Posts Tagged ‘Social Media’

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Making Social Media Easier

by on Monday, January 23rd, 2012

When we talk with local businesses about Social Media, the most frequent objection to becoming more socially engaged is time. Many local merchants believe that the time required to attend to Facebook and Twitter is better used for tasks more directly related to running the business. Rather than argue the importance of Social Media, we’d like to pass along a post on Mashable that introduces some tools that make it easier than ever for a small business to manage its Social Media presence and derive maximum value from this powerful marketing medium.

via Kevin Moore (Creative Commons)

Some of these tools are geared toward agencies or at least larger companies, but there are two that we have used successfully at Zavee: HootSuite and TweetDeck. Both applications live on the desktop although both have mobile versions. TweetDeck is free and HootSuite has a free version that should be fine for most businesses. Both apps let the user manage multiple streams (e.g., Facebook and Twitter) simultaneously, including posting the same content to several streams. Both apps make it easy to schedule posts, so an hour or two on the weekend can result in a week’s worth of posts.

It’s also easy to redirect content, so a link, image or other content that is found on Twitter can be shared out on Facebook (and vice versa). This can be especially valuable for Zavee merchants, because Zavee shoppers now can share merchant-related content on Social Media even more easily than before. So merchants that sees a good review or recommendation can increase its reach by putting that content in their own Social Media stream. Merchants also can push news announcements published on Zavee to their Facebook and Twitter streams. That gets their own content noticed by even more potential customers.

Social Media can’t be fully automated, any more than any other marketing tool. But these two apps (and others mentioned in the Mashable post) can make the time devoted to Social Media time well spent.

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Loyalty Marketing [INFOGRAPHIC]

by on Thursday, September 22nd, 2011

Sometimes they are brilliant and sometimes they are useless, but infographics are almost always fun. Here is one about brands and loyalty programs, courtesy of Get Satisfaction.

One of the most interesting factoids is that 60% of respondents intend to use the social web and networking tools to derive ROI from loyalty programs. If so, that would be a significant change from how the loyalty industry’s historically slow adoption of technology.

Enjoy!

via getsatisfaction.com

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Airlines and Loyalty … It’s Not Getting Better

by on Wednesday, June 29th, 2011

Bill Hanifin of Loyalty Truth recently posted about airlines and customer service, a post prompted by his trip around the world (Malaysia and back – that qualifies). My trips are rarely as exotic but I fly almost every week, primarily between Newark and either FLL or PBI, and primarily on Continental. Like Bill, I have a soft spot for airlines, having begun my career in aircraft finance. Again like Bill, I am amazed – and not in a good way – by the unforced errors airlines commit when it comes to customer service.

Bill writes that airlines should be using the wealth of data available to them to build in more flexibility in dealing with customers, some of whom may be very valuable to the airline. I agree, but I think that ignoring their own data is only half the problem. A lack of empowerment is the other. Associates can only be as flexible as the rules allow. And I have a hunch that consolidation has made carriers more rigid and reduced employees’ sense of ownership (anyone have similar – or different – experiences at newly-merged carriers?).

Bill isn’t a fan of unbundling, but my view is mixed. I think baggage fees are a slap in the face to passengers. Airlines ask us to cooperate in limiting what we carry aboard, then charge us for our cooperation. Nice. On the other hand, unbundling food is a win-win, because concourse food concessions are improving steadily at many airports just as on-board food is disappearing. Carrying on our own food is one of the few freedoms we have as passengers, and I wouldn’t want to turn back the clock.

via Flickr - where are the jonses

Maybe it’s because there aren’t any bosses or unions at 35,000 feet, or maybe it’s because the airlines know how to hire for the cabins, but most flight attendants do a great job despite more crowding and fewer amenities. One recent flight departed “on time” by pushing back before the aircraft was fully catered. Not surprisingly, grumbling ensued. Very surprisingly, the flight attendants up front decided to open bags of almonds left over from the inbound flight and serve them in wine glasses. It showed that the flight attendants cared and it put a smile on every face in first class. Airlines can’t teach that kind of resourcefulness, but I hope they reward it.

