Sometimes You Just Need to Press the Flesh

With all due respect to social media, and despite the constant threat of H1N1, I plan to spend this Thanksgiving holiday weekend going mano a mano with human beings.

I plan to look deep into the eyes of family, friends and neighbors.

I plan to shake hands, pump fists, hug shoulders, kiss cheeks and pat heads.

I plan to talk and sing and laugh and maybe even cry.

I plan to get up close and personal.

I plan to sit with my loved ones and share a long meal.

I plan to drink a little wine and tell a few stories.

I plan to nod off on the couch while watching football with my son.

I plan to wake up and go for a walk with anyone who will join me.

I plan to think about my dad and all the relatives and friends who are no longer with us.

I plan to be thankful for this wonderful life I have.

Be be forewarned, I plan to be social without all the media - no texting, no iPhone video games, no tweeting, no Facebook posting, no blogging, no email, no photo-taking and no cell phone calling. So if you want to see me this weekend or talk to me or listen to me, you have to come and see me. In person.

You'll thank me later.

The Wind of Change is Blowing. Well, Something Blows.

" 'Ello, 'ello, 'ello? Admiral's right: 'eavy weather brewin' at Number 17, and no mistake!"

-Burt (Mary Poppins)

As you read this post, the FDA is actively taking testimony from leading Web companies and pharmaceutical interests about what they'd like to see in "a brave new world of digital drug ads."

According to a Los Angeles Times story, "we're going to need an entirely new FDA division dedicated solely to surfing the Web and policing all that digital content -- and that won't be cheap." The story goes on to say: "It will be up to federal officials to strike the right balance between digital commerce and keeping people safe."

Speaking only for myself, these ideas - leaving it up to the Feds and creating a new FDA division - do not get me excited, unless by excited you mean scare me half to death. And it frustrates me to think, are we really so uncontrollable as an industry? Are we so driven by greed that we will take the chance of letting the government step in?

The answer of course is yes. Greed continues to fuel our nation's economy. Just check the latest numbers on the bonuses Goldman Sachs is awarding to its employees; they have already set aside $16 billion for staff bonuses and expect to add another $7 billion before the end of the year. Meanwhile, they expect us to be overjoyed by the $500 million initiative to help small businesses directly and through universities. Here's an idea, keep the $500 million for bonuses and invest the $23 billion in small businesses.

Yeah, right.

Meanwhile, back at the ranch, CNN is reporting that "three marketing firms and hundreds of their online partners made more than $1.4 billion using misleading sales tactics, according to a report issued Tuesday by Senate Commerce Committee Chairman John D. Rockefeller IV (D., W.Va.)." According to the report: "The three [online marketing] firms previously have settled lawsuits brought by consumers or by states on behalf of consumers, and recently made changes to their marketing practices. Lawmakers suggested that may not be enough and that legislation may be needed."

Awesome. More government intervention. More laws and regulations. Apparently the World Wide Web, much like the Wild, Wild West will require Federal troops to get tamed. Wouldn't it be nice if we could clean up our own mess and self-regulate instead of pushing the limits and forcing the government to step in? LOL, I'm so funny.

"I'd like to make one thing quite clear: I never explain anything."

-Mary Poppins

2010 Marketing: Go Cheap or Go Home?

For as long as I can remember, publicity (a primary tool in the public relations toolbox) has been positioned and/or referred to as an efficient, if not inexpensive way to promote a product or service or organization or person.

In fact, this common misconception has led to the popularization of the term "free publicity." To illustrate, I conducted a quick Google search of the term and found endless references, such as these recent news stories:

Associated Press (Nov. 10):

"Call of Duty: Modern Warfare 2," almost certain to be the year's best-selling video game, has also become its most notorious. That's because of a prerelease leak showing a terrorist raid on an airport — exactly the sort of thing that's guaranteed to rile up anti-violence watchdogs and generate free publicity.

NBC New York (Nov. 10):

Calvin Klein's latest racy billboard in SoHo is stopping traffic, raising eyebrows and again earning the designer a little free publicity.

Detroit News (Nov. 5):

Fox News Channel is on a roll. A smackdown with the White House has handed the cable news network loads of free publicity, as well as raw meat for its commentators.

Well you get the idea, but it is most definitely the wrong idea. In point of fact, it is an idiotic idea perpetuated by morons who just do not understand the business. As my father often warned me, there is no such thing as a free lunch... and there is no such thing as free publicity.

But that is not even the point of this post. Because I am hyper sensitive to the idea of doing anything on the cheap (I am a big believer in the philosophy that we get what we pay for) my attention is always attracted to the mention of all things free, cheap and low-cost. And guess what I've been hearing a lot about lately? In the world of marketing, the new "free publicity" is social media.

Cape Cod News (Nov. 10):

It doesn't hurt that social media offer a very low-cost way of getting a message out. "We're kind of making it into a shining example of how to do a thing like this on zero budget," said Beth Dunn, a Massachusetts-based marketing consultant.

