With the exception of ten brands who do a fantastic job with social media, the remaining 99.999% range from treading water to simply dreadful and some pathetic space in between. So if you’re a marketing exec reading this and wondering “why does my social media suck so bad and what should I do about it?”
I have a very simple answer for you: Do nothing.
OK – actually, fire your social media team and then do nothing.
Wait, they didn’t just go viral magically? Nope.
Social media is mostly used by brands for all the wrong reasons. The best social efforts are gluing together and amplifying an already successful integrated marketing campaign. But the mistake marketers make is they see social as a “free” channel, run by the cheapest possible labor (interns, some enthusiastic freelancer in east South Dakota…), with the delusion that the image they posted of a coupon for fifty cents off a five thousand dollar purchase will somehow go viral by saying “please share!!!!!” in the copy somewhere.
Back to the brands who do a great job at social — they do it really well because of one main secret ingredient I discovered after years of research that I’m going to share with you: CASH MONEY. Lots of it.
Because I can’t think of a single award winning social media case study I saw at Social Media Snoozefest Conferences that didn’t secretly use traditional media buys and public relation spends to support it, but pretended they just posted stuff and it went viral on its own because they’re all social media super geniuses.
How do the smartest of the smart succeed?
Yet, there are these rare models of awesomeness who actually hire and empower smart people to run their social, react in real time, engage their fans, offer great customer support, and fire up their influencers in a real and authentic manner, and this in turn spawned an entire multi-billion dollar ad tech industry designed around giving the rest of the brand’s expensive tools to fake it with.
When I spent my last two years at an ad agency big enough that ad tech vendors regularly wanted to ask me for time to demo their wares and send inedible cookies with their logo printed on them, I was probably pitched by a new platform designed to use some new creepy artificial intelligence algorithm to tell me which hot influencers my brands should bother talking to and which ones to ignore on a daily basis (unless it was Nuvi, which meant constant emails and calls from multiple people in their company sending me and anyone they thought could influence me (including my boss) emails who would enthusiastically forward me their email with “check it out!,” forgetting that he sent me the same email last week).
And this is why social is broken.
Often, I have clients come to my digital agency saying “we want to hire you to do our social media.” In that scenario, we’re in a position where we have to deliver value for our fee, often competing against a freelancer or an intern with substantially lower rates – but the reality is, no matter who takes the work, it’s just not going to, you know, do anything.
Because without integrating social into a full plan that covers all business goals and marketing efforts, it will do absolutely nothing, the client will have a bad experience and we’ll lose the opportunity to do more effective work for them.
Picture this scenario…
Imagine you have a camper filled with people you need to get to the top of a mountain. Once everyone gets to the top of the mountain, they can all meet an awaiting helicopter and soar above the clouds to happiness and wealth forever more. But the people can’t walk up on their own, so you need something that can carry everyone up to the top. Also, there’s a competing trailer and they too want to get to the top before you.
So you decide “if I save money now, I’ll have even more wealth once I get to the top.” You put out an RFP and you select a proposal. You decide to hire an inexperienced freelancer, who brings a tired old donkey and ropes him to the front of the camper. He furiously whips the donkey, who struggles mightily against the weight.
Finally, after a week of whipping, alternating the whipping patterns, optimizing the time of day of the whips, when to feed it water, and some highly proprietary measurement tools, your freelancer produces a report showing you that the camper has indeed moved one millimeter, while the competitor’s camper has barely budged a quarter millimeter (they hired an intern, who is trying to push the whole camper himself). Therefore, according to another proprietary confidential calculator, we’re outperforming the competition by 400 percent.
But of course, like your brand’s social media efforts, you can outperform the competition by a wide margin, and have all the best tools and the best of intentions but you are still just not going anywhere.
Everyone is winning the world’s best worst social brand award. Any money spent on social without a purpose is money wasted.
Social has reached the saturation point.