One of the biggest customer engagement problems the airlines face as they impose more rules, charges and limitations is that the customer-facing staff is constantly required to disappoint or frustrate the customer. The trick, whether in the cabin, at the gate or at the ticket counter is to avoid turning delivering bad news into delivering bad service. Being told your bag has to be gate-checked is bad news; being made to wait for it at baggage claim is bad service. Being handed your bag at the Jetway is a smart way to ease the sting.

Flexible rules, empowered associates and a premium on resourcefulness can do wonders for an airline’s word of mouth. At a time when consumers are increasingly willing and able to share their experiences effectively, bad service is just reckless. If I hated Continental – and I don’t – I’m sure I could find a different way to get to Florida every week. Travelers under fewer constraints can drive to a more distant airport or just drive to their destination. And many people would just as soon stay home. Customers like me who really have to fly can use social media to make sure that everyone in our social graph – including whoever runs social media at the airline – knows exactly how and what the airline is doing.

The Zavee takeaway:

  • Airlines need empowered, resourceful associates applying flexible, data-driven rules. The alternative is an ongoing low-intensity conflict with customers that the airlines can’t win.
  • Every customer has an alternative to a bad airline, even if it means staying home.
  • Social media levels the playing field for airline customers. They can sit us down, but they can’t shut us up.

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Customer Engagement (Part 1)

by on Tuesday, May 3rd, 2011

Richard Meyer has a typically thought-provoking post about customer engagement on his New Media and Marketing Blog. In the post he tees off on a research report that uses ‘likes” on Facebook as the sole metric of customer engagement. Richard has a big problem with this: “Who the hell cares who ‘likes’ your posts?”

Richard goes on to say that engagement “doesn’t mean a damn thing”. I completely agree that clicking the “like” or “follow” button doesn’t mean that customers are engaged, but I think there is such a thing as engagement. I also think that marketers can and should take steps to encourage engagement, but that ultimately they can’t control it. I also think that we are a long way from effective engagement metrics.

Scuderia Ferrari

(Helena.40proof via Flickr)

I would define an engaged customer as one who acts as if he/she has a stake in the marketer’s business that extends beyond the specific transaction. These are the customers who can provide valuable insights and information both to the marketer and to other consumers. Under this definition, “liking” or “following” is about the weakest possible form of engagement imaginable.

Even in the absence of marketer involvement engaged customers can have a significant impact on sales. Because they may know more than the typical consumer and be more willing to share, they can be effective advocates for the marketer’s brand and products. Even if they point out product flaws or own up to having made a mistake in purchasing the marketer’s product (although Richard disagrees, Yelp and Trip Advisor contain plenty of reviews in which customers take at least some of the responsibility for their negative experience).

If the marketer does involve itself with its cadre of engaged customers it can do more than increase short-term sales. It can increase long-term sales by optimizing its business in areas such as product features, merchandise mix and customer service. By bringing them inside the tent the marketer may make these customers even more engaged and even more vigorous advocates for the brand and its products.

Customers don’t have to become unpaid product testers or spokespeople to be engaged. Engagement can include attending marketer-sponsored events or participating in marketer-endorsed charitable activities. By concretely affiliating oneself with the marketer and — critically — by sharing about it, engaged customers can drive the marketer’s message and build the marketer’s brand. Whether these activities result directly in sales depends in part on how they are structured and how the sales cycle normally works (cars and colas aren’t purchased the same way).

How vital is the marketer’s involvement to customer engagement? The short, if obvious, answer is that it can’t hurt. Perhaps surprisingly, however, some marketers with highly engaged customers have little if any involvement with them. One example, admittedly atypical in terms of both product and customers, is Ferrari. The Italian sports car maker has a passionately engaged base that includes not just current owners but past owners, hope-to-be owners and probably-never-will-be owners. This high level of engagement takes place with virtually no involvement from Ferrari, which pays attention only to the very top tier of its customer base (even for Ferrari, all customers are not created equal).

In the absence of marketer involvement, the Ferrari faithful have turned to enthusiast sites such as Ferrari Chat as well as marque clubs such as the Ferrari Club of America and Ferrari Owners Club (which hear from the marketer mainly when it believes its trademarks are being infringed). They have returned Ferrari’s lack of involvement by creating their own communities, whose benefit to the marketer goes unrecognized and unrewarded, but probably not unnoticed.

If it’s clear that marketers shouldn’t use likes and follows to measure engagement, what are some appropriate metrics? That will be the subject of Part 2 of this post.

