Author: Shel Horowitz—Green/Ethical Business Expert

A lifelong activist, profitability and marketing specialist Shel Horowitz’s mission is to fix crises like hunger, poverty, racism, war, and catastrophic climate change—by showing the business world how fixing them can make a profit. An author, international speaker, and TEDx Talker, his award-winning 10th book, Guerrilla Marketing to Heal the World, lays out a blueprint for creating and MARKETING those profitable change-making products and services. He is happy to help you craft your messaging and develop profit strategies. Learn more (and download excerpts from the book) at http://goingbeyondsustainability.com

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It’s an interesting juxtaposition: reading Martin Lindstrom’s new book, Brandwashed, which talks heavily about big-ticket marketing—among other techniques, manufacturing celebrity. And then dropping in to Midtown Manhattan a couple of hours early for my event, and spending those hours exploring around Times Square—about as commercial a location as one can find in the US.

First, frugalist that I am, I was pleased to play tourist while keeping my wallet safely inside my pocket, and still feel like I got a good taste of Madame Toussaud’s, Ripley’s, and Planet Hollywood just from the free stuff: the gift shop, the teaser exhibits, and in Planet Hollywood’s case, the restaurant walls lined with movie artifacts.

But second, the whole idea that not only do we love celebrity, we even love the people who emulate celebrity. Replicas of props, concert announcements about a Beatles brunch (at B.B. King’s Lucile’s club) featuring not one of the two surviving Beatles, but cast memb ers of Beatlemania.

As soneone who is not-all-that-tuned into celebrity (I can’t even tell you WHY the Kardashians are famous), I find it fascinating to watch.

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This morning, a reporter posted a query on HARO (a free service that matches reporters with story sources) asking,

Were you a protester/activist back in the 1960s? If so, what's
your reaction to the current Wall Street protest and the
off-shoots around the country?

I thought my response was worth sharing with a wider audience:



Hi, Sondra, I went to my first demonstration about the Vietnam war in 1969 and was very active in protests all through the 1970s and beyond. I was arrested at Seabrook in 1977, committed civil disobedience but was not arrested at the Wall Street Acton in 1979, was a peacekeeper for the million-person march for peace in 1982. I probably still attend three to five demonstrations in a typical year, mostly local (Western Massachusetts) –but I did go to massive demos in Washington and NYC to try to keep us out of Iraq in 2002-03. Also, using other methods than street demonstrations, I have been an active organizer for decades. My biggest success was forming a group called Save the Mountain, which generated widespread community support and blocked a particularly horrible housing proposal next to a state park–after all the “experts” said there was nothing we could do.


As it happens, today I’m getting on a bus for an evening conference on sustainability in NYC, and staying over for the night. Tomorrow morning my plan is to go to Wall Street and see how things are going.


As a teenager, I had a poster in my room with a picture of a peace demonstration and the caption, “It is a sin to be silent when it is your duty to protest –Abraham Lincoln”–and I guess that pretty much sums up my feeling.


Obama has been a very weak president, falling short on issue after issue about bringing the “change” he was elected to create. He has given us a slower–and in some cases faster (like drone killings)–version of the “new normal” that developed under the illegal government of George W. Bush. No one has even been indicted for the crimes against the people by the Bush government or by the looters in suits in the financial industry. I believe strongly in the power of nonviolent protest, and am thrilled to see a new generation stepping forward, willing as we were to disrupt their lives in order to make a difference. Street protest is certainly not the only approach, and I believe we need multiple simultaneous nonviolent approaches. The country has gotten so topsy turvy and out of balance that I don’t think Richard Nixon would be tolerated by the Republican Party anymore (he’s probably to the left of Obama, if you watch both men’s actions rather than their words), and even their ‘sainted’ Reagan would be too far left to be nominated today. We desperately need an effective Left in this country, and the Occupy movement is stepping up, even if it has not figured out yet how to articulate its mission and goals.

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Hooray for Antioch College, an education innovator all the way back to its founding in 1850, when it became the first college to admit women and men, blacks and whites, all as equals.


The college, which just reopened after being closed for several years and separating itself from Antioch University, is taking its golf course (which had been disused even during my student days in the 1970s and turning it into a farm that will both supply food to the campus and provide a framework for integrating hands-on sustainability into the curriculum.


Bravo!

