Archive for the 'community-marketing' tag

In all my years of writing about “all things web” (granted weighted heavily toward e-commerce) for the motorcycle and powersports industry, nothing has seemed to reach the same level of resonance as my idea that developing a dedicated, full-time community management position was a brilliant thing to do.

When I was running marketing for the dealership that I work with, I had put on a few really successful open-house events. The “light bulb” moment came when I said: “we need to do stuff like this every month!”

That required someone dedicated to coming up with the ideas, handling all the logistics, etc. But I then saw this role as much more than just an “event” person. We need to do more community stuff. Community stuff takes a lot of time. I need a full-time person to do it. Bingo! It was that simple.

I also wanted them to start being the “face” of the company on all our our online social networking activities. That led to me climbing up the abstraction ladder to call the position community relationship manager.

In short, this position is THE public and personal face of the company.

I just came across a post on ReadWriteWeb that deals with the same idea. Their article is obviously written from a more theoretical framework, while my take on it is much more the result of pragmatic, hands-on needs.

Marshall asks the questions “Do Startup Companies Need A Community Manager?” My answer is of course a resounding “YES”. However, like pretty much everything else it all comes down to the ability to execute on the idea.

It’s not PR!

PR is dead. The two-faced, B.S. spewing PR flacks that have made their money by coming up with ever more creative methods to lie to a company’s customer are going to die a loud and long overdue death.

PR was a one-sided shouting match. The new age of community is more about listening than talking. One thing that most PR people seem to have is a genetic aversion letting anyone else talk or listening to them when they do.

No one with ANY hint of PR on their resume should come anywhere near a community relationship position!

But what about all those functions that PR serves? Like minimizing damage when the company does something stupid or bad? Or “spinning” one result to be seen as something totally different?

Oh, I don’t know… How about not doing things like putting poison in kid’s toys, or letting poison food get produced in the first place or simply telling the truth?

Naive? Probably.

The direction that the world is going to force you to go? Absolutely!

Might as well start recognizing that you’ve got a transparent kimono on. Open it up… Or don’t… Don’t matter because people are going to know what’s going on anyway. You might want to see how the truth works for a change.

It’s not Marketing!

Marketing still has a valuable place when it comes to developing the identity and the initial message. But marketing is going to need to become much more participatory and reactive to the reality being dictated by the real world.

It must be legitimate!

Don’t lie. If you have a position that the market doesn’t seem to like, then explain in truthful detail why you did what you did, do what you do, or are going to continue to do what you did. Even people that hate you will at least respect you. How is that a downside? And who knows, maybe being honest may actually turn some people onto you. After years and years of BS, maybe legitimacy and honesty are worth giving a try?

It may be a game changer!

This has the potential to be one of those paradigm changing ideas that fundamentally changes the way companies communicate with their customers.

Customers don’t want to listen to PR B.S. and they sure as hell don’t believe anything that comes out of a marketing or advertising department.

There are of course risks. The old model of how PR/Marketing crafted and controlled a focused message or identity is over. In reality the only messages or identities that really mattered were the ones that the customers created for themselves and communicated to each other.

In the past it was obviously easier for a large company to force conformity to the desired message, but as the number of communication channels is now nearly infinite, there’s no way any company is going to be able to effectively control their message or ID.

Companies must sooner or later respond to the fact that the key to their company’s long term survival is the active and honest communication and participation with the market. And in non-economic terms, what’s a market if not a community?

This is going to totally shake up so many business practices! From product development, to accounting, to of course sales and marketing.

It’s going to bring about the need for greater transparency. Worn-out corporate double-speak is dead. The old guard PR industry is going to die (no doubt kicking and screaming about “losing control”).

It’s time for companies of all sizes to realize that they have already lost, or very shortly will loose, control over their true image.

So it’s time now to start crafting plans and organizations that can communicate and participate openly and truthfully with the market. That starts with the Community Relationship position.

If you really want to take this on and understand it, you need to closely read Groundswell. It will articulate in detail pretty much everything I’m talking about. But with better writing and more footnotes.

