MackCollier.com

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Facebook ‘Fans’ are NOT the same thing as Brand Advocates

I was having a discussion on Twitter the other night and we were discussing a brand’s fans.  A passion topic of mine, but after a few minutes I realized something: The other person was talking about FACEBOOK fans, I was talking about Brand Advocates.

They are completely different groups.  That’s not to say that someone that Fans your Facebook Page can’t also be an advocate, but we know that the top reason people Fan a Facebook page, is to get discounts.  Brand Advocates aren’t looking for compensation or incentives in most cases, they want acknowledge and empowerment.

Yet I fear that Social Media in some ways is corrupting how brands view its customers.  We are teaching companies that ‘Fans’ on Facebook are something to be collected like baseball cards, and that they should target ‘influencers’ like bloggers and power Twitter users.

Brand Advocates are special customers that are motivated by a love of your brand and a desire to make sure that everyone else sees your brand in the same light that they do.  The amount of motivation that a Facebook Fan has for your brand is usually directly proportional to the value of the ‘prize’ they receive from Fanning your page.

Which would you rather have?

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Blink-182 Finds Fans Illegally Using Their Music on YouTube and Rewards Them

I’m so in love with Blink-182 right now!  The band is getting ready for their first new single in eight years, and they came up with a pretty fascinating way to promote the song.  They teamed up with AT&T and found every instance of where a fan was using their music without permission in their videos on YouTube.  Then the band took a few dozen of the videos and spliced them together to create a music video for their new single, Up All Night.  Then they named all the fans at the end of the video that were represented in their video.

And they thanked them.

What I love about this move is that Blink-182 was smart enough to realize that these were FANS of the band.  Sure, they were technically violating copyright by using the band’s music, but I would wager many of the fans didn’t even know that they couldn’t add the music to their videos.  And they all were promoting a band that they were fans of.

So Blink-182 was smart enough to recognize that, and reward the behavior, instead of punishing it.  There’s an important branding lesson here for companies: You don’t own your brand, it belongs just as much to your fans and customers as it does to you.  The best you can hope for is to co-own that brand with your customers.

Here is the video montage that Blink-182 created:

And here is one of the videos that one of the fans mentioned in the video created:

Remember, create something amazing for the people that love you.

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New study suggests a passionate minority can sway the majority

Scientists at Rensselaer Polytechnic Institute have concluded that it only takes 10 percent of a population holding an unshakable belief in order to convince the majority to adopt that same belief.  In fact, the scientists found that this will always be the case.

“When the number of committed  holders is below 10 percent, there is no visible progress in the spread of ideas. It would literally take the amount of time comparable to the age of the universe for this size group to reach the majority,” said SCNARC Director Boleslaw Szymanski, the Claire and Roland Schmitt Distinguished Professor at Rensselaer. “Once that number grows above 10 percent, the idea spreads like flame.”

This study ties into an idea I’ve been thinking about recently; the difference between how companies market themselves versus how rockstars do.  And while my graphical skills on the computer suck, I am a bit better at freehand, so I drew a graph to demonstrate what the customer base for the average company looks like:

Obviously, the size of the market for New Customers will always be bigger than the others.  After that you get Existing Customers, then customers with Some Brand Affinity and finally, Brand Advocates.  Note also that New Customers have the least amount of Brand Loyalty, and that increases for each group with Brand Advocates having the highest levels of loyalty.

But note the disconnect between which group most companies target, versus the group that most rockstars target:

At first glance, this can seem like the smart play for companies, because they are targeting the group that’s the largest.  The problem is, this group also has the lowest levels of loyalty to the brand.  So the company may be gaining New Customers, but it’s probably losing them just as quickly, again due to a lack of brand affinity.

But note what Rockstars do;  They focus on the people that already love them.  Unlike the New Customers, this group has a strong degree of loyalty for the rockstar.  So much so, that they will go out and actively recruit people from the OTHER groups to the left to come join them.  And yes, we have stats to back that up as well:

Note that evangelists refer business equal to 45% of the money they spend.  That means that the Brand Advocates that the Rockstars target, and also going out and finding new business for the Rockstar from the OTHER groups.

Remember also the study I referenced at the start of the post: Scientists have discovered that if 10% of a population have an unshakable belief in an idea, they will eventually convince the majority to adopt their stance.  The ’10-Percenters’ are your Brand Advocates.

