Pitching Wind: Public Relations

"The traditional one-way media model has definitely had its day. So agencies are talking to clients about these engagement models much more." — Sam Lucas, chair of Burson-Marsteller to Adweek.

With consistency, public relations practitioners, even those who shrugged off social media earlier, are giving up on pitches and turning toward directly engaging consumers through original content they and their agencies are creating. And why not?

Diminishing Circulation Feeds Social Media For Now

According to the Audit Bureau of Circulations, 379 remaining daily newspapers had a total circulation of 30.4 million, down 10 percent since April. Sunday papers were not exempt. Of 563 daily newspapers, circulation had dropped to 40 million, down 7.49 percent. Magazines don't fare much better.

However, reactionary planning might backfire in the long run. Mark Hass, CEO and partner of MH Group Communications, who told Adweek that traditional media is a lot less important than it used to be, might be describing an accurate view of media today. But what about tomorrow?

The papers that remain, especially those that are moving to electronic platforms, will still be there tomorrow. One recent study shows that print publishers are very keen on the next step in distribution. And that distribution model will one day be mobile.

• More than 80 percent of newspaper and magazine publishers believe people will rely more heavily on mobile devices as a primary information source in the next three years.

• Nearly 70 percent of respondents agree that mobile is receiving more attention at their publications this year than last. More than a third believe their publication already has a well-developed plan for attacking and conquering the mobile market.

• Forty-four percent of respondents who track mobile’s impact on their Web site traffic said the devices increased visits by up to 10 percent today. Half believe mobile traffic to their Web sites will increase by 5 to 25 percent in the next two years.

If publishers diminish the cost of print (despite the majority of publishers wanting a print-electronic solution) and readers overcome mobile setbacks, some publications may flourish.

Restructuring Public Relations Firms May Diminish Their Value

Not always, but often, the pubic relations industry was commanding higher retainers than social media. So firms that throw too far into social media may diminish their own value as their media relations function becomes devalued over time. Worse for them, an overemphasis on direct-to-consumer communication, which was typically seen as a function of marketing, could seriously shift the practice toward astroturf or content resembling the modern press release (most of which are unreadable).

At the same time, newspapers that do survive and adapt with better mobile solutions may develop very different relations around public relations, thereby cutting out what some journalists consider client-side gatekeepers. And in some cases, journalists who work for re-emerging news teams might even remember which public relations practitioners kept the lines of communication open and which did not.

When you add it all up, the trends suggest an increasing need for an integrated team approach over attempts to control communication and marketing budgets. Simply put, public relations cannot afford to diminish the value of media relations to the point of alienation. After all, media isn't dying as much as it is being restructured. So what to do?

Consider the core functions of each discipline. Social media tends to work best in delivering customer-centric content (sometimes with a customer service overlap). Marketing and advertising work best in focusing on prospect-centric demand creation. And public relations tends to work best in reaching publics beyond the customer. Sure, overlaps exist around every corner, but recognizing priorities is still important.

Dominating Display Ads: U.K. Online Spending

Telecommunications companies in the United Kingdom take social networks seriously, according to a new study by comScore, Inc. which revealed social networking sites accounted for 13.8 billion display ad impressions in August 2009. The study also showed that while display ads skew toward younger audiences, advertisers are marketing to every age group.

Display Ad, Demographic Targeting

• Ages 15-24 29.0%
• Ages 25-34 22.3%
• Ages 35-44 21.1%
• Ages 45-54 15.9%
• Ages 55+ 11.7%

"[This] data suggests that every demographic segment is reached via social networking sites and that no particular age segment accounts for an overwhelming percentage of ads delivered," said Mike Read, comScore managing director, Europe. "Given the overall reach and volume of ads delivered on social networking sites, brand advertisers who ignore this channel may be missing a significant opportunity and enabling their competitors to gain a dominant share of voice in the channel."

While the study was confined to the United Kingdom, it does reveal which industries are placing their faith in social networks. Beyond the study, our research shows entertainment and travel are particularly well suited to content delivery, which allows these segments to rely on display ads less while still benefiting from significant reach via groups and fan pages.

