filter by tag: wordofmouth

As communicators, there is obvious fascination with the Occupy Wall Street (OWS) movement – so much so, that it became the focus of several discussion, among many other topics, during last week’s annual PRWeek NEXT Conference. Below are some themes and thoughts that emerged.

Overstock.com CEO and founder Patrick Byrne observed that the OWS movement is leaderless and suffers from a “message vacuum. It needs to get back on message. Right now it is just becoming a pool of discontent.” Janet Rolle, EVP & CMO at CNN, and Terrence Samuel, deputy national political editor from The Washington Post, concur. Rolle pointed out that “[OWS] has no clear definition of the antagonist and no clear message of what they are trying to enact or change.” Samuel observed that the initial story was a “rag-tag gathering of intense grievances but now the story is that it’s not going away.” He posited that it was “better that it wasn’t covered by mainstream media [initially] because that allowed it to become a huge social media frenzy.”

When the topic shifted to information and influence, much discussion naturally centered around online communication. Peter Rojas, co-founder of Gizmodo and gdgt, noted that the Internet has really brought a “democratization of authority and a fragmentation of influence.” This has allowed anyone to access the “collective wisdom of this community.” So, as he explained, even if your friends are not into whatever subject you are, you still have the ability to “tap into actual user experts.” No longer is communication just about reporting, but the online community is “helping people figure out what to buy and how to use it. It is a very positive community, not just fighting it out on news stories.” Yet, Bill Holstein, president of the Overseas Press Club remarked, “the advent of online has brought about a decline in quality and standards.” This is likely central to the fact that consumers now need to see a story four, five or more times before they believe it.

The topic of democratization of information and news was central to the speech by Dan Abrams, legal analyst for ABC News. “Mainstream media no longer dictates what the public gets to see. Consumers have more of a say in the brand now – brands are a democracy, not a dictatorship.” And, CNN’s Rolle agreed. “Brand is the most overused word in the English language. A brand is a tribute that is paid to you by consumers. The emotional relationship between you and consumers is the brand.”

When the future of tablets took over discussions, Gizmodo’s Rojas felt that the tablet’s “place” is still settling out. “While smartphones are ‘out and about’ and laptops are about work, the tablet can be just anywhere. It has people engaging in different ways. For example, tweeting reactions while watching TV, shopping in real time as something is viewed elsewhere.” The long-term challenge as marketers figure out how to capitalize on the tablet is to see where it lands – is it a personal device, like a smartphone, or a shared device, like a PC? Is it more in-home or equally out-of-home? In a similar vein, Duane Bray, a partner at IDEO, observed, “the distinction between online and offline is really going away, consumers don’t think that way anymore.” The tablet will likely contribute greatly to that, as the smartphone already has, allowing simultaneous online and offline interaction. Witness folks tweeting about conferences while attending and following others' comments and threads – online interaction supporting offline activities.

How consumers are being communicated to by brands, and the distinctions between owned, earned and paid media, comprised a good portion of the event. Simon Lowden, CMO of Pepsi Beverages Co., declared to the room of PR professionals that “The 30-second ad is here to stay, but US consumers don’t trust it anymore.” This has contributed to Pepsi looking at its marketing not as TV-centric, but as idea-centric – and not as control, but as collaboration. Sean Cochrane, senior analyst at Forrester Research, reported that “in 2009, 500 billion word-of-mouth impressions were made by people to other people. WOM is now a trackable earned media.” But with the advent of online communication and networks like Twitter, “six percent of adults create 80 percent of conversations; so short-term data needs to be balanced with long-term measurement.” We need to be careful not to rush to judgment when relying solely on very short-term topics and trends.

Where is this all headed? Forrester tells us that mobile is the next big battleground for agencies. But, as yet another form of communication in this increasingly blurred world of online and offline, it only makes sense that public relations and communications professionals take the lead. Carry on!

--Cici Gordon, Senior Brand Strategist

The producers of TLC’s “Extreme Couponing” might just be on to something. A recent study from lucid marketing found incentives go a long way in motivating moms to refer a brand or website to their friends and families. That's good news for companies looking to engage with moms and leverage their many relationships with like-minded friends.