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In the South Bronx, once a deeply distressed urban area of New York City that the cops had dubbed “Fort Apache” because it had been so dangerous, a lot of the comeback has been around sustainability (thanks in no small measure to years of terrific organizing by Majora Carter and Sustainable South Bronx). A new initiative I just learned about creates three wins at once:


    

  • Cleans up polluted water
    • 

  • Creates clean and usable biofuel that doesn’t sacrifice agricultural land
    • 

  • Creates jobs and a general economic boost in a depressed area
    • 



Read about this triple win here. More and more, I think we’ll be seeing development projects like this. (I know of many others around the country and around the world.) The key is to look at waste from one process and see how it could be used as an ingredient for the next process. Another great example is The Intervale, in Burlington and South Burlington, Vermont, where beer waste becomes a growing medium for mushrooms, which in turn feeds fish. This thinking shift is one of the major principles of true sustainability.

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Overlisting people for Follow Friday and its many genre-specific siblings on other days of the week has polluted Twitter–too often, you click on a profile and see nothing but undifferentiated lists of people to follow. This does no good for the people making the lists, and hardly any good for those mentioned.


But naming people to follow is still a useful thing when done right. I’ve added many followers by checking out some of these folks and following them. Typically, each week, I’ll pick one person’s list that mentions me, and visit the other people mentioned.


There are, of course, many ways do “do it right.” Here’s what works for me, personally; your solution may look different.


When I do my #ff (and my eco-Monday), I list several in one tweet with a couple of keywords, such as “humor” or “green marketing.” With hundreds of people on my list to spotlight for Follow Friday or Eco-Monday, I keep a document in my email program that groups them by category in batches of 140 characters or less and also lists the dates I mentioned them. Here’s an example:




[1/8/10, 7/11/11] Green-3 @billmckibben @zerofootprint @greenbucket @Greenopia @gosner @greenmarketing @MarcalSmallStep @greenforyou




So in this case, this is the third batch of green contacts (out of 36 so far–yeah, I need to make an official Twitter list), which I posted in January 2010 and repeated in July 2011. All I have to do is scoop up the part after the dates and pop it into Twitter, then add the next date in the brackets. 114 characters, eight people recommended, and I’m done until the next time. If it’s an Eco-Monday post, I won’t label them “green,” because it’s obvious. On Follow Fridays, I try to always give some clue abut why I follow these folks.


But here’s the thing–I do *one* #ff tweet and one #ecomonday tweet per week, and I post plenty of other useful content during Fridays and Mondays.


Then I come back and say thank you to anyone who has #FFd me (or retweeted, mentioned my book, etc.)–but I do it as Thanks for the #ff, and that way it’s clear that I’m saying thank you and not necessarily endorsing them.


I skip pages that are nothing but long lists of people to follow. BORING! They’ve lost their chance for me to follow them back if that’s all I see when I visit.


Yes, this does annoy a few people who like to be on my list every week. There’s at least one prominent marketer who used to #FF me each week, but I only #FFd back once in a while. She stopped. But at the moment, I have 583 people on my #FF list, and that number is always growing; I’d be foolish to post them all at once every week. It’s not about ‘I’ll scratch your back if you scratch mine,’ but about another way I can be a useful resource for my own followers while keeping a Twitter profile that people actually want to read. And event hough she hasn’t listed me in a year or so, that marketer still shows up on my list every once in a while.

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I’ve been an Apple user since I got my first Mac in 1984. One of his greatest contributions was to make computers much more accessible to non-geeks. It would have been a lot longer learning curve on a pre-windows IBM PC or even an Apple II. MacWrite 1.0 and WYSIWYG [what-you-see-is-what-you-get—a major innovation in computers at that time] completely revolutionized the way I wrote resumes, which were my major service line at the time (and which I still do, occasionally)–plus made it much easier to develop template documents, etc. Four of my eight books started as earlier books. In 1979, I turned in the MS for my first book, which was a co-authored rewrite of a much older book–with pieces of the original book spliced into my typed out pages with scissors and tape. The other three were all upgraded from books I’d written earlier after getting a computer (one of them on that original 1984 machine)l it was SO much easier!


And just this summer, I found a new use for one of Jobs’ newest technologies: Using an iPad with the seaprate Apple wireless keyboard, I can type to my deaf stepfather while he holds the screen and reads what I’m saying in real time. Much better than passing a laptop back and forth or shouting in his ear.


Thank you, Steve Jobs, for the many innovations that have made the world brighter and made my personal life easier.


For more on Jobs’ life and legacy, among the thousands of articles out there, this one on the Macworld site is quite good.

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1. Listen before you talk.


