1. Sharing

Social media is built on the foundation of exchanging information. Or, as Wikipedia defines it:

And sharing is instinctively social. Whether it’s sharing advice, a funny joke or the latest gossip, people want to come across to others as helpful, knowledgeable or simply the first to know about something.

see: viral videos, chain emails, gossip, social currency

2. Status

A double meaning! It can indicate “What am I doing right now” (as in Facebook status), or represent a person’s prestige within their personal and professional circles. A person’s online status could range from informational, to too much information (“our baby just threw up the rug – how cute!”), to outright bragging (“I’m poolside at some tropical resort in January while you are all back home buried in 3 feet of snow – suckers!”). This has evolved into the realm of game mechanics, where users are motivated to gain “status” (or some embodiment of how influential or special they are) based on the social actions they take and achievements they reach.

see: status updates, tweets, Badges, Mayorships, Klout scores, “social capital”

3. Support

Another “S” with more than 1 definition. On a consumer level, it means real-time customer service conducted in public view, or consumer-to-consumer support via support forums where others have already found a solution . On a personal level, it means seeking the support or encouragement of others in times of need (loss of a loved one or job, motivation to stay on diet, or simply seeking sympathy because one woke up with a sore throat this morning). Social media has made people realize that the social web is one giant support group.

see: Twitter, customer support forums, Get Satisfaction, insight panels, Wikis

4. Shopping (and Savings!)

Social media relates to shopping in 2 ways – leveraging research and recommendations to make purchase decisions, and the emergence of new commerce models.

Social media has shifted consumer behavior from the traditional “sales funnel” to what McKinsey refers to as the “Consumer Decision Journey”, where once a consumer decides they are going to buy a product, they move into a stage called “active evaluation”, where the number of brands they are considering *increases* (the opposite of the premise of the original funnel). This is the stage when the consumer is intent on purchasing and they are actively researching the product, and begin to rely on reviews and ratings, comparing prices and tapping into their social circles for advice.

Shopping in itself has become more ‘social’, with a number of copycat Flash sales, group buying, location-based “deals” and coupon code aggregation/sharing sites popping up over the past few years. Who pays retail anymore?

see: Online reviews, Groupon, Gilt, group buying, flash sales, Foursquare deals

5. Search (and SEO)

A secondary benefit of UGC (user generated content) is that social media driven content is weighing more and more heavily in search result rankings. Social SEO is defined as traffic to your website via search engines, based on the relevancy of consumer-generated content on your site to keywords. You can apply all sorts of SEO to a product page on your ecommerce site, but all of the “likes”, shares, and consumer-submitted reviews and ratings will play a big factor in your content’s relevancy. And the relevancy of that content can be short-lived as trends/memes come and go and your content isn’t dynamic and gets “stale.”

see: Google +1, social seo, Facebook Likes, twitter trends, reviews and ratings, Social Mention

6. Sweepstakes

Who doesn’t like winning stuff? In the social landscape (especially on more light-touch touchpoints such as Facebook and Twitter), an easy way to quickly amass lots of fans/followers is to conduct a social media-driven promotion. Brands are running contests and product giveaways, and those entries in turn virally promote the promotion to others (as well as increase exposure the brand). For other brands, they are seeing the opportunity to leverage social promotions as way to begin developing larger scale CRM and loyalty initiatives.

see: Facebook contests, Twitter giveaways, product samples

The final four “S’s” deal with the darker side of social media…

7. Scandals

It’s not that people’s behavior has changed much over the past 100 years so much as technology has brought into the public eye what has traditionally happened behind closed doors. And more often these days, social media has been the medium in which the scandals occurred. Politicians and athletes have always had affairs. Band groupies have always been around. But with the prevalence of camera-enabled smartphones, the public has become a mass paparazzi who can snap a compromising photo and post in real-time.

Also, social media has provided a direct way for celebrities/public figures to engage directly with the public, which has historically been a tightly controlled PR machine. Many of these forms of social media scandals are the result of spur of the moment actions – an insensitive tweet or a public message meant to be private. These public figures need to be given social media training in the same way they are trained to handle press conferences and interviews. Imagine if Joe DiMaggio, Bill Clinton, Robert Plant or John F. Kennedy had Twitter or Facebook around during their heydays?