Tags:community-marketing, community-relationship-management, marketing, pr, relationship

This month I’m going diverge from using social networking to strictly sell online. I’m going to write about using online social networking tools to get people through your physical doors and hopefully help you sell more stuff over the counter (of course doing all of this will also dramatically help your online sales as well because content is content and people and search engines both love content!).

This on-line/off-line thinking is sort of the as-yet undiscovered frontier. To date most of the social networking fuss has been about online activities. Chatting, bookmarking, reading, ranking, and commenting on news and entertainment sites, etc. This new wave of Internet enabled social networking I’m writing about this month is all about using online tools to get people offline and into the real world. In our case that’s onto the back of a motorcycle, scooter or PWC and more importantly into your dealership.

Our goal is to take disparate social networking entities and create a plan that unifies and leverages their capabilities to establish, strengthen, and utilize relationships with your local customers and then connect them all to your site and with each other.

A great example of a dealership that’s done something similar by leveraging the old-world, non-internet methods is Rick Fairless’ Strokers Dallas (and all of the other pieces of his empire). Rick apparently realized that it’s really, really, really not about the bikes, or even the dealership. It’s about the relationships between the dealership and the customer. The bikes are basically just the vehicle that initiates the relationship. It’s all the other stuff that strengthens that bond (the bar, the tattoo parlor, the events, the TV show, etc.)

Now Rick was able to leverage the force of his personality to drive this through the use of the mainstream media and by word of mouth. However, it’s interesting to note that as far as I can tell even he’s not doing a lot of the Internet based stuff I’m talking about (I did find a profile on Facebook, but there’s no integration, or even a link as far as I could tell, on his shop’s site). Maybe he just doesn’t need to?

Now you might be thinking that Rick’s operation is light years ahead of you. He’s on TV, he’s famous, etc. etc. There’s no way you could emulate that. And you may be correct if you are talking about a national or global level. But what about on a local or regional level?

The old media that made Rick’s operation (and of course Rick himself) famous is playing less and less of a role today. The Internet is bringing about an open stage that anyone can use to secure their own form of fame (albeit on a smaller geographic scale, but you never know where it might take you).

So how do we go about doing this? First keep this caveat firmly in your mind: this is all very new. From the sites/tools themselves all the way down to the very concepts that I’m talking about. Like, bleeding edge, don’t touch the wet paint, new. So you’re going to need to really switch on your right brain and think creatively about what’s possible, what you want to do, and how you want to do it. But trust me on this one. In no more than three years this month’s column will seem amazingly prescient. Maybe?

At the highest level you need to create accounts for your dealership on various established social networking sites and then create an integration between them all on your dealership’s website.

More social networking sites are realizing that they need to open up a bit and are providing API’s (application programming interfaces: ways for multiple, disparate computer programs to talk to each other) for developers to use. You’re even starting to see things like pre-built widgets from the established sites that allow you to embed part of their functionality on your site or on other social networking sites.

Here’s an example of how this might look in practice (the sites mentioned are just for illustration, there’s plenty of other ones out there):

1) Establish a primary social networking hub site. This will be the primary place where you create the social relationship linkages between your dealership and your customers. Sites like Facebook, MySpace are good choices. Most of the other elements of the social networking ecosystem have plug-ins that allow loose integration with these big players.

[Note: the realization is beginning to dawn that a potential, upcoming killer application is going to be the social networking hub or aggregation site. Currently the biggest hindrance to this is the walled garden approach that the big players like Facebook are imposing with their social graphs (the map/graph of all the connections between the user and his or her friends/connections, etc.). Initiatives like OpenSocial and Google's Friend Connect may help in opening this whole thing up.]

2) Because our big goal is to get people offline and out riding (and ultimately into your shop) you need a way to set up and publicise what’s going on. To allow your customers to participate in (or even organize on their own) rides and events (open houses, bike nights, etc.) create an account on the amazing site MeetUp.

3) Take videos, or better yet have customers take the videos, of rides and events and share them on YouTube.

4) Do the same with flickr for still pictures of rides, events, customer’s bikes, whatever.

5) Now embed all the various widgets and plugins that the social networking sites offer into your dealership’s own site(s). You will also want to make sure that there are links to your dealership’s site on each of the social networking properties, and that all of the various social sites are all linking to each other. Yes, conceptually it’s all a bit messy, but a clean execution will hide most the mess.