2. Share advice and resources at least 8 or 10x as often as you self-promote.


3. Be friendly, helpful, and interesting; provide useful and accurate information that builds people’s trust in you.


4. Amplify your message across different channels, but only in ways that make sense and don’t annoy.


5. Reach out to others, both individually and in groups (as appropriate).


Using these rules, I’ve grown my business more from social media (all the way back to 1995) than anything else I’ve ever done to market my writing and marketing/publishing consulting services, and have also sold a fair number of books and other information products.

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I’ve long been  a fan of marketing to different market segments according to their own hot buttons, as anyone knows who has read my books (especially Guerrilla Marketing Goes Green).


Here’s someone on Triple Pundit, looking at the experience of driving a Nissan Leaf from the point of view of someone who sees a lot of potential to go way beyond the green market. Nissan’s marketing and advertising departments might want to read it.

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Memo to Mark Zuberberg: You are not invincible. Facebook did not get to be the top social media network because it was terrific, but only because it’s so much better than MySpace. There’s always been lots of room for improvement, and yet, in the 4 years I’ve been a Facebooker, at least half the changes make it harder to use and/or more intrusive.


And now, with Google+ waiting in the wings, your position is precarious. Just as it did with search, Google provides a qualitatively better user experience; all it needs now is an active and vibrant user base. Meanwhile, Facebook’s user experience just took a serious turn for the worse. Again.


Some of these bone-headed things I just don’t understand, especially when you think about how much of Facebook’s income stream is generated by professional marketers—marketers who have, in many cases, invested significant time and money into their fanpages and their ad campaigns.


    

  • All of a sudden, the default is NOT to get mail from Facebook. Facebook’s fastest growing demographic segments are 40 and over, and (unlike our children) we, for the most part, don’t spend our entire waking lives on social media. For those accustomed (as I am) to going on Facebook by following an e-mail link, you’ve just cut out much of their viewing time, unless they notice and switch the setting from the default (which I did).
    • 

  • Used to be, when you added a friend, you got access to your friend category lists and could add someone to multiple lists with a couple of clicks. Now, it shows just a few. Even clicking “Show All Lists” results in only the first nine choices. I have about 40 categories, in part because of the (idiotic and now finally abandoned, I think) 20-name limit on how many people you could send a notice to at once within a friend category. So for categories where I know a lot of people, like high school buddies, residents of my area, and marketers, I have multiple lists. Now I have no way to put people in the right category unless it’s one of the first nine in my selection. UGH! Google+ got this one right from the very beginning, noting that we have different types of people in our lives, and message/interact with them differently. Mark, do you really think paying my VA to do this simple thing for me is going to add value to my perception of Facebook?
    • 

  • Links from e-mails go to unexpected places. Several times, I’ve tried to click on a discussion and end up in my main page. then I have to hunt for the person I’m talking to, figure out where the message history is that day, and waste time. When that happens, the temptation is great to simply not continue the conversation.
    • 



Mind you, I’m not criticizing the changes just because they’re new and different (though it does seem that just as we learn how to navigate the latest interface, it shifts again). Some of them improve the experience. I like getting an e-mail with a whole thread worth of posts. I like the ticker. And I like that Facebook quietly introduced the long-sought feature a couple of months ago that allows owners of a fanpage to e-mail their fans (those who’ve clicked Like).


But really, you have to wonder if they’ve ever heard of beta-testing or focus groups over there. In the words of one well-known marketer who posted a comment on my annoyed post, “Google+ here we go!”

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Guest Post by Gerardo A. Dada


Sucharita Mulpuru wrote a blog post about Facebook commerce that turned out to be quite controversial. Sucharita’s previous post on the topic was aptly named 500MM users.. so why can’t they show you the $$. A bold quote from the post “No one’s revenue will come from Facebook”, along with a recommendation to stop wasting time chasing F-shiny objects, and focus on fixing the basics (like search and ratings & reviews) which have proven results.


My thoughts are pretty aligned with Sucharita, in the sense that no one seems to be making money from Facebook other than Facebook, Zynga and a few agencies – in the gold rush the money was made selling picks and other mining tools. I see brands confused about how to even think about Facebook and chasing meaningless metrics such as number of fan “likes”. When marketing leaders share their goal for social marketing this year is to get to 100K or 1 million likes, I ask them what they will do with the customers that have liked the brand, usually resulting in blank stares and confusion.


So I want to share my humble opinion on the role of Facebook for marketers.


