Advertising Negatives: Does It Still Work?

Now that the dust is settling after the midterm elections, it might be safer to consider the advent of negative advertising and whether or not it still works. The answer might be in the middle, with Americans clearly losing their appetite for it.

It's not exclusive to political advertisements. Companies employ them from time to time too, just with less frequency. Chevron clearly has in its campaign to claim that it is different from most energy companies. However, there might be some unintended consequences based on what it says.

What does it say? Oil companies make huge profits. Last year, Chevron made a lot of money. Where does it go? Oil companies should put their money to good use. All that sticks, but not the solution. Let's take a look...


The rest of the message is quickly lost to overlapping and less convicted dialogue, until Chevron is fully branded to the opening negative message. Did you see it? We make huge profits ... Chevron. We should put our money to good use ... Chevron. The economy is bad ... Chevron. It's the kind of strategy that lends itself to all sorts of interpretations, including those with colorful language.


Advertisers need to learn that people tend to associate negative messages with the source as much as the subject. The same can be said about political advertisements that are overtly negative, with some exceptions. But if it will help you to give yourself pause, always consider that negative messages generally stick to the source.

Some candidates learned this the hard way last night, except in Nevada. Front groups still seem to pull the wool over the eyes of Nevada voters. More than $1.7 million in negative ads was lobbied against one candidate from one front group, for example. But since the ad was funded by a front group, the opposing candidate wasn't considered the source.

Of course, both candidates did enter into the mudslinging on their own too. The reason was simple enough. Both of their respective teams knew they could no longer gain likability so they sought only to increase each other's unlikability. Now, neither of them are very well liked. Mission accomplished.

As much as I hate to admit it, negative ads do work, especially in politics. However, they tend to work best if they aren't too personal, too unbelievable (with the exception of humor), or too attached to the source as opposed to the subject. Looking back at the Chevron ad, you can easily see they miss on all three. The spoof, however, hits all three.

Checking It: Five Lessons To Save Your Social Media Program

Tucked inside a new study from Cone, a strategy and communication company, communication professionals will find some very worthwhile information if they read between the lines. And I do mean read between the lines.

The raw data never tells the whole story. You need a seasoned analyst to help you put the pieces together. And, this newest study demonstrates how important that can be.

An inexperienced communicator would look at this study and deduce customers like frequent engagement, plenty of coupons, interaction on more than one network, and are interested in everything the brand has to share on any given day. But we see the study differently, especially when we put the numbers from various parts to consider very different findings.

1. Incentive Offers Can Cost You Customers.

Finding. 77 percent of consumers say a free product, free service, coupon or discount will attract them to follow or like a new brand. However, in another section of the study, 58 percent of those consumers say that if a brand over communicates or starts to spam them (over saturating content or offers), then they are likely to stop following the brand.

Analysis. Everybody likes a promotion or contest from a brand they support. However, blasting daily discounts eventually erodes the offering, literally driving more people away than those offers might attract. Brands have to balance their tactical approach, keeping incentives in line with relevant content.

2. Consumers Can't Tell The Difference Between Blogs And Websites.

Finding. According to the study, 63 percent of Americans say that they interact with companies via their Websites and only 13 percent interact with or read a company blog, which scored lower than email, social networks, mobile devices, or message boards.

Analysis. The vast majority of links shared on social networks (content that consumers value) direct consumers to new information, articles, or posts. Whatever you call this content, almost all of it is delivered as a blog. In fact, more companies are beginning to replace their Websites with blogs to capitalize on a continuous stream of new content because there is very little reason to visit a static Website.

3. Social Networking Is A High Risk/Reward Medium.

Finding. 46 percent of consumers say that they expect companies to be able to solve their problems and provide customer support via social networks and/or other online engagement tools. 58 percent also say that when brands act irresponsibly toward "me" or other customers, they will stop following it.

Analysis. While many online interactions "feel" like customer service issues, brands must never lose sight of the fact that every interaction, especially with a customer having a problem, is a potential crisis communication situation. Where social media differs from customer service is two-fold. First, consumers are calling in on their own; they bring a percentage of their friends along for the ride. Second, the problem or concern is being addressed in public; the company must always remember it might as well be answering customer questions on a broadcast channel.

4. Engagement Is In The Eye Of The Beholder.

Finding. 28 percent of customers following a brand want the company to develop new ways to engage them online and 36 percent expect communication. However, 53 percent will drop the brand if the information they share isn't relevant enough and 36 percent will drop a brand that doesn't respond or refresh its content.

