Today, a friend I work with sent me a link to Rick Stilwell’s blog article entitled “What I Hate About Social Media.” After reading, there were a few points that rang a bell with me, and I wanted to respond. I commented on his blog, and realized after I posted the comment, that it was just short of novel length and I should probably post it on my blog.
One of the quotes that really jumped out at me here, is this one:
It’s not all about the marketing. It’s not all about the PR. And there’s more to “Social Media For Your Business” than ROI and how can I make money.
Another point that Rick makes, is that a brand needs to become more consistent and relevant before they can take part in “Social Media” and start marketing to their customers. That seems like a contradicting argument to me, because if you’re “consistent” and “relevant” and one day you start talking about your products, doesn’t that break the consistently relevant presence that you’ve built? A brand needs to build their presence with a consistent underlying strategy, a strategy to make money and realize a return on the investment to social media that they have made. Talking about the weather and posting viral videos is not going to build brand recognition or trust, it feels contrived, and it’s not what I want, or anyone else wants, to hear about from a brand.
I’m not sure if Rick’s point is that he thinks companies should be less concerned with the ROI, or they should market their products less, or they should be more buddy-buddy with their customers in social media mediums.
The “social” part of social media is the people. Users don’t sign up for Twitter or Facebook because their favorite brand of jeans posts little quips about their product. People join those services because the people they are interested in and care about are there. Facebook and Twitter both had remarkable growth because they focused their product on people. These services were not sold to users as some grand new place to consume information about their favorite brands or companies; they were sold as a place to keep in touch with your friends, share pictures, stories, and opinions with the people you care about.
Businesses don’t care what color shirt you’re wearing today, they don’t care how bad the traffic was on the interstate on your commute to work this morning. Businesses have one underlying interest, and that’s money. Money comes from customers who buy their product or service (you obviously know this). Expecting a business to get “in the conversation” for no other reason than being “hip and cool” is short sighted, and naive. Businesses come to social media because that’s where the people are.
Business are not going to spend resources building a Twitter follower-base or Facebook presence without realizing some return on that investment. Heck, even the users of social networks are getting a return on their investment. A user’s investment is not monetary, it is time. In exchange for your time, Facebook tells you more about your friends that you don’t get to see every day, they keep you in touch with your family, and allow you to share information with groups of people that would otherwise be more difficult to reach. These social tools offer businesses a communication channel that has a huge audience, it allows them to communicate in a way they haven’t communicated before, and it allows them to directly track what kind of response their communication is really getting them.
Ultimately, it all comes back to money. How much does a business spend on building these social presences? Does that investment turn into happier customers and, by extension, more sales? If not, then they’re doing something wrong.
Everything in business is tracked back to how much does it cost, and how much does it return. You don’t hire someone because you’d like to spend 40 hours a week in the same building as them, you hire someone because you think they’re going to add more value to your business than the money that you’re paying them. You start a Facebook page, or a Twitter account because you believe it’s going to make you more money than you were making before you had it.
Now, none of this is to say that social media doesn’t require a different marketing strategy than any other medium. Social media requires a significantly different pitch, a different tone, and a different attitude. Business can certainly get their customers involved and make their customers feel like their opinion is valued, and heard. A lot of companies don’t get this, and they push the same kind of message they push on a television or print ad. Social media requires a different way of thinking, and it’s our job as social media marketers to educate them on how to do this. Telling them that they shouldn’t be concerned with ROI is not going to get us their business. We need to teach and show our clients that they have to interact with their customers differently and that the short-term goals are different, but they will be able to measure this with an increase in their ROI. We need to prove to them that it will work, and teach them how to do it.