Like the rise and fall of social platforms, social media itself has reached a saturation and maturity level that makes it just as, if not more difficult to navigate than traditional media. Being the first on a new, fast growing platform like Twitter five years ago meant it was easier for a forward-thinking company to get some attention. But as these platforms matured, not only did the signal-to-noise ratio become unbearable, but platforms like Facebook and Twitter realized they were giving brands too much value for free and crushed all the organic reach to zero.
But the uninformed marketer still thinks they can post their quota of two tweets a day and someone is actually listening. They’re not, unless you’re paying for the exposure, just like an ad. Additionally, these platforms got discovered by big brands finally, so your CPC rate just doubled or tripled over the past year.
Continuing to post to social media without having at a million followers and not paying boosting your posts (and having a real integrated plan behind why you’re posting, who you’re targeting and what you want the customer to do) is as insane as these guys holding a meeting for no one. Because no one is listening, yet thousands of dollars are wasted by brands every month posting dreck that no one cares about just to be “active” in social.
Okay, I get it, this sucks, so what now?
What do you do if you’re a smart marketer? Here are a few options:
- Stop doing social media. If a brand stops posting and no one notices, does anyone care? From the myopic point of view of being inside one company for too long, it can seem like stopping your posting would mean hundreds and thousands of conversations like this at the dinner table: “Honey, you know what’s weird?” “Are you talking about my new bra? It’s supposed to lift and support…” “No, I just noticed that I hadn’t seen a tweet from Mediocre Farms Brand Lactose-Free High-Protein Greek Gluten-Free Certified-Organic Yogurt in forever. I wonder if they’re ok!”
- Ditch “social media experts” for integrated marketers. In the infancy of social media, when a majority of actual people in marketing and consumers in general did not have social media experience, it might have made sense to have someone on the team who really “got” social. But now everyone is on it, so being an expert loses its meaning. Knowing social media should be table stakes for any good marketer, so instead, work with someone with an integrated marketing background who is thoroughly cross-trained. Because that’s the only way you’ll find the integrated strategy that will make social media efforts effective. Siloing your marketing into “the social team” “the PR people” “the SEO weirdos” is like throwing the parts of an engine on the ground and expecting it to run.
- Integrate social into the DNA of the business. Great social media blurs the marketing, customer service, research, and branding lines, which means everyone in your company needs to be included in social. Having a top down overarching strategy combined with the permission to run the channels without a great deal of friction is the fastest way to achieving the integration and authenticity “social media experts” yammer on endlessly about at their conferences. That means social media becomes a C-level priority, with its components trickling down from there and making it a function of the company, not a cost with no ROI in sight.
- Treat social as a paid channel. With the ability to target your audience so precisely, social media is a huge opportunity that’s often wasted on the notion that it’s free. If you can get over the fact that it is, in fact, not free and is even more expensive in some cases than traditional media spends, there’s the ability to microtarget your campaign based on an infinite combination of interests, geo-targeting, demographics, psychographics, and behaviors.
You can still get a lot out of social media, but if you don’t have the budget or the motivation to do it correctly, your next best option is to cease doing it at all.
This editorial first ran on March 28, 2016.
5 ways to grow your entrepreneur business without shaming others
(OPINION / EDITORIAL) We all need support as business owners. Let’s talk ideas for revenue growth as an entrepreneur that do not include shaming your competition.
The year 2020 has forced everyone to re-assess their priorities and given us the most uncertain set of circumstances we have lived through. For businesses and entrepreneurs, they were faced with having to confront new business scenarios quickly. Maybe your entrepreneur business was set to thrive as behaviors changed (maybe you already offered contactless products and services). Or, you were forced to add virtual components or find new revenue streams – immediately. This has been tough.
Every single person is having a hard time with the adjustments and most likely at different stages than others. We’re at the 6-month mark, and each of our timelines are going to look different. Our emotions have greeted us differently too, whether we have felt relief, grief, excitement, fear, hope, determination, or just plain exhaustion.
Now that we are participating in life a bit more virtually than in 2019, this is a good time to re-visit the pros and cons of the influence of technology and marketing outreach online. It’s also a great time to throw old entrepreneur rules out the window and create a better sense of community where you can.