Analysis. People are different and, generally, behave online much like they do in real life. Think of it like your average high school classroom. Some students want to raise their hands and answer every question. Some students never want to be called on, even if they know the answer. Some leave the class and share information with friends. Some love the lessons, but share them with no one. And so on and so forth. Brands that build in adaptability to their engagement models will be best suited to hit the middle mark.

5. Real-Time Measurements Can Be Misleading.

Finding. Customers vary the number of times that they actively connect with brands. 33 percent visit once or twice a week (not daily), but the greater balance of the visitors only visit between a few times a year or a few times a month. 14 percent never visit again, even if they keep the connection open.

Analysis. The perspectives of a content creator and the consumer is significantly different. Content creators are engaged with their project on a daily basis. Most consumers are not, which changes the experience. For example, consumers are not likely to see each new item on a return visit but three or four or more new items, each time they return. So that post that didn't "seem" to have significant traction on the day it was posted could become your most popular a month from now.

Another quick tip related to experience: Online representatives must always remember that even if they have answered one question 100 times, the consumer is still asking that question for the first time. And no, they aren't searching your stream to see if you answered it already.

Social media seems like a simple communication tactic and many of my colleagues (myself included) tend to speak about it in simple terms. However, the reality is that social media is exceedingly complex because the people you hope to reach are complex. Sure, some experts will always make the case that there is a herd-like sociology pattern to be found, but don't count on it.

You can find the five-page 2010 Consumer New Media Study on Cone's Website. There is a data form to fill out, but you can limit the contact information to a name and email.

Tweeting Not tweeting: New Rules For Anything Goes

When Andy Warhol painted Campbell's soup cans, Brillo boxes, and Coca-Cola bottles, it was a well-known fact he consulted the style guides of the various brands he turned into subjects. Seriously? No, not seriously. I just made that up.

What I am not making up is Twitter would like to ask as much of you. Twitter has a new look. And with the new look comes revised rules for what once a clearinghouse of free expression. But as you know, with freedom comes responsibility, namely your responsibility and Twitter's freedom to protect its brand that you helped make popular.

Audrey Watters wrote about how what might seem harmless to some might have significant meaning to developers. And Brian Solis spelled out some of it in painstakingly detailed rules that everyone is asked to abide by. You can read about it straight from the source too.

"This document is designed to help you use our marks without having to worry about negotiating an agreement with us or talking to our lawyers. If you’d like to make any use of our marks that is not covered by this document, you must contact us at trademarks at twitter.com.

They're not new rules as much as they are revised old rules.

Before I go further, I might add most people don't have to be overly concerned today. The original guidelines were posted almost one year ago, including the aforementioned paragraph. Mostly, people ignored them, except developers.

In limited cases, graphic standards can be great things. They can be especially helpful for designers, partners, developers, and other vested parties. Attempting to herd the greater bulk of users, on the other hand, always ends badly.

It's something to keep in check. Twitter is aging quickly as a company, has new people in charge, and is feeling a little less vulnerable. You might too with so many users. Just look at what happened when MySpace felt safe.

All right, MySpace may not be the best example. But it does offer a reality check. One day, Twitter might insist that everyone capitalize the T in tweet (unless speaking about a bird, which I am). One day, the ability to leave the new and less aesthetically functional dashboard might end. And one day, it might insist every screen shot you ever took of a Twitter conversation might be struck.

While that might seem impossible, do keep in mind the new logo isn't as friendly as the original. That makes sense to me. Twitter doesn't define itself as a message service anymore. Nowadays, it is an information network.

By the way, did you know Reddit.com traffic has almost caught Digg.com traffic without any overt platform changes? And did you know Mixx.com is in decline (assuming you heard of it)? Did you know the Internet changes players on a regular basis?

Thinking Forward: The Digital Classroom

According to a recent Project Tomorrow survey, access to mobile technology in the classroom has more than tripled among high schools students since 2006. Most of them consider smart phones and other mobile devices critical to learning, but some policies generally prevent students from using the devices in school.

That isn't the case for every school. Some educators have taken to incorporating smart phones and mobile devices into the education platform rather than assuming they will detract from it (and 62 percent of parents say they would purchase a digital device if it were to be used for education). And where they are being incorporated, the results speak for themselves.