But at the end of the day, the biggest social media “scandals” really didn’t become such until they were picked up by more mainstream media. How many actual consumers actually got worked up about the whole “Motrin Moms” controversy?

see: Wikileaks, Anthony Weiner, Brett Favre, Kenneth Cole, TMZ

8. Stalking (and over-Sharing)

Doesn’t it seem like just yesterday that most people were afraid to use their real name or even post a real photo of themselves online? The social web has lifted the guise of online anonymity, as people have shifted from using online personas/usernames to their real identities. By connecting a user’s online profiles and social media-based actions with other data, companies can mesh your social data with online behavioral data so they could, for example, better target ads based on your gender, age, number of children, or interests you have shared through any number of social media touchpoints.

Law enforcement, collection agencies and prospective employers are now using this information as well to track people down, conduct background checks and catch people lying (“I can’t pay my credit card bill, but here are photos of me on a luxury vacation!”)

For minors, there are legitimate concerns for parents about their children’s use of social media, what information they reveal and who they interact with.

see: Facebook privacy, Spokeo, Rapportive, PleaseRobMe, check-ins, online bullying, online predators

9. Sex

The adult industry has always been on the bleeding edge of technical innovation because, quite simply, they’ve had to be. They pioneered anti-credit card fraud checks in the 90′s, online subscription models, online dating, video delivery (including secure video, video chat systems, etc.), anti-piracy and even were a key player in the success of the Blu-Ray DVD format winning out over HD DVD. Any new innovation that gains wide adoption was most likely pioneered in the adult space first. While the “old” guard adult publishers are fading out of existence, the online industry has grown to a multi-billion dollar industry. “Innovate, or die” indeed.

see: chatroulette, webcams, online dating

10. Scams (and Snake Oil Salesmen)

Not to end on a downer, but it was only a matter of time before unsavory types would jump on the social bandwagon and figure out ways to make a quick buck off of others.

While historically online scams involving Nigerian princes looking to share their wealth or phishing scams that would trick people into sharing their banking info were done my mass-emailing people and playing a numbers game (assuming that even 1/100th of 1% of people were fooled, that would still translate into millions of dollars), scams can now spread at scale by leveraging the social web and the trust of users among their social media peers (from “Free iPads” to fake Japan charity scams).

In marketing circles, an entire cottage industry of social media ‘experts’ have emerged who have little previous experience other than reading Mashable or some presentations on SlideShare (what the heck is a “Twitter coach”, anyway? Were there “email coaches” 20 years ago?). “Books! Speaking engagements! Consulting gigs!” Don’t buy into the hype. Check their CV and see what they were were going 5 years ago (most likely flipping real estate). Ask to see actual work and case studies, and less jargon and hand waving.

At the end of the day, if you come across something that is too good to be true, then it most likely is. Caveat Emptor.

see: social media scams, phishing, botnets, fake charities, consultants, Twitter coaches

What does social media mean to you? Do you have any additions to this list? Leave a comment below or drop me a tweet!

(click the image for an easier-to-read version. Note that this a ‘living’ chart that I have been soliciting feedback/input on – if you have any suggestions/additions/changes, just post a comment below or at the SlideShare page!)

I’ve already noted how social media is not the same as Word of Mouth. And as the social landscape broadens, it’s simply causing more confusion as the term “social” gets slapped on just about anything to make it sound cool and relevant.

Above is a chart I’ve been working on that tries to illustrate the “social” landscape in terms of tactics and goals. You should be able to take any social touchpoint/tactic/business model (brand community, Twitter profile, blogger outreach, CGM sweepstakes) and plot them on this chart.

Essentially, this chart segments the social landscape into four quadrants… as a function of:

• CRM (social CRM or sCRM)
• Marketing (social MARKETING)
• PR (social PR)
• Media (social MEDIA)

The horizontal axis represents “owned” social channels (that you own/control) versus “leased” ones (i.e., paying a company for access to their network of consumers willing to try and/or talk about your product). The “partially owned” area represents social platforms such as Twitter and Facebook where yes, you can establish a brand presence but you don’t own any underlying data and are at the whim of the service provider in terms of metrics or even having your account suspended. The vertical axis represents the depth of engagement from very 1-to-1/personal to impersonal/3rd-person – i.e., “engagement” vs. “reach”:

In conclusion, there is nothing wrong with leveraging the social web to facilitate high-impact, quick hit consumer promotions, but at the end of the day was your goal to “reach” 1,000,000 consumers with a message about your product, or simply “acquire” a 10,000 email addresses into your company’s email database? As the social landscape broadens, marketers need to ensure that their success metrics are in line with the tactics they are leveraging. And that unfortunately can’t happen until you have properly educated the folks holding the pursestrings.

