Analytics

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.

Facebook Rolls Out More Robust Insights

Facebook announced at F8 They Will Roll Out More Robust Insights and AnalyticsI’m not at the F8 conference today, but I have been reading the news and keeping up with the announcements.  So far, the most exciting stories I have read have to do with Facebook Insights, the dashboard for page admins. If you run a fan page (now called a “like” page, I suppose) for a brand, agency or just for yourself, this is important information.

To date, the Insights have been underwhelming.  They have covered only the most basic information, and as somebody who works with big brands to engage and guide the community, I’ve got to say they have been less than helpful.  It seems that all of that changes today, however.  Facebook has announced “Facebook for Web Sites” and have already published full documentation about it.  The insight to user behavior should be interesting, as Facebook says:

“Once your app is up-and-running, you can get detailed analytics about the demographics of your users and how users are sharing from your application with Insights.

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