Restaurants & Institutions Magazine (Oct. 09):

Given its low cost of use compared with traditional marketing vehicles such as print, television and radio, social-media marketing can be a good fit for foodservice operations of all sizes, whether the goal is to drive traffic and sales or strengthen brand awareness and loyalty.

Mashable (Nov. 5):

Facebook offers exceptional, low cost marketing opportunities for small business.

Blah, blah, blah, yada, yada, yada and on and on.

If you are looking for quality work that leads to quality results, you will find that social media marketing, like publicity, is neither free nor low-cost. It can be affordable and it most definitely can be valuable, but if it is advertised as cheap, I suggest you run - not walk - from the marketer selling you this line of bull stuff.

If I Were A Client...

You know that Beyonce song, "If I were a boy"?

Anyway, I've been thinking a lot lately about clients and the decisions they make, as well as the decisions they don't make. Having been on the agency side my entire career tends to put me at a disadvantage when it comes to understanding what goes on behind closed doors on the client side. On the other hand, having worked with hundreds of clients in dozens of industries in markets around the globe has also given me a very unique perspective.

Naturally what I am most interested in knowing is what compels a client to hire one agency over another or to not hire an agency when they really need one or to hire an agency when they really don't need one. These are things I am more than curious about, but not yet obsessed with; I want to get to the bottom of them, but I can still sleep just fine at night if I do not know the answers.

In an effort to get at the answers in a scientific way, we (Sweeney) are planning to conduct a formal survey among marketing professionals who are responsible for making such decisions. I promise to make all the results public (even to other agencies) upon completion.

In the meantime, I wanted to share the perspective of one corporate marketing professional whose opinion I respect more highly than most. His background is balanced and impeccable, having worked on both the agency and the corporate side... having worked with the world's smallest and largest marketing agencies... having worked with local, national and international corporations... and having worked with consumer, business, industrial and institutional clients.

During a recent conversation, I wondered aloud what agencies should communicate to prospective clients, not feeling entirely certain about what clients want. Here is his response:

I loathe agencies telling me how wacky and fun and creative they are. I don't care. What I care about is your ability to solve my problem. And the ability to do it well and on time and on budget. I don't care that you have a pool table in the creative department.

[For the record, Sweeney does not own a pool table or a ping pong table or a foosball table or a pinball machine or a climbing wall. Any pictures you may have seen of me or my employees in a ball pit were clearly taken at Chuck E. Cheese during normal lunch hours.]

PR is dead, long live PR.

I was watching the Antique Roadshow on PBS last night and saw the most unusual early 20th century invention. It was a heat-powered house fan. For real. There was a kerosene lamp at the base of a fan that was lit and emitted heat through a series of turbines that powered the fan to begin rotating and cool the room. Who knew?

Unfortunately, as the antique expert explained, electricity was the undoing of the heat-powered fan. And so it goes. Something new always unseats something else. It's kind of like they say in that Semisonic song: Every new beginning comes from some other beginning's end.

A recent Ad Age article reports such a shift:

As the body count of magazines and daily newspapers continues to rise and the once-robust news and feature holes of surviving publications shrink along with reporting staffs, some marketers have given up on the traditional path to media coverage: pitching journalists.

Kind of makes you feel like the world (or at least an industry) is coming to an end. Lots of doom and gloom, as Sam Lucas, chair of U.S. brand marketing at WPP's Burson-Marsteller concludes: "The traditional one-way media model has definitely had its day."

This, of course, led to some dramatic retorts from some very defensive PR people, which in turn led me to offer my own public response:

'Goodness gracious me!' said Henny-penny; 'the sky's a-going to fall; I must go and tell the king.'

My goodness indeed. Unless you have been living in a cave, "Public Relations" stopped being "press agentry" about four decades ago. Even the least sophisticated shops have offered a diversified mix of services, ranging from trade show marketing and customer events to direct marketing and yes, publicity. And I am pretty sure we all noticed the Internet thing about a decade and a half ago (thank you Al Gore).

Our business (PR) has always been and will continue to be a dynamic and evolving industry. The sky is not a-falling, so take a deep breath and just relax.

The Problem with Marketing Today.

WARNING: THIS IS NOT A JOKE!

So, a woman goes onto a medical discussion group on the Internet and asks all the participating group members the following question:

"Can anyone suggest the best way to spend my health care dollars to relieve crippling back pain?"

Within minutes, the following answers appear in the discussion room:

John Doe, Chief Acupuncturist replies:
You need acupuncture.

Jane Smith, VP of Sales with Johnson's Massotherapy replies:
You need a back massage.

Doctor Vinnie Goomba, Surgeon replies:
You may need surgery; we'll take an X-ray.

Alice Jones, Director of Marketing with Osgood Orthotics says:
You need special inserts for your shoes.