The Zavee takeaway:

  • Customer engagement exists, but “likes” and “follows” are its most trivial form.
  • Engaged customers can help marketers improve their business, and not just by purchasing more.
  • Marketers can ignore, monitor or facilitate customer engagement, but it isn’t always clear which strategy will have the highest ROI.

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4 Things to Consider About Negative Reviews

by on Wednesday, September 15th, 2010

Now that a New York court has dismissed claims against Yelp by a New York dentist based on a (very) negative review and on Yelp’s alleged removal of positive reviews, this might be a good time to think about what makes a review “negative” and what negative reviews mean to – and for – your business. You may think that negative reviews are just angry people taking shots at you. Here are four other ways to look at it:

via Marten Bjork (Creative Commons)

Readers recognize – and discount – outliers. Positive or negative, excessive emotions in a review diminish their credibility. It’s great to get an exceptional review for exceptional service. But if the glowing adjectives are out of proportion to a typical customer experience, readers are likely to apply the old saying: If something sounds too good to be true, it probably is.

Same thing with negative reviews. The surest way to lose credibility IS TO WRITE IN ALL CAPITAL LETTERS WITH LOTS OF PUNCTUATION!!! These are actually the best negative reviews you can get, because even if they are accurate, who will believe them? It’s true that some people write reviews to blow off steam, but readers know that, and respond accordingly.

Mixed reviews are not necessarily negative. Have you ever used Rotten Tomatoes to decide whether to see a movie? The site’s “Tomatometer” rating is based on whether published reviews were positive or negative. However, a review can only be either “fresh” (i.e., positive) or “rotten” (i.e., negative), no matter how mixed or qualified the review might be. For “Going the Distance” (51% rating), the fresh reviews include “solid but totally forgettable” and “hilarious in many individual scenes [but] less than the sum of its parts”. Rotten reviews included “funny but forgettable” and “The laughs kept me involved … but after I left the theater, it occurred to me that this slight comedy hadn’t gone very far at all.” Hmm. Many reviews – of anything – are mixed enough that it would be hard to give them either a thumbs up or thumbs down rating. So don’t consider every mixed review a thumbs down.

A mixed review is often more thoughtful, detailed and nuanced than an outright rave or pan. A customer who writes a review that contains some negative feedback isn’t venting, she’s helping. These are the reviews your customers will take seriously – and you should do the same. When you respond to reviews like these (easy to do on Zavee) you can use the review as the basis for an ongoing relationship. If you want a second chance at the customer and a more positive review the second time around, being proactive is the only way to get results.

Yes, competitors can try to hurt your business with fake reviews, but there are reasons you don’t hear about it happening very often. If you are running a good business deceitful reviews are unlikely to harm you, especially if you are actively communicating with your customers. Why? First, as discussed above readers will tend to discount rants whether or not they are malicious. Second, users of social shopping sites tend to be very skeptical of reviews that differ greatly from what most (real) customers experience. The unusual experience is another kind of outlier. On the other hand, negative reviews that go into detail about the experience and/or are written by a reviewer who has demonstrated credibility based on other reviews may well be taken seriously, but how many of your competitors are willing to invest that much effort just to undermine your business? If you are actively communicating with your customers you should be able to deflect even the most sophisticated malicious review. Finally, social shopping sites are trying to safeguard against malicious and fraudulent reviews. At Zavee, our system will reject a review unless the author has had a transaction at that merchant within 30 days of the review. Could a competitor jump through all those hoops just to hurt your business? Probably, but how many would bother?

A negative review is a positive experience. On the most basic level, a thoughtful review that recounts a negative experience provides valuable information for your business. You can’t be everywhere, and if a waiter or a sales associate didn’t behave appropriately, or if a product or service fell short of expectations, wouldn’t you want to know? Of course you would prefer to hear it privately, but in our increasingly social world these conversations are being held in the open. That isn’t necessarily a bad thing. A negative review can be a positive experience because your handling of the situation – again, in public – gives you the chance to move the conversation forward: increasing customer engagement and loyalty, building your reputation and your brand, and even persuading non-customers to give you a try.