So let’s compare and contrast the two approaches:

Company – Targets New Customers. Loses them just as quickly as it gains them, so constantly having to reinvest in getting more New Customers to replace the ones it lost yesterday.

Rockstar – Targets Brand Advocates (Fans). Brand Advocates have a strong sense of loyalty for the Rockstar, so they not only stay as customers, they go out and actively recruit New Customers, Existing Customers, and customers with Some Brand Affinity to buy from the Rockstar.

See the difference?  While the company is engaged in an almost constant zero-sum game, the Rockstar isn’t focusing so much on expanding its customer base, but rather on delighting the people that are already delighted with the Rockstar.  Because the Rockstar understands that its next sale is just as likely to come from the efforts of its EXISTING fans as it is their own.

This also is why Steve Knox said this:

Said in terms of the above graph, that quote would be ‘Victory in marketing doesn’t happen when you get New Customers, but when you connect with your Brand Advocates.”  Because your Brand Advocates are the people that are bringing you the New Customers anyway.

Companies, y’all make this marketing stuff too hard.  It’s not about spending a lot of money trying to convince strangers to buy from you, it’s about delighting the people that already love you.

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#DellCap 2011 Review: The Future is Now

Michael Dell speaks with #DellCAP attendees as Michelle Brigman and Sarah Kimmel look on

This week I got to spend some time in Round Rock, Texas, working with Dell on its #DellCAP reunion project.  This is an extension of the first #DellCAP that was held last June, that I was also lucky enough to help Dell with.  As with last year’s event, Dell brought in 15 customers (including 13 from last year’s #DellCAP event) to spend the day getting feedback from them, and letting them know how the company had acted on the feedback it received from them last June.

The event itself, especially the people involved (customers as well as Dell employees), was amazing.  And I knew I wanted to do a recap post on my experience as soon as I got home and got my bearings.  But I’m torn on how to do this, because I want all of you to appreciate just how inspired I have been not only by Dell, but by their customers as well.

So I wanted to start by telling you two stories.  The first happened during last year’s #DellCAP event, which was structured a bit differently than this one.  Last June, Dell invited a total of 30 customers to #DellCAP, and split them into 2 groups of 15 customers each.  But the catch was that the 1st group of 15 customers were all selected because they had issues and complaints about Dell’s products and services.  The 2nd group was selected because they were considered to be fans and advocates of Dell.  So Dell wanted to hear from both its fans and ‘detractors’.

Which I thought was incredibly brave, but one instance drove that point home for me.  Last year, I was hired by Dell to moderate both days of the #DellCAP event.  On the 1st day we were going to spend the day with Dell’s ‘detractors’.  As you might imagine, the idea of inviting a group of ‘upset’ customers to your world headquarters can be a bit un-nerving.  Right before the 1st day’s events were to start, I was going over my notes and the agenda for the day when one of the Dell employees that was facilitating the event hurriedly ran up to me with a last-minute clarification to the agenda.  As they quickly explained the changes to me, I caught something in their eyes that I wasn’t expecting.

I saw fear.

I looked around the room and saw looks of nervousness and anxiety on the faces of the other Dell employees.  One of them was literally wringing their hands.  That’s when it hit me that Dell really did NOT know what to expect from this event.  But that made me truly respect them for having it.  Let’s be honest, the idea of flying 15 customers that have had negative experiences with your company to your headquarters to spend the day with them would scare the hell out of most companies.  And looking around that room, it seemed that some of that fear and anxiety was on display, but the company was willing to do it anyway, because Dell knew how important it was to connect with its customers.

The second story I wanted to share with you happened at this year’s event.  Near the end of the day, Michelle Brigman asked the attendees what their advice would be for the next steps of this program.  Each person shared their ideas, but Connie Bensen told Michelle that Dell literally needed to find a way to ‘help us to help you’.  As the microphone passed around the room, several of the attendees echoed Connie’s point, that they wanted Dell to give them the tools to help them tell others about the company.  Here were Dell advocates begging Dell to empower them to speak on their behalf to other customers.