Of the various incentives available, moms found coupons to be the most appealing; however, just throwing a coupon into the mix won't help brands build a meaningful relationship with this target. There are several ways to do it effectively:

• Online Contests: Drive product trial during online contests through couponing. It can be as simple as providing a downloadable coupon for every consumer who enters your contest. For those consumers who didn't enter, providing a coupon during the voting phase to reward them for getting involved and supporting their favorites can also be effective.
• Customized Blogger Content: Try developing creative contests, giveaways or promotions that will resonate with your target blogger's readers. You can then offer product samples and/or coupons as part of the prize package, making it a win-win for your brand and the blogger.
• Cause Promotions: Reward consumers who participate in click-to-donate cause promotions with a downloadable coupon. It’s a simple way to remind consumers that your product is tied to this meaningful call to action.

Today's mom plays a powerful role when it comes to creating strong word of mouth for a product or company, and when used effectively, couponing can be an effective engagement tool for marketers.

--Stephanie Doherty, Vice President

A few weeks ago, I was fortunate to attend GasPedal’s Word of Mouth Supergenius conference in New York City. It’s nice on occasion to step away from my day-to-day work and just spend the day learning. The big win comes when I get energized and inspired to try new things that can make me a better professional. That’s what the day represented for me, and there are nuggets I took away that all professional communicators can learn from.

Word of mouth (WOM) is nothing new. In reality, it’s one of the oldest communication channels in existence. But, with the decline of some traditional channels and the emergence of social media, WOM is increasing in importance and perhaps now easier to spark and facilitate than ever before. One only has to consider recent phenomena such as Zappos’ customer service, the Old Spice guy and Dos Equis’ Most Interesting Man in the World.

It’s easy for most of us to spot successful WOM, but achieving it is another story. It reminds me in some ways of when I hear people talking about creating a “viral video.” It’s tough to do when you’re assuming you can guarantee something will go viral, which we all know isn’t possible. It’s the same with WOM – it takes time, a thoughtful approach and a pinch of luck. But that doesn’t mean we shouldn’t try because WOM can be a powerful weapon in our ever-evolving communications arsenal.

GasPedal presented the “5 Ts” of WOM campaigns:

1. Talkers - who will tell their friends about you?
2. Topics - what will they talk about?
3. Tools - how can you help the message travel?
4. Taking Part - how should you join the conversation?
5. Tracking - what are people saying about you?
   

For most people, it would be pretty easy to sit down for 30 minutes and figure out nos. 1, 3, 4 and 5. But no. 2 is the special sauce.

If you can’t give your stakeholders something interesting, fun, unique and surprising to talk about – no matter how well you do the other elements – you won’t get WOM. You need something they’ll remember, you need to tap into some kind of emotional connection and you need to make it easy for them to share. That topic could be something inherent to your business (hot doughnuts coming off the conveyor belt at Krispy Kreme, Swedish Meatballs at IKEA) or something you create (Jones Soda’s unusual holiday-themed flavors). Regardless, you need to take a step back and consider it.

So think about it. What will get people buzzing about your company or product? How can you get the power of WOM working for you?

--Marc Berliner, Vice President

Throw out the old communications models. Consumers are taking back control over their purchasing decisions. Or at least seeking a second opinion.

Before deciding whether to purchase recommended products or services, more than four-out-of-five consumers (81%) will go online to verify those recommendations, even from the most trusted of sources. Increased skepticism of traditional media, technology advancements and growing online connectivity have American consumers turning to online influencers to confirm their opinions prior to making purchase decisions. Heeding this behavior shift, marketers began targeting consumers’ inner circles with word-of-mouth then social media campaigns as the new marketing tipping point for purchase decisions.

Today, these campaigns are no longer enough. Data from the 2010 Cone Online Influence Trend Tracker reveal consumers have added yet another step prior to reaching for the credit card – online verification. Thus, personal recommendations alone are no longer enough to guarantee a purchase, as three-quarters of consumers (77%) agree they are more likely to purchase products or services when they can find additional recommendations about them online. Among 25- to 34-year-olds, online verification is even more vital; 91 percent will go online to verify recommendations before making a purchase and nearly the same number (90%) are more likely to purchase products or services after finding additional online recommendations.

The tone of online information plays a powerful role in the purchase decision, often outweighing the initial recommendation. More than two-thirds of consumers (68%) agree negative product or service information found online can be a mitigating factor in deciding whether to purchase. Conversely, positive information reinforces purchase recommendations for a full 80 percent of Americans.