The Zavee takeaway:

  • Readers are smart, and they are good at recognizing which reviews to take seriously.
  • Negative reviews can hurt your business only if you ignore them or react passively. Especially on Zavee, where we make it so easy for merchants to interact with customers, make sure you respond to every review.
  • Always follow through on anything you promise – and don’t forget to talk about it.

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Employees: Your Brand Evangelists

by on Wednesday, August 18th, 2010

One of the drivers of growth in the social shopping space is the recognition that personal recommendations are among the most trusted marketing communications. What many companies in the space, including Zavee, are trying to accomplish is to maximize the timeliness, reach and relevance of those recommendations. This need is most acute for smaller merchants, who don’t have the option of simply buying reach through conventional media.

Word of Mouth

Word of Mouth (via Mo - Creative Commons 2.0)

Smaller merchants do have one significant advantage over larger competitors: because they are close to their customers they should be better able to deliver the kind of customer experience that results in credible, actionable, recommendations. Because they know that word of mouth is so important, and because they are more likely to be competing on service than on price, smaller local merchants are uniquely positioned to provide the Wow! factor that launches word of mouth recommendations.

Smaller merchants also have a related advantage, one they should leverage more fully. Unlike much larger competitors, most small company employees are customer-facing at least part of the time. These employees should be hired, trained and required to promote significant, relevant brand equities at every customer interaction. They also should be encouraged (and empowered) to provide the same Wow! factor as the sales associate or the owner/manager herself.

But just as word of mouth is no longer restricted to face-to-face interactions, the role of employees in promoting the brand can also extend beyond individual encounters. In particular, merchants should require – or at least encourage – all employees to actively promote the company’s brand equities through social media.

As companies consider how to implement a social media program, the role of employees should be an integral element of the strategy rather than an afterthought. What role might employees play in a social media program? Here are some suggestions:

  • Create a group blog for employees. It’s easy to do, you can link from your web site and blog posts are indexed by search engines. Some content could be expressly about the company (e.g., as a workplace, if that is a key equity) but most of the content could be about what interests the bloggers. Here the message is more subtle but potentially very effective: You should shop here because this company hires people like us. Amazon now has numerous blogs with this subtext – even a car blog – something they may have learned from having acquired Zappos, which pioneered the concept.
  • Let your employees run your Facebook page. Facebook is now so flexible that a company’s fan page easily can accommodate both “official” content from the company and less structured content from employees. Employees can leverage their own social graph to expand the company’s reach. One objective should be to pierce the wall between the company and its customers. Here’s a simple example: instead of the company simply announcing its “Employee of the Month,” why not post nominations (perhaps including video clips of the employees in action) on Facebook and let the community vote?
  • Get your employees Tweeting. There are many ways in which employees can use Twitter to benefit their company. One is simply to tweet actively about topics that relate to the company’s business. This does not necessarily mean promoting specific products or deals, although (with disclosure) there is nothing wrong with that. But the employees of, say, a fashion boutique should be on Twitter constantly providing value-added content about fashion, art, music or anything else the clientele would find interesting (and bringing useful information back to the company). Employees also can be the “canary in the coal mine” for their company. By setting up keyword and hashtag searches on Twitter they can see and respond to mentions of the company, its products, suppliers, etc. and respond appropriately. The scope of this task will vary by company and it needs to be handled carefully, but any established company that isn’t using Twitter in this way simply has its hands over its ears.

One final note about empowering employees to use social media on behalf of the company. It’s in everyone’s interest to clearly specify what employees must, can and may not do. Transparency and disclosure are vital to every social media plan, and it’s important to have someone in charge of ensuring compliance. Mistakes are inevitable but they need to be addressed promptly, lest your lawyers come in and advise you to prohibit employees from using social media altogether (note: pdf download req’d).

The Zavee takeaway:

  • Your employees can help provide the kind of experience that produces word of mouth recommendations.
  • They also can help you increase the reach and impact of your word of mouth marketing if you integrate them into your social media strategy.
  • There are countless ways to leverage employee involvement in social media – be creative!

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A New Aviation-Internet Creation

by on Tuesday, August 10th, 2010

Remember Captain Chesley “Sully” Sullenberger? He’s the US Airways pilot who landed a fully loaded jet in the Hudson River in January 2009 with only minor injuries to the 155 people on board. His skill and heroism brought him well-deserved fame, but the quick actions of smartphone-enabled witnesses brought his actions to light nearly in real time, as they posted photos to Twitter almost before the plane stopped moving. This event didn’t just catapult Capt. Sullenberger into the public eye. It also changed the perception of Twitter from a forum for narcissistic ramblings to a mainstream social media tool.