The dominance by telecommunications mirrors major media spending reports, according to Brandweek. The The Nielsen Co. recently released a study that shows marketers in telecommunications were among the handful of industries to spend more on advertising in the first eight months of 2009 then they did in the same period in 2008. Fast food, insurance, lending, and cable/satellite companies also spent more on advertising.

Building A Better Display Ad

For all the increased investment in display ads, some companies still struggle with the medium. One of the most common mistakes marketers make is relying on logo dominant display ads as opposed to ads that make rational, emotional, or visceral appeal. Instead, too many are still stuck on attention-grabbing intrusive visuals with "click here" demands.

The second most common mistake is choosing an appropriate landing page once consumers do click on the advertisement. Most marketers attempt to drive social network participants to a sales page or static Web site as opposed to a social media site or social network page that is better suited to the medium. Online, the more effective solution is to drive consumers to a point of engagement.

For example, Flip Video, which is currently running a display ad on Facebook, drives consumers to a Facebook fan page, which includes uncensored consumer testimonials and product displays. For Flip Video, the tactic makes more sense than driving consumers directly to the store or pitch page.

So what does all this mean? The best marketers are investing more in a recession, investing more online, and investing in social media programs that integrate well with traditional and new media. Is it any wonder more companies have made social media part of the mix? Not really.

Clowning For Attention: Western Washington University

Selective attention, our ability to unconsciously filter visual and audio information, has always been a challenge for advertising. In the last five decades, advertisers have ponied up an increasing amount of ridiculous commercials and guerilla gimmicks in an attempt to win us over, even when they knew the results weren't sustainable.

The concept was simple enough. Whereas 1920s advertising was informational and appealed to rational thought, 1950s advertising shifted the paradigm to make emotional and visceral appeals. By the 1980s, there were so many emotional and visceral appeals, we began to filter them out, prompting advertisers to look for new ways to stand out. You know, like clowns.

Clowns Don't Work So Much Anymore.

Clowns, or "That Guy" as they are sometimes dubbed in social media, are struggling to get our attention. (Or, as I once commented to Seth Godin, purple cows tend to lose their impact in a pasture full of them.) If everyone is a clown, funny noses become commonplace.

While the research was intended to demonstrate how distracting cell phones are, researcher and psychology professor Ira Hyman at Western Washington University in Bellingham, Wash., has helped pinpoint why advertising seems to be losing its luster. He employed a clown to ride a unicycle through campus and tracked the reactions.

Of the 317 pedestrians crossing the main square of the campus, only 25 percent of those using their mobile phones noticed the clown. Fifty-one percent of those people walking alone noticed the clown. Sixty-one percent of the people using music players saw the clown. Seventy-one percent of those who were walking or chatting in groups noticed him.

"When people engage in demanding cognitive tasks, they may not become aware of a variety of stimuli in the environment," he told The Press Association. The phenomenon is called "inattentional blindness". Where it applies to advertising is in consideration of which environment people are more attuned to. It seems mobile content and conversations win.

Clowns, Grapefruit, And Social Media

C. Robert Cargill, writing about the success of the film Paranormal Activity, retold a great Dana Carvey allegory about fame, involving a grapefruit.

If you take an ordinary grapefruit, put it on a pedestal, and then broadcast that pedestal on television 24 hours a day, you would have a star. It doesn't matter if anyone watches the grapefruit; they'd simply see it flipping channels. Take the grapefruit to the mall, put it under glass, and people gather around and whisper “Hey, I think that’s THE grapefruit” before taking their photo moment.

Elaborating on the story, if you televised 100 grapefruit on pedestals 24 hours a day on different channels and then took them to the mall, then people might only say "Oh, there are those grapefruits again," assuming they even noticed them at all.

Recently, Adam Kmiec seemed to struggle with the concept, despite enough experience to know better, as it relates to Chris Brogan. Meaning no disrespect, Brogan is one of THE original grapefruits.

So as more and more grapefruit add themselves to the mix, they just don't seem as interesting, even if they are sweeter, riper, older, or more experienced. Right. The new ones have to differentiate themselves in the marketplace. Or, in other words, you can't be a grapefruit and expect to be noticed anymore. Be something else, while accepting that being a juicer is less sustainable.