When you are the voice of a brand, either through a blog, Twitter or Facebook, it is important to make sure that the voice is unique, polished and genuine. When interacting directly with a consumer, you need to make sure that the brand sounds like someone the consumer can trust, be friends with. You’re representing a brand, so if that brand were a person, what sort of characteristics would he/she exhibit? How would this person sound, literally?

I find that it is immensely helpful when trying to mold the voice of a brand to create a voice sheet and refer to it when blogging, tweeting or updating the Facebook status. When creating a voice sheet, think of the target consumer and try to match your voice to theirs—it would be best to read Tweets, status updates and blog posts that your target demographic has written to gain a better understanding of the type of language your consumer uses. Here are some things your voice sheet should include:

• Adjectives – List of adjectives your target commonly uses
• Key Phrases – List of key phrases or expressions used by your target
• Tone – What is the overall tone of your voice? (Example: Intelligent, humorous, approachable, youthful, worldly, etc.)
• Writing Style – When writing, should grammar be more formal or laid-back?

Remember, the key to strong, fruitful interactions with the consumer is developing an authentic voice that people will come to recognize, trust and love.

While I have no evidence to argue against this other than the myriad personal anecdotes from teens in the comments of the media coverage (I tweet therefore we tweet!) and the content in the stream of the popular trending  “Teens Don’t Tweet” topic on Twitter, I do have a question about the stats Nielsen provided.

As Nielsen puts it, “…only 16 percent of Twitter.com website users were under the age of 25. Bear in mind persons under 25 make up nearly one quarter of the active US Internet universe, which means that Twitter.com effectively under-indexes on the youth market by 36 percent.”

Fine, but check out the age breakdown in the graph.  You’ve got 55+ (avg US life expectancy is about 75, so we’ll go with that), 25-54, and 2-25.  That gives us ranges of 21 years, 29 years, and 23 years, respectively.

However, you have to be 13 to join Twitter, so that cuts the youngest demographic in half, making those ranges 21 years, 29 years, and 13 years.

This seems heavily skewed in favor of the older demographics and of course a demo segment would under index when half the audience are literally not legally allowed to use the service, right?  But I welcome more savvy statistics people to show me the light.

Regardless, it wasn’t the teens under indexing bit that caught me off guard the most.  No, what gets me is that 20% of the Twitter audience is 55+.  Tweetup at The Villages, tonight!

The ANA (Association of National Advertisers) recently released a study showing the future shifts in different marketing initiatives with reduction in:

• Media budgets (56 percent)
• Production budgets (50 percent)
• Sponsorship/events activities (41 percent)

The activities most likely to be maintained throughout the recession include:

• Research and development (47 percent)
• Public relations (42 percent)
• Innovation/test/learn budgets (33 percent)
• Promotion activities (33 percent)

The activities most likely to be increased in the current economic environment are:

• Pricing deals (47 percent)
• Social networking and word of mouth activities (26 percent)
• Public relations efforts (23 percent)

These increased activities reflect the real need and understanding from marketers that brand equity comes from emphasis on consumer relationship building. Of course the actual product is the main item for brand equity (89 percent) but customer service (86 percent) and employee advocacy (81 percent) are just as critical. Customer service is where consumers turn to get straight away answers and know that there is always a tangible representative available on hand when questions and problems arise. Give them the assurance that they will get a response, coupled with strong employee advocacy, and will have a brand that will last even through the rough times.

With this realization, customer-related metrics is also being deemed more important with increased attention on:

• Customer conversion/repeat rates (78 percent, as compared to 70 percent in February 2007)
• The percentage of customers who rate a brand as “excellent” (77 percent, as compared to 68 percent in February 2007)
• Net Promoter Scores (73 percent as compared to 67 percent in February 2007)

Sure, this recession has got us thinking of happier times but there’s a light at the end of the tunnel and it’s looking good for us word of mouth marketers. Feel free to share your thoughts in the comments or tweet me about happy thoughts @Su_Lee.