Emergency Slide (via NASA)

Now the airlines have given us another social media star, Steven Slater. Mr. Slater is the JetBlue flight attendant who got into an altercation with a passenger as his flight approached the gate at JFK, then grabbed his bags, grabbed a beer and fled down the plane’s emergency chute. In addition to extensive coverage by local media in New York, Mr. Slater’s own Facebook page has more than 25,000 friends and growing at the rate of several thousand friends per hour. Other Facebook users have started their own pages about the incident, including one called “Free Steven Slater”. On Twitter, the event is reported to be the number one trending topic in New York and several other cities

Will Mr. Slater’s instant celebrity, which is owed in no small part to social media, make him, as some suggest, “an online folk hero”? That depends, I think, on whether Mr. Slater’s actions tap into something authentic about how we feel about employers, airlines or both. The urge to tell your boss to “take this job and shove it” is timeless, but people rarely act on the sentiment. (Although this resignation by storyboard is pretty classic). The combination of tighter security, increased baggage fees and, perhaps, fuller planes has led to either customer service failures on the part of the airlines or more abuse from passengers, depending on who is asked.


Perhaps, then, it is timely to remind businesses of every size how valuable social media can be as a customer service channel. With all the buzz that this event has created, there is no good reason for JetBlue, no stranger to social media, to have stayed largely quiet about it. Whether to reassure passengers about their safety (and the airline’s hiring standards) or even to laugh it off, JetBlue should be much more engaged with its customers.


The Zavee takeaway:

  • Of course he shouldn’t have done it, but the getaway slide is pretty impressive.
  • JetBlue is doing no favors to itself or its customers by yielding the social media (and conventional media) environment so completely to Mr. Slater.
  • There is a difference between being a folk hero and a real one, even online, and most people know which is which.

Update (8/11/10): TechCrunch confirms that the “resignation by dry erase board” is a hoax.

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ADT Saved My House

by on Friday, July 23rd, 2010

Those of you who follow Zavee Thinking may have noticed that this week’s post is a few days late. I was a little tied up this week and when I explain why I hope you will understand that the delay couldn’t be helped.

I was planning to blog about the new Old Spice campaign, in which Wieden + Kennedy’s creative team first seeded Social Media influentials with the idea of tweeting Old Spice pitch-hunk Isaiah Mustafa to ask for a personalized video – and then produced the video “responses” almost in real time. You can read about this amazing campaign here.

But I’m not going to blog about Old Spice. I’m going to blog about my fire, and about how ADT (and others) saved my house.

At 10:06 on Monday morning, ADT, which provides central station monitoring services, detected a fire alarm on the second floor of my home in New Jersey. They called the local fire department, which responded within minutes. Soon, firefighters from no less than 10 different companies – mostly volunteers – were working to put out the fire, which began when wires shorted inside a wall between a bathroom and a closet. No one was home when the fire broke out and none of the firefighters or police was injured.

Because ADT called in the alarm so quickly, the fire damage was confined to a relatively small space. The fire chief told my wife, however, that if we hadn’t had central station monitoring the house would likely have burned to the ground. Since my neighbors were either at work or on vacation it isn’t likely that anyone would have called 911 before it was too late.

As soon as the firefighters finished, we called our insurance company, Chubb. They dispatched a demolition and restoration crew immediately and by that afternoon a dozen people were working to clean and dry out the house. The amount of smoke and water damage is surprising for such a small fire, but while heat goes up, water goes down and smoke and soot go everywhere – especially on a hot day when the air conditioning is blowing. In fact, much of the damage isn’t even close to the site of the fire.

I’m blogging about my fire first, because I want to thank the firefighters and police who burst into a smoke-filled house on a hot July day not knowing what they would find and who used sensitivity as well as skill in fighting the blaze. They could have torn my house apart while trying to save it. Instead they put tarps over the furniture so it wouldn’t be damaged by water and falling debris. Our local firefighters are volunteers and they are at the top of the list of local causes my family and I support.