Here’s an alluring article, “Now Is Not the Time for ‘Mom Shaming’”, that gives an example from about a decade ago of how the popularity of mommy bloggers grew by women sharing their parenting “hacks”, tips, or even recipes and crafting ideas via online posts and blogs. As the blog entries grew, so did other moms comparing themselves and/or feeling inadequate. Some of the responses were natural and some may have been coming from a place of defensiveness. Moms are not alone in looking for resources, articles, materials, and friends to tell us we’re doing ok. We just need to be told “You are doing fine.”
Luckily, some moms in Connecticut decided to declare an end to “Mom Wars” and created a photo shoot that shared examples of how each mom had a right to their choices in parenting. It seemed to reinforce the message of, “You are doing fine.” I don’t know about you, but my recent google searches of “Is it ok to have my 3-year old go to bed with the iPad” are pretty much destined to get me in trouble with her pediatrician. I’m hoping that during a global pandemic, “I am doing fine.”
Comparing this scenario to the entrepreneur world, often times your business is your baby. You have worn many hats to keep it alive. You have built the concept and ideas, nurtured the products and services with sweat, tears, and maybe some laughs. You have spent countless hours researching, experimenting, and trying processes and marketing tactics that work for you. You have been asked to “pivot” this year like so many others (sick of that word? Me too).
Here are some ideas for revenue growth as an entrepreneur (or at least, ideas worth considering if you haven’t already):
- It’s about the questions you ask yourself. How does your product or service help or serve others (vs. solely asking how do I get more customers?) This may lead to new ideas or income streams.
- Consider a collaboration or a partnership – even if they seem like the competition. “If you want to go fast, go alone. If you want to go far, go together.” – African proverb
- Stop inadvertently shaming the competition by critiquing what they do. It’s really obvious on your Instagram. Try changing the narrative to how you help others.
- Revisit the poem All I Really Need to Know I Learned in Kindergarten and re-visit it often. “And it is still true, no matter how old you are – when you go out into the world, it is best to hold hands and stick together.”
- Join a community, celebrate others’ success, and try to share some positivity without being asked to do so. Ideas include: Likes/endorsements, recommendations on LinkedIn for your vendor contacts, positive Google or Yelp reviews for fellow small business owners.
It seems like we really could use more kindness and empathy right now. So what if we look for the help and support of others in our entrepreneurial universe versus comparing and defending our different way of doing things?
Can we combat grind culture and injustice with a nap?
(OPINION EDITORIALS) A global pandemic and a climate of racial injustice may require fresh thinking and a new approach from what grind culture has taught us.
Information is delivered to us at warp speed with access to television, radio, and the internet (and more specifically, social media). We are inundated with messages. Oftentimes they’re personalized by something that a friend or family shared. Other times we manage them for work, school, or just keeping up with news. Many entrepreneurs already wear many hats and burn the midnight oil.
During this global pandemic, COVID-19, we have also seen a rise in awareness and attention to social injustice and systemic racism. This is not a new concept, as we all know. But it did feel like the attention was advanced exponentially by the murder of George Floyd on Memorial Day 2020. Many people and entrepreneurs felt called to action (or at least experienced self-reflection). And yet they were working at all hours to evolve their businesses to survive. All of this happening simultaneously may have felt like a struggle while they tried to figure out exactly they can do.
There are some incredible thought leaders – and with limited time, it can be as simple as checking them out on Instagram. These public figures give ideas around what to be aware of and how to make sure you are leveling up your awareness.
Dr. Ibram X. Kendi, Director of the Center for Antiracist Research – he has been studying anti-racism and has several books and interviews that help give language to what has been happening in our country for centuries. His content also delves into why and how white people have believed they are more than people of color. Here is a great interview he did with Brené Brown on her Unlocking Us podcast.
Tamika Mallory – American activist and one of the leading organizers of the 2017 Women’s March. She has been fighting for justice to be brought upon the officers that killed Breonna Taylor on March 13. These are among other efforts around the country to push back on gun control, feminist issues, and the Black Lives Matter movement.