These Vintage Prints feature iconic, greater outdoors inspired scenes and are available to consumers at no cost via their community site Blaze the Trail.

Recently, one of these posters found a new, large home on the Beverly Boulevard between Gardner and North Vista Streets in Los Angeles. The Moose, the first ever Consumers Choice Vintage Print (conceptualized by and voted to victory by consumers), will be hanging out proudly there apologizing to LA’ers for the horrible delays in traffic through the week of May 4th.

While we are happy to see this awesome artwork displayed anywhere loud and proud, the fact the Moose was the consumer-selected winner of a consumer-generated content contest is near and dear to our marketing hearts.  Consumers are open to always submit their creative visions for the next Redwood Creek Vintage Print, and we are always sifting through the ideas narrowing down finalists for the next time that we will nominate a few to face off, with the winner getting printed and distributed to consumers, for free.

Note: The Moose won’t be available online to grab for your wall  until the end of May. But we do hope you’ll pick one up then.

The primary change is that a majority of the page is now taken up with the “wall”, which consists of status updates and comments by fans. This is obviously a direct response to Twitter and the success it has given brands in engaging their followers in direct communication.

The biggest drawback is that pages now have the exact same layout as user profiles. Previously, many brands were able to highly customize the content and look of their pages using the large area available for images and multiple large application boxes. Now, there is only a small image on the upper left corner and a few small application boxes down the left column. As on a profile, the rest of the applications have been relegated to a boxes tab that many fans probably won’t take the time to explore. While it is possible to change settings to have new users start on this tab, once someone becomes a fan of a page, they will always start on the main wall.

The consequences are clear. Brands will not be able to rely on rich graphics or flashy widgets to create engagement and reinforce identity; the focus in now on the conversation. Brands that update their status will have it appear just like friends’ updates on their fans home pages where they will be able to “like” and comment on it. With the imminent redesign of the home page, this conversation will only gain prominence and become the primary way for brands to engage fans and grow virally through the social graph.

The challenge will be for brands to use these new touch points for communication effectively. People will not accept passively receiving broadcast information like an RSS feed of blog posts; they require real engagement and two-way conversation. Brands will need to find real people to convey their voices and identity. There have already been successful examples of this on Twitter such as Zappos and Comcast.

It will only become more complex maintaining and managing a brand’s conversation as it moves away from a brand’s own site to the distributed web. As more sites and services open APIs, new tools and meta-services will be created to facilitate this for brands as FriendFeed and TweetDeck have only begun to demonstrate for consumers.

Tip #1: Motivation

If you are truly starting “from scratch,” with no existing customers (let alone an existing CRM system or even an email list), you’ll need to think about what will motivate a group of consumers to want to learn about your new product or service. Consider the use of an incentive to attract a group of prospective consumers. An incentive could be tangible (free T-shirt, entry into a sweepstakes), or intangible (the chance to help test out a new product, the opportunity to interact directly with product developers and like-minded consumers). Think about the type of consumer you are trying to attract and what they would value (what would wealthy middle-aged men care about more – a free T-shirt, or some frequent-flier miles?) You can build an experience around your product or service by providing an exclusive online community to allow these like-minded consumers to interact and share in the experience.

(Note that at this point you are not “rewarding” word of mouth; the up-front incentive is simply a way to get consumers to “hear you out.” They shouldn’t be obligated to do anything beyond this step. The consumers who stick around are the ones who truly want to learn more, be engaged and become product experts.)

Tip #2: Education

Discovery is a key element in triggering conversations. People want to be “in the know” – education provides them with “social currency,” since they will have valuable information/knowledge that their peers do not. Education also allows you to articulate your key selling points and better ensure that they are accurately passed along. Quizzes are a great way to engage and interactively educate your consumers. If you have a prototype/beta version of your product, provide a set of testing instructions and solicit feedback through the use of surveys.