Failing At Public Relations: Obama Administration

You know your public relations efforts are failing when you talk to more people (reach) more often (frequency) about an issue (message) and it produces a negative outcome despite having a powerful brand. When that happens, the most prudent course of action is to shut up and listen to people. But not the Obama administration.

Their strategy seems crystal clear. If you don't like a plan, they will talk you to death. And if you still don't like a plan, they will talk about you to death. And if you still don't agree, then they'll declare war. Shudder the thought.

Why the war on Fox News will backfire.

Before pointing out the obvious, I might offer up that this post has less to do with politics than it does communication. Simply put, politics doesn't have to be part of the equation to plainly see that the Obama administration is not only failing at public relations, but they also seem to be their own worst enemy (even more so than the previous administration, which one would have thought to be impossible).

There has always been plenty of evidence to support the idea that Fox News leans right. There has always been plenty of evidence that MSNBC leans left. In general, there is ample evidence to support most media leans left and talk radio leans right (but not as much as some people think).

Indeed. The vision of Walter Lippman is dead. Objective journalism is at the end of its brief, but worthwhile run. And the public has lost its appetite for true news in favor of flavored coverage.

Any questions?

And if you work for any White House administration, you have a choice. You live with it or you resort to diatribe. The current administration has chosen diatribe based on the mistaken notion that if you cannot win the debate, you beat the debater.

Of course, that tried-and-true political tactic doesn't work with the media. It only compounds the problem.

When you take media "opposition" seriously, it means you risk increasing its credibility. And in the case with the White House war against Fox News, that is precisely what is happening.

Ratings for Fox News is up, easily beating CNN and MSNBC. In fact, Fox News averaged 2.25 million total viewers in prime time for the third quarter, up 2 percent over the previous year, according to left leaning The Huffington Post.

Meanwhile, White House poll numbers are dropping. Why? As President Obama and his team obsess over criticism, anyone who is uncertain or critical of unpopular policies are added to a list of undesirables. Take your pick: health care reform policies or the struggling economic climate or the troop buildup in Afghanistan or the abandonment of a promise for open communication or the failure to deliver a tax break for seniors making less than $50,000 a year. And the list goes on, with dozens of more reasons why people are interested in hearing other ideas. And, according to the administration, you'll find them on Fox News.

Wait a minute. That's not an attack ... that's advertising. At the current rate of decline, Fox News stands to gain a majority while other media outlets play ball with the President. Even the President is speaking out against Fox News, but his position makes a play for another tactic — good-natured belittling. (Sorry, David. That will not work either.)

The real criticism, where the American public ought to be concerned (contrary to President Obama's opinion), is from the First Amendment Center at the University of Kentucky

"The White House has basically said that they don’t believe in the marketplace of ideas, they’re not willing to engage in debate, and they are going to be associated with John Adams and the Sedition Act and Richard Nixon and his ‘enemies’ list — is that the company they want to be in?” says Mike Farrell, director.

It sure seems that way. Anytime political communicators choose a clash of personalities over opinions, it means their opinion might be weak. And, based on a 10-point drop in polling, it seems to me that people are tuning to Fox News because they do not agree with the President; they are not changing their opinions because Fox News is influencing them.

The lesson is simple really. Obama won an election because the public has been rallying around those who affirm their ideas. And right now, what the Obama administration seems to be missing is they have yet to be a source or affirmation because while Americans might want some of the ideas presented on the campaign trail, they are less than thrilled with the proposed execution of those ideas.

Mostly, the bills don't deliver on promises. They might make things worse.

Integrating Strategy: Social Media

During BlogWorld & New Media Expo, Scott Monty, head of social media at Ford Motor Company, mentioned how social media has helped Ford better integrate communication across advertising, marketing, and public relations. In fact, Ford will invest as much as 25 percent of its marketing budget on digital and social media this year.

The budget isn't assigned to one department. It is the cumulation of several communication department investments, a concept that exemplifies why we saw 2009 would mark the year of communication.