Brené Brown – research professor at the University of Houston and has spent the last two decades studying courage, vulnerability, shame, and empathy. She has been listening and engaging on how racism and our shame intersect. She also speaks about how people can reflect on themselves and where they can take action to better our society. She has some antiracism resources on her website.
With all of this information and the change in our daily routines and work habits (or business adjustments), what is a fresh approach or possibly a new angle that you haven’t been able to consider?
There is one social channel against grind culture that may not be as well-known. At an initial glance, you may even perceive this place as a spoof Twitter and Instagram that is just telling you to take a nap. But hold on, it’s actually much smarter than that. The description says “We examine the liberating power of naps. We believe rest is a form of resistance and reparations. We install Nap Experiences. Founding in 2016.”
It might be a great time for you to check out The Nap Ministry, inspired by Tricia Hersey. White people are called to action, and people of color are expressly told to give time to taking care of themselves. Ultimately, it goes both ways – everyone needs the time to recharge and recuperate. But people of color especially are being told to value their rest more than the grind culture. Yes, you’re being told you need to manage your mental health and include self-care in your schedule.
Through The Nap Ministry, Tricia “examines rest as a form of resistance by curating safe spaces for the community to rest via Collective Napping Experiences, immersive workshops, and performance art installations.”
“In this incredibly rich offering, we speak with Tricia on the myths of grind culture, rest as resistance, and reclaiming our imaginative power through sleep. Capitalism and white supremacy have tricked us into believing that our self-worth is tied to our productivity. Tricia shares with us the revolutionary power of rest.” They have even explored embracing sleep as a political act.
Let this allow you to take a deep breath and sigh – it is a must that you take care of yourself to take care of your business as well as your customers and your community. And yes, keep your drive and desire to “get to work”. But not at your expense for the old grind culture narrative.
The actual reasons people choose to work at startups
(EDITORIAL) Startups have a lot going for them, environment, communication, visible growth. But why else would you work for one?
Startups are perpetually viewed as the quintessential millennial paradise with all of the accompanying perks: Flexible hours, in-house table tennis, and long holidays. With this reputation so massively ingrained in the popular perception of startups, is it foolish to think that their employees actually care about the work that startup companies accomplish?
Well, yes and no.
The average startup has a few benefits that traditional business models can’t touch. These benefits often include things like open communication, a relaxed social hierarchy, and proximity to the startup’s mission. That last one is especially important: While larger businesses keep several degrees of separation between their employees and their end goals, startups put the stakes out in the open, allowing employees to find personal motivation to succeed.
When employees find themselves personally fulfilled by their work, that work reaps many of the benefits in the employee’s dedication, which in turn helps the startup propagate. Many aspiring startup employees know this and are eager to “find themselves” through their work.
Nevertheless, the allure of your average startup doesn’t always come from the opportunity to work on “something that matters.”
Tiffany Philippou touches on this concept by pointing out that “People come to work for you because they need money to live… [s]tartups actually offer pretty decent salaries these days.”
It’s true that many employees in their early to late twenties will likely take any available job, so assuming that your startup’s 25-and-under employee base is as committed to finding new uses for plastic as you are may be a bit naïve—indeed, this is a notion that holds true for any business, regardless of size or persuasion.
However, startup experience can color a young employee’s perception of their own self-worth. This allows them to pursue more personally tailored employment opportunities down the road—and that’s not a bad legacy to have.
Additionally, startups often offer—and even encourage—a level of personal connection and interactivity that employees simply won’t find in larger, more established workplaces. That isn’t symptomatic of startups being too laid-back or operating under loosely defined parameters. Instead, it’s a clue that work environments that facilitate personalities rather than rote productivity may stand to get more out of their employees.
Finally, your average startup has a limited number of spots, each of which has a clearly defined role and a possibility for massive growth. An employee of a startup doesn’t typically have to question their purpose in the company—it’s laid out for them; who are we to question their dedication to fulfilling it?
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