Tip #3: Co-creation

The best way to develop an emotional bond between consumers and your brand is to involve them in the process as early as possible. Activities such as providing feedback on packaging and marketing materials, helping come up with names and taglines, or submitting photos documenting brand interaction or product use are just a few examples. Provide ways for consumers to show off (and share) their creativity and newfound passion, and gain recognition for their work. Encourage them to make it “their” product. Consumer-generated content is a valuable by-product of co-creation and can build awareness for your product or service months in advance of any traditional advertising initiatives.

Tip #4: Anticipation

As you approach product/brand launch, you should have a group of passionate consumers who have developed a strong emotional connection to your product (in some cases, without having actually used or experienced it!). Continue to feed their passion – continue to involve them in product testing, chats with product managers and developers, first-look sneak peeks and insider information. The trick is to release information in “bite-size chunks” – enough to feed their enthusiasm over a period of time and reinforce your selling points, but not so much as to overwhelm them.

Tip #5: Recommendation

Congratulations – your new product or service has launched! This passionate group of people you have fostered are no longer “consumers” – they are your customers. Treat them well; they are your early adopters and evangelists. They will be the ones sharing their enthusiasm for your new product or service (chances are they have already been doing so for quite some time).

Publicly acknowledge and provide these customers with special status in your customer community since they have been with you from the beginning. Be on a first-name basis with these customers. Invite them to special events. Send them birthday cards.

Lastly, don’t consider this the end of your WOM “campaign” – consider it the beginning of your long-lasting WOM program!

The game hit stores this week, and to celebrate the illustrious history of The Lord of The Rings franchise and to increase awareness for the new installment in the video game series, Affinitive coordinated a user-generated video contest to find the “Ultimate The Lord of The Rings Fan.”

Five finalists from a pool of impressive entries were chosen by the program’s managers, and were then voted on by the community. The winning video was submitted by “Thorgaz”, who showed us exactly what it means to be the ultimate fan (hint: creating your own set of Nazgul gloves and perfecting an unbelievable Gollum impression.) We appreciate his time and effort into making this video, and showing off his passion for the series!

Check it out:

Hmmm…What does this mean? I’m interpreting it as they are trying to help coach small business owners to utilize their technology in the best way to provide an optimum consumer experience for their customers yielding maximum profitability and hopefully, if they’re lucky, an increase in consumer retention.

While I appreciate Microsoft’s entrepreneurial economic resurgence desire, I am not convinced that this 20,000 square foot facility located conveniently (ahem) in Redmond, Washington at Microsoft’s HQ was the way to really reach out to the American people.

You would think that during these “challenging economic times” people would be shutting down stores not opening them, and I can’t help but be pessimistic about the self-promotional nature of this endeavor.  While many services that are provided to help people are certainly self gratuitous in some shape or form, it seems like Microsoft could have taken the show on the road, setting up a moving exhibit showcasing their services in multiple markets that would have reached a much larger (and much more representative) demographic.

If the show wasn’t made for the road and if the objective really is to help their average consumer, creating a “store experience” that would best help people “cut costs, create efficiencies, streamline operations, and drive customer loyalty through connected experiences” shouldn’t they have setup shop somewhere on 5th Avenue here in the NYC, in the Mall of America, Union Square in San Francisco, Phipps Plaza in Atlanta, Tyson’s Corner in Virgina, or perhaps in the Grove in Los Angeles, all prominent (and highly trafficked) consumer retail markets?

Instead of taking their “showcase of new and emerging technologies” to the average consumer, they are keeping it homeward, which seems to clearly decrease the reach and magnitude of this endeavor.

How much of an impact that this “Retail Experience Center” has on Microsoft’s image, sales, and how helpful it is for the average consumer within this target demographic remains to be seen.

One thing that resonates with me from Microsoft’s press release is how important consumer loyalty is.

I’m not certain what Microsoft’s tactics are for addressing that need, but I hope to make it over to the National Retail Federation 98th Annual Convention and Expo here in NYC where Microsoft says it will be showcasing this center at booth no. 637, so I can find out.

What are the best ways to utilize technology to hang on to your consumers while concurrently generating new ones?

Now this is the million (multi-million?) dollar question, one that I constantly work to address as I build relevant CRM tactics, programs, and initiatives for many of my clients that integrate with their overall CRM strategy.  Obviously there is no clear-cut answer, but there is a resounding theme that echos through: you absolutely have to talk to your consumers.

(Photo courtesy of Microsoft)