One of the principles I feel strongly about is that social media is only a set of tools to help you achieve business objectives. Then, let’s start with the basics and think about how can interactive marketers leverage Facebook to achieve business and marketing goals. “Social media goals” don’t count, unless they are leading indicators in the context of a broader strategy. Think about it: the main reason marketers care about Facebook for one simple reason: there are over half a billion potential customers using it every day. As I wrote in aprevious post, you have to fish where the fish are – but you have to bring them home (your site) to cook them (make money). It was the same with video and other new tools available to marketers.


Sounds logical, yet, brands continue spending millions of dollars in media sending customersto Facebook. The traffic should flow the other way around.  Getting customers to respond to an ad is difficult enough to send them to a site where you have little control with the hopes they will “like” your brand and maybe someday somehow and up on your site or buying your product.


A couple weeks back I saw an online ad for Sierra Mist Natural, curious to learn more about the new drink I clicked on the ad, which took me to Sierra Mist’s Facebook page. Not only was this not the experience I was expecting, I was unable to learn more about the product, learn what makes it natural (is it using Stevia for sweetening, natural flavors or something else?) and landed on a Facebook page where a couple customers had quite negative comments on the product.


To sort through all the confusion it could be useful to think about Facebook as four discrete opportunities:


1. Encouraging fans to advocate your brand on Facebook


This is the most basic, but also the most powerful Facebook tactic so far and it’s free. I haveblogged about this extensively. People trust recommendations from their friends. Chances are their friends are on Facebook too.


If your brand has 50,000 fans (Sorry Facebook, “likes” does not work as well), and if you can get one of every five to tell their friends how much they like your brand, you would have 10,000 people advocating personally to an about 1.3 million potential customers about your brand. 1.3 million customers you probably can’t reach through your traditional marketing efforts. Your customers can advocate on Facebook without even having to “like” your brand. You don’t even need a brand page on Facebook – customers can advocate directly from your website.


2. Your brand’s presence on Facebook (brand page) and “Likes” associated with it


Most brand pages on Facebook are quite boring and expose visitors to customer service issues or provide irrelevant information to customers. It’s time to get creative and map a proper brand experience on Facebook. The possibilities are endless, but don’t create siloed microsites or just copy your website in the Facebook iFrame.  Do something useful like providing reviews, Q&A, links to your site and resources that will engage customers in a social context. There are so many things a brand can do here that it would be impossible for me to provide best practices, so I won’t try. This is an area where a good agency can help.


3. Facebook commerce


To clarify, with F-Commerce I mean not only adding your product catalog to your Facebook page but actually enabling transactions within it: you can complete an order without ever leaving Facebook. I think it makes sense for a few select use cases: buying tractors on Farmville, buying a song using iTunes credits, etc.  However, I am really skeptical this will be mainstream – ever. For a couple of reasons:


    

  • Leaving Facebook to complete the transaction on the brand’s main site is easy. It takes seconds and can be completely transparent for the user.
    • 

  • The user experience will probably be better on the main site. Brands have invested millions on content management systems, search capabilities, interactive features, social capabilities and other elements that give customers a better on-site experience than what is possible on Facebook.
    • 

  • Many consumers probably consider most brand sites to be more secure and reliable than Facebook. With the news about Facebook security and privacy issues I guess people would rather share their credit card number with an established business than with a social network that has no good track of protecting personal information.
    • 



Alvendia (now 8thBridge) shared the total sales on Facebook across all the brands they serve peaked at $100K in December. That’s less than $3 million per month, a number that is largely insignificant for their client base. Brands should still make their product catalogs available on Facebook to encourage advocacy and sharing, with an easy link to the product page on the main site.


4. Advertising on Facebook


In the end, Facebook is not a social company – it’s a media company that makes money by selling advertising. Advertising on Facebook should be evaluated like you would consider advertising on any other media outlet: based on audience profiles, advertising formats, targetability and ultimately, click-through rate. I am not an expert, but it is common knowledge that CTRs for Facebook are pretty low compared to industry averages. Maybe because when customers are in “social mode” they are not so interested in ads. The risk is that customers start mentally ignoring the ad space on the right most like most of us ignore banner ads on most web sites.


Then again, for the right reasons, with the right strategy, advertising on Facebook may be the right thing to do. Back in 2004, I was one of the first to advertise on Facebook when we were promoting the Imagine Cup. That particular campaign yielded decent results.


Conclusion


In conclusion, if you start with your business goals in mind (and not with “let’s do something on Facebook”) then go on to evaluate the four ways you can leverage Facebook for your business in the context of a customer experience journey, Facebook can be a really powerful tool that produces top-notch results.


[Editor’s Note: This originally appeared on Gerardo’s fascinating blog, The Adaptive Marketer. I thank him for permission to reprint.]

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