Integration Remains Elusive, Even Within Social Media

While some companies like Ford are moving forward, others seem to be moving backwards. In developing social media programs, they tend to develop what they call "strategies" for specific blogs, social networks (Facebook, Twitter, MySpace, etc.), aggregators (Digg, StumbleUpon, etc.), and distribution services (YouTube, BlogTalkRadio, etc.). The two most common outcomes are: content duplication, where every account carries duplicated content, diminishing content value; or content fragmentation, where every account seems to exist in its own isolated bubble, competing for attention.

Developing a social media program requires a big picture view, with specific tactics and interactions assigned to account as it pertains to an overall communication strategy (note that I did say "social media strategy"). While there might be some overlap in the execution (e.g., Twitter updating Facebook), integrated social media provides a more robust experience for visitors with more choices. It also helps the communicator or communicators prioritize and manage the accounts.

Earlier this year, I developed a quick tip deck on how to select social media tools for organizations based on their audience, available content, and objectives. While it wasn't part of the 10-minute speed presentation, choosing the right tools greatly aids in time management.

The three studies ranged from managing a single blog without any social network outreach to an integrated social media program with YouTube and a blog, highly engaged Facebook and Twitter accounts, and outreach across several fan forums and groups. The latter, illustrated above, somewhat mirrored Jason Falls' Prioritizing Your Networks, except we tend to break out "customers" into participants, advocates, evangelists, and fanatics because each public tends to engage and promote in different ways. Time management would have been challenging without a plan.

Oversimplified, the social media program required frequent checks in order to answer fan questions on social networks. However, content sharing was planned, with the blog updated approximately three times per week with Fridays dedicated to new cast interviews on YouTube with additional insights provided on the blog. New content tended to drive the conversation on social networks, with each having a different function (e.g., Facebook tended to guide fans toward showings in select cities and encourage topical engagement; Twitter tended to cater to evangelists while introducing the film to the fans of specific cast members).

In contrast, I manage my own social media efforts differently. This blog is primarily used as an education tool. I tend to use Twitter as a conversational medium with bloggers and colleagues (and am currently developing a communication professional "300" list* to augment a near future experimental project). I tend to retain Facebook for closer friends and colleagues. And then, of course, there are a variety of other networks I keep up with regularly.

My point here is that social media is situational, which is why many "experts" have a hard time pinning it down. While social media programs may share similarities, no two are really alike. Yet, by developing a big picture view of the program (beyond joining every network on the planet because they seem popular), it becomes significantly easier to manage it.

Three More Sources for Social Media Time Management

• Social Media Time Management by Amber Naslund

• Three Steps To Better Time Management of Your Social Media Marketing by Rich Brooks

• My Social Media System by John Jantsch

*Valeria Maltoni's recent 100 Twitter list greatly influenced our initial picks.

Being Punked: CNBC, Fox, Reuters

Yesterday, Fox, CNBC as well as the Washington Post (which deleted its report) and The New York Times via Reuters, all went forward with a news release stating the U.S. Chamber of Commerce had reversed its position on climate change.

The fraudulent news release, issued by The Yes Men, was part of an elaborate hoax to draw attention to the U.S. Chamber of Commerce's environmental position. The hoax included a fake press conference that was disrupted when real representatives of the U.S. Chamber of Commerce showed up.


While The Yes Men claim to be activists known for posing as corporate executives in order to reveal how corporate greed negatively influences public policy, they have also used the opportunity to plug their documentary film, The Yes Men Fix the World, which opens at the Avalon Theater in NW Washington this Friday, Oct. 23. According to their site, they collaborated with BeyondTalk.net and DC Climate Action Factory, a semi-autonomous group sponsored by Avaaz.org.

Since, the U.S. Chamber of Commerce has issued a statement that it intends to ask "law enforcement authorities to investigate this event." However, the statement smartly seems to stop short of pressing for legal action or a civil suit.

The post-hoax reviews are mostly positive. The San Francisco Chronicle lamented that the release was not real. Grist called it brilliant. Bloomberg reported the facts. And The Hill pointed out how various organizations might have been keener on recognizing the release was a hoax.

While hoaxes are hard to condone, this one certainly reinforces a weakness in modern reporting. The acceleration of communication continues to undermine reliable information and the public is increasingly fickle in which side it might take. The Balloon Boy hoax was billed as pathetic while The Yes Men are made media heroes, at least for a day.