Hank Witherspoon, manager with Professional Office Supplies replies:
You need an ergonomically designed desk chair.

Franco DeLupi, personal trainer replies:
You need to exercise.

Artie McSmarty, dietitian and nutritionist says:
You need to eat better and lose a few pounds.

Bob Jones, DrugStuff Pharmacist replies:
Take Aleve or Advil and apply a heating pad (aisle 4).

Lucy Alluette, Yoga Instructor replies:
Yoga will relieve your stress an stretch your muscles.

And on and on and on...

Of course, any one of these replies could work. Or, depending upon the patient's actual medical condition, could kill her. Yes, I said it, kill her. Fortunately, no one would allow random people to offer medical advice over the Internet without a flashing sign that reads: THIS SITE IS NOT RESPONSIBLE FOR ANY ADVICE OFFERED BY MEMBERS OF THIS GROUP; WE ENCOURAGE YOU TO SEEK ACTUAL MEDICAL CARE.

But "Marketing" is a whole other matter. Earlier today I received a discussion alert from a marketing group on LinkedIn. The question posted was this:

"Can anyone suggest the best areas to spend marketing budgets in difficult times such as these?"

A total of 39 comments have been posted so far. Amazingly, every single reply is more useless than the preceding reply. "Use SEO," says the SEO marketer. "No, use trade shows," says the trade show marketer. "Forget all of that and invest in experiential marketing," says the experiential marketer. "No way, you need to get involved in social networking," says the social marketer.

Do you see the trend here? Every response is self-serving and pointless. No one is asking about objectives and target audiences and priorities and opportunities and challenges. No one is asking anything. Instead, everyone is out there pimping their services, slamming their business card on LinkedIn like a billboard along the freeway.

Okay, well I am getting really flustered, so please allow my to clarify my thinking and sum this up with three key points:

1. Don't ruin social media with stupidity.
2. The solution to problems may be and probably is something other than what you specialize in.
3. Lead with research and strategic planning, and follow with tactical implementation.

Adjust Search To Seasons, Cycles and Situations

Whether you are managing a pay-per-click campaign, optimizing a news release, launching a blogger relations campaign or any other of a dozen things to improve search and drive more traffic, be sure to make adjustments for the seasons, cycles and situations that impact on visitor behavior.

The Seasons

Children, adults, the elderly... consumers, businesspeople, government employees... men, women, transvestites... Catholics, Jews, Muslims... we are all subject to the changing seasons. The shifts in weather patterns we refer to as spring, summer fall and winter... the comings and goings of holidays, like Christmas and New Year and Independence Day... the taking of vacation time from school or work or retirement... the experience of longer days and longer nights thanks to the solstice.

As a marketer it is critical to understand the seasons, how they impact on business and how to communicate accordingly. Even the most subtle adjustments in messaging or communication or placement can amount to millions of dollars in increased (or lost) revenues. Likewise, it is important - if not critical - to understand that people change their search behavior in accordance with the seasons. There is a sudden increase in searches for boots and thermal underwear in the winter and for boogie boards and sun tan lotion in the summer. Are you adjusting your SEO and SEM accordingly?

As most corn farmers will tell you, the secret to a bumper crop is to plant the right variety at the right time – not too early and not too late.

The Cycles

At the moment, most of the globe is in a down economic cycle. As a result, consumers and businesses alike are more sensitive than usual to "price" and "value" messages. And they are more likely to get those messages while searching for deals – in newspapers and magazines and catalogs and on the Internet.

We are also in a green cycle right now. The world-at-large (except for China and the U.S.) is very concerned about the environment. So we now search for natural cleaners and organic foods and eco-friendly paints and sustainable production techniques.

By their very nature, most cycles repeat themselves, though the frequency often varies and some eventually just end. Some cycles are epic and some are subtle and short-lived. Regardless, you should take full advantage of the opportunities they provide for you as a marketer to tailor your search activities.

The Situations

Okay, so now this get a little bit tricky. What constitutes a situation that is important enough and enduring enough that it warrants your attention, yet is neither seasonal nor cyclical?

How about H1N1? According to the most recent report from ClickZ, the top search terms during September 2009 under the pharmaceutical and medical products category was "flu symptoms." In all likelihood, flu-related searches will continue through the spring - all around the world.

Al Gore says we have pushed our planet into a "climate change" situation that we may not be able to escape from. It is getting warmer and the ice caps are melting and the ocean's are getting watered down and rising. Cats and dogs are sleeping together. Mass hysteria. And suddenly people and businesses all around the planet are becoming sensitive to the ozone.

Like cycles, some situations last a long time, while others come and go quickly. As a marketer you need to be attuned to these situations and react accordingly - not simply to "take advantage" of the situation, but to communicate your ability to help the marketplace deal with the situation.

The Bottomline

As my favorite boss Ellen McConnell often told me: No matter how much you've done, there is always one more thing to do. Search is no exception to Ellen's rule.