Online verification may not be required for every product category, but our research shows that there is a wide range of products and services that will be scrutinized via the Internet regardless of price point. Verification is now the deciding factor to drive consumers to that final purchase, and marketers who ignore this behavior shift will miss out on a golden opportunity to influence purchase decisions.

Be sure to check out our fact sheet, and let us know what you think. How often do you go online to confirm purchase recommendations?

I spent Thanksgiving weekend at my parents' house and a good part of Friday going through box after box of toys – my task being to “keep what you want and bring it to your own house, because the rest is getting tossed.”

While millions of people hit the malls to take advantage of Black Friday sales, I sorted toys and reminiscedabout holidays past and gifts received. One fond memory was the Christmas moment when I unwrapped my Cabbage Patch Kid (Olivia Bebe, according to her adoption certificate). For anyone not a child of the 80s, that doll (complete with Xavier Robert’s own signature) was the hot item to receive – hotter than the Alf doll or Teddy Ruxpin, or more recently, Tamagachi and Tickle Me Elmo.

Image Credit: flickr

I can remember eavesdropping on all the parents sharing, or bragging, how they were able to acquire this amazingly scarce toy…via office bribes, black market research and getting in line at the store rumored to have a shipment coming in 14 hours in advance. They waited in the dark, in the cold, a cold sandwich for dinner, sleeping bag on the sidewalk. Only five dolls when they rushed the door of the stock room, they elbowed somebody’s grandmother out of the way and only got their doll because the person in front of them fell.

But, the purpose of this post is not to shed light on this (crazy?) waste of time, energy and resources, but to look back on a time that came well before the Internet became Santa’s toy shop.

Today, however, Black Friday might as well be medieval compared to Cyber Monday (the Monday following Thanksgiving during which online sales reach yearly highs). Diligent workers, refreshed from their long weekend breaks spend the day back in the office not catching up on emails but…you didn’t hear it from me…shopping. In fact, Forrester Research reports online retail is thriving, with 8 percent growth expected this holiday season.

Savvy PR pros have embraced new media with gusto, and it is critical that we understand the power that word of mouth from a trusted blogger has on subscribers and a well-designed and frequently updated Facebook fan page has within a social network community. Most recently, we’re seeing the immense growth of personalities and brands on Twitter – making me really eager to learn how Twitter will impact holiday sales this year.

Maybe in the future, December 1, 2009,will actually be looked upon as the first “Twitter Tuesday.” This year I’d imagineforward-thinking retailers will certainly welcome Twitter-generated mobs by tweeting their sales and the new shipments of the hottest gadgets in real time. If I were in retail sales, I’d dedicate a good amount of time tweeting about the availability of my product, my sales and the timing of new shipments. I’d think about doing Twitter-specific promotions and rewarding my followers for passing my tweets along to their own network. I’d also reward my online and in-store partners for using Twitter to promote my product.

My prediction is that Cyber Monday has paved the way for Twitter Tuesday. It’s fascinating to imagine how different it would have been for my mom and dad to find my coveted Olivia Bebe had their smartphones been capable of accessing real-time tweets from the local toy store. The question is, are we advancing through new ways to communicate, or are we making our day-to-day lives more mercenary and robotic by leveraging these tools? Will my kids ever have the experience of waiting in line or hoping against hope they’ll get that one special item on their wish list or is everything really just one click away?

--Lisen Connery Syp, Account Supervisor

From today's eMarketer newsletter comes some very interesting stats regarding trust of various media:

- Not surprisingly, recommendations from friends (word of mouth) is #1 at 48%.

- Online news is slightly more trusted than newspapers.

- Trust of private blogs is DISMAL. (Fewer than 1 in 10 people say they are an 8, 9 or 10 on a scale of 1-10 where 1 = "don't trust at all" and 10 = "trust completely")

What does this mean?

My gut reaction is BALANCE. A balance of: online and offline media; traditional and non-traditional; media focus and direct-to-consumer buzz generation through social networks. A program that garners millions of blog impressions but does not inspire consumer trust may be less likely to move the business needle than a well executed online media relations campaign and direct-to-consumer outreach.

Mike Hollywood, Director of New Media