A step that is going to be vital for you to succeed here is going to be customer education and facilitation. If a customer (or a prospect! There’s no reason why everyone that walks in your door, whether they buy a bike or not should not be offered the opportunity to be a part of your community to see what your dealership is about) is not already on these sites (or even aware of them) you may need to do some hand holding and help them set up accounts, add your shop as a “friend” where applicable and so on. It would be a good idea to have one primary point of contact in your shop to handle this community building activity (read more on this community relationship management aspect)

This sort of piece-meal method of using social networking has the advantage being cheap and fairly easy. The disadvantage, as I mentioned earlier, is that it’s pretty messy. Next month I’m going to talk about how you can clean it all up by bringing all of this functionality under your own roof using something called white-label social networking platforms.

Tags:Column, community-marketing, DealerNews, dealerships, E-Commerce, ecommerce, facebook, flickr, internet, metacafe, motorcycle, myspace, powersports, social-networking, web2.0, youtube

I just read an article in the June 2008 Motorcycle Product News magazine titled: More Than A Free Lunch by Dean Kelly and Chad Wiggen. The basic premise is that motorcycle and powersports retailers need to start running more events and to be more creative in how they run them.

Amen. But I want to take it even further. Like to a whole new level!

I came to the same conclusion a little over a year ago when I started doing marketing work in addition to running e-commerce for the dealership that I’m responsible for [Edit:2/18/10 No longer there].

When I was asked to take over marketing and advertising I looked at the budget, and I looked at what they were already spending and decided (in typical Radical fashion) to do something outside of the box. I said to myself, “Self, you need to get people into and involved with the dealership. We don’t have anywhere near the budget to do that via traditional advertising or marketing tools, what else can be done?” I had run a few open houses and they were huge successes. What would it be like if there was an open house every month? I had also started doing some social networking outreach (forums, blogs, etc.) and could imagine that they were going to be useful. However, all of that stuff took a lot of time. None of it took a lot of money however. So I had the epiphany that I was going to essentially use a huge chunk of the advertising budget and spend the money on a full time position to do all of this stuff.

I pulled all but the most non-essential advertising, left enough to allow us to match CoOp funds and set out to create the position of Community Relationship Manager.

It was the single most successful initiative that the dealership had ever seen. Obviously most of the success came down to getting an outstanding superstar for the position that embraced it and made it her own. [Aside: At the risk of being non-PC or running afoul of the EEOC, I recommend staffing this position with an outgoing, attractive, female that rides and is passionate about all things motorcycles (or powersports, watercraft, whatever your niche is). Facts are facts. Most motorcyclists are men and most men like talking to women especially when the woman is an avid rider herself. Let the nasty e-mails flow :)] But the fact remains that using money that we would have pretty much wasted by advertising like everyone else does and doing something radical and creative (at least for the vast majority of the motorcycle industry).

This position handles setting up interesting and engaging events every month and using word-of-mouth marketing techniques to get the word out. Blogs, forums, e-mail marketing, local clubs, etc. And when we do our larger open houses they are even more large and even more grand because you have a person that can dedicate all their time and energy to seeing that they are huge.

This position is now the public face and persona of the dealership. People now know the dealership is serious, and real, and personal. It’s a place that does more than just sell stuff and do service. It’s a place that participates in a real and personal way with the local motorcycle community.

Tasks for this position include but are no limited to: chamber of commerce involvement, social networking (FaceBook, MySpace, YouTube, Forums, Blogs, e-Mail) administration, dealership representation and participation in any and all motorcycle/powersports clubs and events in the area.

It’s insane how successful it is and it’s amazing that every 20 group leader out there is not making this the number one priority for every dealership out there! It’s even more insane that I’m letting this out of the bag for free and not getting a huge consulting fee for offering up what could be the single most successful thing you will ever do in the marketing and advertising area! I’m just feeling generous today I guess!

Stop throwing money away on TV ads, full page newspaper ads, direct mail, etc. etc. when for way less money they could have a Community Relationship Manager dragging people in off the street. In the nicest possible way of course.

Tags:community-marketing, events, MPN, radical-idea