"We are beginning to see mobile learning take shape in pockets around the nation where a small but growing number of innovative educators are finding ways to leverage the once banned mobile devices for learning," said Julie Evans, chief executive officer of Project Tomorrow. "Educators have an opportunity to help students learn more effectively and deeply by leveraging students' preferred learning tools and strategies."

The report reveals a shift in thinking by parents and educators who are now beginning to accept the role of mobile devices as instructional tools, in part because they are active users of mobile devices in their own personal lives. At Jamestown Elementary School in Virginia, for example, students use mobile devices to create multimedia projects, improve their writing skills, and collaborate with their peers. We need more schools to take the right step in this direction.

The Digital Advantage For Education.

Working as a part-time near volunteer educator, I've been slowly integrating more digital content into the classroom on my own. I would implement the concept much more aggressively, but the holdback is the surprisingly limited accessibility of WiFi hot spots on campus. Go figure.

Since WiFi is not always readily available, I've employed a transitional approach such as my upcoming Social Media for Communication Strategy this Friday. (The class is from 9 a.m. to noon, in case you are interested). It's less than ideal, but it's a start.

I'll present, speak, and take questions during class. Then, I'll make the deck and select handouts available online for the students. I'll also provide some links where they can learn more, especially any living case studies that might span several posts on this blog. Students are always invited to connect, collaborate, and ask questions after the fact too. Some do, for years.

Imagine how impacting and easier this would all be if everyone had tablets and the schools had the right tools. I would be able to present on the big screen and then electronically push handouts and/or live content to every tablet in the room to augment the content in real time.

I could also feel free to integrate more interactive features that go well beyond the typical counting a raise of hands. For example, I could send out, collect, and compile data with immediate surveys or even spontaneous in-class questionnaires and quizzes. This could help someone like me immediately identify which subject areas require more coverage.

Even in sessions where grades are irrelevant, it could be useful and create opportunities to discuss the outcomes from a peer-to-peer perspective. And, it would open the doors for universities to expand beyond their proximity; password accessed live-streaming video would capture some of what is lost from an in-classroom experience.

The same benefits would apply to high schools, replacing the need for three-ring binders, an abundance of handouts, and lack of take-home textbooks. Even better, when children have to stay at home, they could either watch from home or review prerecorded sessions to catch up. Or, perhaps teachers could host weekly online question and answer sessions after hours. The potential applications are limitless.

This is a direction that could eventually reshape education. At minimum, it might refocus on teaching children how to develop a love for learning as opposed to rote memorization to measure so-called performance. Need another reason?

Project Tomorrow Project K-Nect Results

• Students participating in Project K-Nect have a greater self-perception (61 percent) that they are succeeding academically than their national peers (39 percent).
• More than 90 percent of the students said that they are now more comfortable learning math, and 81 percent said that they have increased confidence talking about math and math problems.
• Almost two-thirds of the students reported taking additional math courses and over 50 percent are now thinking about a career in a math field.
• Teachers involved in Project K-Nect also report that their students are more responsible for their own learning and have developed more collaborative learning skills as a result.

The first step is tablets. The cost? Spread out over an entire education cycle, tablets might mean an investment of $100 per student per year (factoring in for upgrades over 12 years). However, even this cost may come with savings. School districts would save on textbooks, printing, and autodials.

Sharing Stuff: Fresh Content Project

One of the biggest near cliches in social media is "sharing is caring," which has a double meaning. Sharing content created by people who continually provide you useful information is one meaning. But sharing relevant information with the people you are connected to demonstrates some caring too. Quantity does not replace quality.

Social media isn't the only player in the content curation game, of course. Media understands all too well that sharing the right content at the right time is sometimes more important than crafting a good story. I'm not suggesting this is the right path, but sometimes things are what they are. Here are five takes that all have something to do with sharing and its impact on just about everything.

Best Fresh Content In Review, Week of October 18

• Braided Journalism And The Future Of Public Relations.
As citizen journalists begin to band together and, in some cases, become embedded, the communication process is a bit more complicated. Valeria Maltoni paints the best case scenario for businesses, offering up that embedded journalists could mean more credibility, transparency, and many more voices. She cites Shel Israel's concept that traditional and citizen journalists intertwined through mutual need, but Ike Pigott also deserves some credit for tackling the embedded journalist issue too.

• Five Ways Social Will Change Journalism.
Interestingly enough, Ike Pigott also penned a post for Social Media Explorer, related to the five cracks in the concept of journalism. Three favorite topics: curation trumping creation, the over emphasis on trending topics, and catering to the crowds. While not all of these trends are good news, it doesn't mean that it all has to be bad either. History suggests when pendulums swing too far in one direction, they often swing back again. However, right now, Pigott is right. The socialization of journalism will diminish its might, but don't mistake these temporary changes as the death of it.