And while I wouldn’t call myself a Dell advocate strictly on the basis of loving their products, I am definitely an advocate of the people working at Dell.  I think most people know who Lionel and Richard are, and for good reason.  Both are truly corporate social media pioneers.  But Dell’s team of social media wizards is so much deeper, Michelle, Carly, Sarah, Chris B, Bill, Jason, Cory, Laura and Susan are just a few of the gems we met and have come to know.

I believe in these people, and over the past year, I have come to care for them as well.  And as a result, I believe in and care for Dell.  I want to see the company succeed just as badly as anyone else, because I want to see the people behind the company succeed.  Because I believe when a company makes a real effort to listen to, and empower its customers, that that #smartitude deserves to be rewarded.  I left #DellCAP knowing that every Dell employee that participated in #DellCAP truly listened to and truly cared for the people they connected with.

Which leaves Dell in an interesting position.  I think this year’s #DellCAP reunion showed the company that it has a very loyal group of advocates that want to see it succeed.  That, as Connie said, want Dell to ‘help us help you’.  The challenge now for Dell is to find a way to not only unite, empower and embrace their external advocates, but to also share internally what they have learned from the DellCAP program.  We discussed the issue of scaling the interactions we experienced between company and customer during DellCAP.  I mentioned that I think one way to address this is to scale the interest in expanding the program from the company side.  I’ve got a lot more thoughts on how Dell and companies in general can embrace and mobilize its evangelists, and I’ll write more about that next week.

BTW I can’t close without acknowledging the #DellCAP participants from this year.  Y’all are so amazing to take 3 days out of your lives to come to Round Rock and share your wisdom and experiences with Dell.  I was truly blown away at the sheer intelligence of the ideas and suggestions that the group proposed, and its value to Dell is huge.  Here are the #DellCAP attendees from this year: Sarah, Haley, Allen, Robyn, Connie, Claire, Dave, Ed, Erika, Paul, Shane, Shawn, Susan, Brandon and last but not least, Mr. Travis Bailey.  It was a joy to spend time with each of you, and I consider you all to be good friends.  I hope we don’t have to go another year before we see each other again!

UPDATE: Chris Yates and his team from Huddle Productions were kind enough to record the LIVE #Blogchat that Dell sponsored as part of #DellCAP earlier this week.  While there, he shot this short video where Lionel explains a little about what the #DellCAP program is.

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The secret to creating brand advocates

It’s not about having a transactional relationship with your customers, it’s about having an emotional one with your fans.

Thoughts?

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Think Like a Rockstar: Create something amazing for the people that love you

So I was on Twitter late Friday night, and I saw this tweet from @AmandaPalmer.  It got my interest, so I did some checking.  I found dozens of tweets from Amanda’s fans either gushing about her and thanking her for letting them attend the secret show, or those that were angry that they missed it.

From Amanda’s blog, here’s how the secret show was set up:

p.s. for those of you who were waiting on more info about the SECRET-BOSTON-AREA-SHOW next saturday, we put together a little contest. if you wanna come, we’re picking about 50 lucky people who’re gonna join in on our crazy little loft party in arlington, and it’s your LAST CHANCE TO ENTER. get in on this shizzle NOW:

* head over to my profile on GetGlue. you can find it right here:http://getglue.com/recording_artists/amanda_palmer
– don’t have a GetGlue profile, yet? it takes about 20 seconds and you can do so athttp://getglue.com/signup (they also have an app for iPhone/iPad/iPod Touch, Blackberry, and Android – you can sign up on those, too)
* “Check-in” and tell us your favorite AFP-related concert memory, starting with something along the lines of I really want to see Amanda on tour this summer http://bit.ly/AFPtour or My favorite AFP-concert memory was…
– feel free to get creative about how you say that you wanna come, just make sure to include a link to the tour page
– if you haven’t ever seen me or the dolls or evelyn evelyn live, post a link to your favorite live YouTube or Vimeo clip and tell us why you’re excited to (hopefully) come
– bonus points for cross-posting to Twitter and Facebook, and for clicking “Favorite” on AFP (and other AFP-related stuff like The Dolls, Evelyn Evelyn, 8in8, etc)

and that’s it. any questions? post HERE and sean’ll get back to you, asap. we’ll be going through and contacting winners throughout tonight and tomorrow, getting e-mail addresses so that we can get your name for the guestlist, and know where to tell you the location of the show.