Second, I want to emphasize the value of central station monitoring. We use ADT and we credit them with saving our house, but any good central station company will do. We were pretty cavalier about our service because we looked at it mainly as a burglar alarm and the house is rarely vacant. And house fires happen to other people. At least we had fresh batteries in the heat detectors. We had changed ours recently and if the fire had happened only a couple of months ago it could have been much worse.

Finally, I think everyone should take a hard look at their fire and casualty insurance policies and make sure that (a) they are adequately covered and (b) their insurance company is willing and able to handle the kind of losses that a house fire can cause. One thing we learned from our fire is that different insurance companies have different perspectives on losses like ours. The Chubb adjuster and everyone else on the team assures us that they have seen far worse than ours. Their overriding message is one that we needed to hear: Don’t worry. Knowing that we aren’t going to have to fight over every penny provides enormous relief at a time of great stress. If you don’t get the same feeling from your insurance company, you need a new one. And if it costs a little more to be confident that you won’t have a battle on your hands if you make a claim, it’s probably worth it.

The Zavee takeaway:

  • Central station monitoring can save your house – and perhaps your life.
  • Fire insurance isn’t a commodity – get the coverage and service you need and deserve.
  • Firefighters are amazing – they deserve everyone’s respect and support. They certainly have mine.

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Facebook vs. Twitter: Do You Have to Choose? (Pt.2)

by on Tuesday, July 13th, 2010

Last week we blogged about how valuable Facebook can be for local businesses and suggested that it wouldn’t take much additional time to add Twitter to the marketing mix. We are strong believers in Twitter as a complement to Facebook, but we realize that many local merchants are able to devote only limited time to Social Media.

HootSuite logo

The key to making Twitter easier and more efficient is to use one of the free third party Twitter management tools instead of Twitter’s own site. HootSuite and TweetDeck let you do two things that can save a lot of time: manage multiple searches and cross-post into multiple Social Media streams.

In a previous post we blogged about four ways that local businesses can use Twitter. Some involve more time and attention than others. First, we suggested using Twitter as a listening post, gathering information from other users. The net you cast can be as wide or narrow as you want. Use your Twitter manager to set up searches for your industry, competitors, community, etc. If you can’t do all of these, establish some priorities and set up fewer searches. Checking them should only take a few minutes a day.

Second, we discussed using Twitter to build your brand. This is the most time-consuming aspect of making Twitter work, and while we think it’s worth the time not everyone will agree. This is where cross-posting can come in handy. You can use your Twitter manager to publish your Facebook posts as tweets – same content, two streams. You can do the same with blog posts (every Zavee Thinking post is automatically tweeted as soon as it’s published). Cross-posting isn’t a substitute for frequent tweeting, but it’s a reasonable compromise between committing to a major brand-building campaign on Twitter and ignoring your brand altogether.

Third, we pointed out how Twitter can generate leads. There is a passive and an active component to using Twitter this way. The passive part involves setting up searches for keywords that potential customers are likely to use when tweeting. The active part involves tweeting with those same keywords. Not enough time to do both? Just set up and monitor the searches and see how that works. You may need to adjust the search terms but that still should take less time than actively tweeting to gain leads. As you get better at finding potential customers on Twitter, however, don’t be surprised if you find yourself spending more time building those relationships online.

Finally, we recommended using Twitter as a customer service channel. At a minimum, you should use your Twitter manager to display mentions of your business on Twitter. Whether and how you respond to tweets that mention your business is up to you, but there is no reason not to see what people tweet about you.

We think that this minimalist approach to Twitter is a good way to start, especially if you don’t think you have a lot of time for Twitter. We also think it’s likely that you will ramp up your Twitter strategy as you gain experience with the medium. Take an hour or two on a weekend afternoon to get familiar with one of the Twitter management applications and play around with both searches and cross-posting. Let the technology do some of the work and you can get value out of Twitter without putting in more time than you want.

The Zavee takeaway:

  • Use a third party Twitter manager for multiple searches and to publish Facebook posts on Twitter (and vice versa).
  • An active tweeting strategy takes more time than reading relevant tweets, so if time is an issue focus on using Twitter passively – at least for now.
  • Don’t be surprised if you find yourself spending more time on Twitter than you expected – not because it wastes your time but because it builds your business.

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