• Sharing Is The Cornerstone Of Social Media Success.
Adding evidence to Pigott's concept of curation beating creation is a well thought-out post by Jason Falls. His one line Twitter strategy is "share good shit." There are several reasons this approach succeeds for many people online. Most notably, the prevailing social media tactic that you have to give to get. And the secondary point, you have to provide value (which is another way of reminding people it's about them and not you). Falls also practices what he preaches. He implemented a new addition to how he shares, publishing the links he shares every day.

• Which Half Of The Ad Spend Is Wasted?
John Bell shares an old advertising adage that suggests half of advertising is a waste, but nobody knows which half. He then applies it to social media in that measuring against ROI alone is a dangerous game online. It is especially dangerous because people do not necessarily follow links through in a specific order. They might search for the company, product, or service instead. They might click on an organic search result. Thus, he suggests that people consider the combined influence of more trusted third-party sources for information, the compound effect of social media on the performance of highly measurable and targeted paid media, and the increasing performance of social as a preferred referral engine. Better than warm.

• Information Streams Accelerating the Attention Crisis.
Louis Gray points out the obvious in a post that helps clarify that sharing quantity is not the same thing as sharing quality. People are already overwhelmed by the amount of data being thrown at them. So, Gray says, it might make more sense to be relevant in the selection. And, he also smartly points out, that once the content is delivered, the click doesn't necessarily mean that we'll read the piece let alone be engage by it. He suggests that the people most likely to be the most followed in the future aren't those who blast away, but rather those who continually get it right in terms of sharing relevant information.

Treating Halloween: The Seven Deadly Sins Of Social Media

There is no question that social media can work as an important segment of any marketing or communication plan, but it also has a dark side. Why wouldn't it? Almost everything humans do has a cause, effect, and sometimes consequence. And what better way to lead into a Halloween weekend than by taking a quick look at the spooky side of human nature.

Although today's seven sins bear little resemblance to original as found in the Book of Proverbs and are considerably shorter than Epistle to the Galatians (Galatians 5:19-21), the seven deadly sins or vices held onto by modern society do ward people away from thoughts that often produce evil deeds, internally and externally. Online, offline, there really isn't much difference. Boo!

The Seven Deadly Sins Of Social Media.

Lust — Pandering influencers. If you are pandering to influencers by hanging on every word and lusting after their attention, you need a life. And if you're only lusting after them to leverage a faux relationship so they'll promote substandard content, then it's time to revisit your values. Manipulation is an empty outcome.

Greed — Chasing sales. If your only concern in social media is sales, traffic, and assembling a mob of would-be buyers, then your intent isn't grounded in customer concern. Sure, everyone needs money to keep the doors open, but that's not the secret to success. Success almost never chases money; money follows success.

Gluttony — Broadcasting. If you blast a steady stream of links, retweets, and reposts in an automated or near automated fashion, making consumption virtually impossible, you might be overindulging. Sharing is caring, much like cooking. Making too much is too much.

Sloth — Faking fame. If you open a social network account and never answer anyone's questions or engage anyone because you don't have time, consider the other person's perspective. If you don't have time for them, why would they have time for you? Don't buy followers either. Shortcuts don't work.

Wrath — Angry for attention. If your only goal in life is to be continually cast as a David taking on Goliath, pelting big guys with stones for all the wrongs they allegedly did to you, their customers, and the rest of the world, consider forgiveness. Criticism is welcome, but it usually comes with some sort of solution.

Pride — Boasting. If you find yourself celebrating your thousandth follower, publishing traffic stats to prove your worth, or checking your social network "score," your program is all in jeopardy. It's not really about you. It's about the relationships you create. Besides, self-worth works better from the inside out, and people tend to gravitate to it.

Envy — Misdirected attention. There is a flip side to pride that can be just as ugly. If you assume every popular person must be gaming the system or you're overly concerned with how many people read their content, you're looking in the wrong direction. Chances are you have a few dozen or hundred or thousand people who deserve more attention.

There is a flip side to all this evil thinking, of course. The seven virtues include valor (courage and knowledge), generosity, liberality, diligence (ethics), patience, kindness, and humility. It's a much better list of attributes. And it begins by asking yourself who you want to be rather than what you want to have. Happy Halloween.