 

So Amanda created a free show for her biggest fans, with the requirement for getting in being that her biggest fans would have to share why they loved Amanda.  Which is something they were already doing anyway.  The lucky fans that got to attend were then treated to an amazing show, and they now love Amanda even more.  The fans that didn’t make the show are now extremely jealous of the ones that did, but still love Amanda for going out of her way to connect with her fans.

Attention big companies: You usually make this ‘marketing’ stuff a lot harder than it has to be.

I will once again go back to that wonderful quote from Steve Knox:

Think about what Amanda did here.  She didn’t use social media as a channel to generate sales, or connect with new customers.  She used social media to embrace her biggest fans, and give them a reason to love her even more.  Totally flies in the face of what most companies try to do, which is generate sales from new customers.  Instead, Amanda said she was going to create something totally amazing that customers want, but she not only wasn’t going to charge for it, she was going to give it to her existing customers.

This is why we don’t call these people ‘Amanda’s customers’, we call them ‘Amanda’s fans‘.  The next time Amanda has a paying gig, her fans that attended this show will be even more likely to pay to attend (because they love Amanda even more now) and they will be more likely to encourage their friends to come with them (because they want their friends to love Amanda like they do).  Amanda has created a way to embrace her biggest fans, and to let them do her ‘marketing’ for her.

Why is it that companies can’t get this?

To be fair, some companies are trying.  Ford recently had an event where they flew in influential bloggers to spend a day with them.  The focus was on Ford and its products, but there was also live entertainment and interesting speakers such as Malcolm Gladwell.  That’s definitely not the same as Amanda’s secret show, I think the focus with Forward with Ford was ‘how can we show you what we are doing and get you to like us more?’ while the focus with Amanda’s show was ‘how can I show you how much I love you?’

Which is a big reason why I think rockstars have fans, and companies have customers.  Because most companies view the relationship with their customers as being transactional, while most rockstars view the relationship with their fans as being emotional.

Companies, if you want to be successful, follow Amanda’s approach: Find a way to connect with your biggest advocates, and delight them.  Don’t worry about selling anything to them, create something amazing for them, and then watch as they take the initiative and promote you and maybe even gush about you to their friends and networks.  The end result is that you’ll get those sales you wanted to begin with, but the added bonus will be that you’ll also create a way to excite and delight your biggest advocates in the process.

Again, y’all make this ‘marketing’ stuff a lot harder than it has to be.

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How The Red Cross defused a potential Social Media crisis situation

Coming off the heels of Kenneth Cole’s recent PR blunder on Twitter, the Red Cross found itself in a potential crisis situation on Twitter a couple of days ago.  Apparently, one of its employees that tweets from the @RedCross twitter account, inadvertently sent a tweet that was meant for her personal account in which she tweeted: “Ryan found two more 4 bottle packs of Dogfish Head’s Midas Touch beer… when we drink we do it right #gettngslizzerd”

To its credit, the Red Cross quickly acted on the ‘rogue tweet’, deleted it, and posted this response:


Now anyone that’s attempted to use multiple Twitter accounts, especially one for your employee or a client, knows how easily this can happen.  And then the employee that sent the ‘rogue tweet’ also acknowledged her mistake on her own Twitter account:

Now all week here we have been discussing the value that evangelists have for companies and organizations.  What happened next in this story perfectly illustrates today’s lesson: Your evangelists will come to your aid in a crisis situation.

The Red Cross’ evangelists on Twitter quickly latched onto the #gettngslizzerd hashtag, and used it to drive blood donations!  Many committed to donating blood and some even took pictures as they were:

And to their credit, @dogsfishbeer, which was mentioned in the ‘rogue’ tweet, also encouraged its followers to get involved in the donation drive:

One of the ways we talked about in the post on creating brand evangelists was speaking in a human voice.  The Red Cross did this, they quickly admitted their error, and apologized.  And did so with humility and a splash of humor.  Then Gloria tweeted out an explanation as well.  How the Red Cross handled this potential crisis situation went a long way in rallying its evangelists to come to its aid.  They quickly forgave Gloria for the tweet, then took the hashtag and used it to drive donations.

This is the power of connecting with your evangelists.  As we talked about earlier this week, they WANT to see you succeed.

What did you think of how the Red Cross handled this situation?  What did they get right? Is there any advice you could give them for avoiding a similar situation in the future?