twitter as a marketing tool with proven roi
DESCRIPTION
Why use Twitter ? Because it can provide proven ROU unlike print and TV. Here is why marketing one to one is better than mass marketing and can lead to more sales dollarsTRANSCRIPT
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Twi.er as a Marke4ng Pla9orm Can it help me meet marke4ng
objec4ves ?
Rich Meyer
Online Strategic Solu3ons
@richmeyer
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Babson Study 2010
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Hard Fact
“Social media is more measurable than tradi4onal broadcast media”
Jacob Morgan
twi7aced
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What ? !
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It’s true
• Today social media can be measured right through to conversion.
• Tradi3onal adver3sing is measured in reach, frequency, impressions and other outdated metrics that have liHle bearing on conversion.
“I might remember your TV spot but that doesn’t mean that I’m going to buy your product”
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So then what is relevant today ?
• Engagement & discussions by brand ambassadors.
• Loyalty of customers as a result of social media collabora3on.
• Number of visitors to your site and number of conversions from those visitors.
• Increase in sales that can be directly aHributed to specific measurable brand collabora3ons.
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How can TwiHer help me meet by marke3ng goals ?
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Well size does maHer
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36 Million TwiHer users in the US Social media can produce quan3fiable results
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Which means TwiHer can increases leads
=
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TwiHer marke3ng 3 P’s
• Provoca4ve
• Provide value
• Personable
Remember that TwiHer is about communica3ng, not marke3ng. Focus on adding value to the conversa3on,
not selling something to someone
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It’s all about the influencers (promoters)
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The social media effect
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Start with a social media business process
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Then develop a strategic approach to Using TwiHer
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Including a formalized system for using TwiHer by employees
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Should brands be Twee3ng? The commandments
1. We can ar3culate the company vision in 140-‐characters or less without PR garbage and clichés.
2. We are willing to give to great, innova3ve and thought-‐provoking ideas, even if they come from outside the company.
3. We are willing to challenge someone who has something nega3ve to say even if our posi3on generated cri3cism.
4. We are first willing to listen to what others have to say before engaging them. 5. We are not going to get carried away and Tweet about banal corporate achievements. 6. We are going to dedicate resources to listen to what others are saying about us. 7. We will never include a press release, CEO speech, or annual report via TwiHer because
that is not engagement. 8. We understand that we only Tweet when we have something meaningful to say. 9. We will not try to be all things to all followers. 10. We will use TwiHer not just to give you the good news, we’ll also use it to let you know
the bad news like product recalls or bad media news. 11. We are willing to try TwiHer and understand that along the way we will probably make
some mistakes. 12. We’ll empower our employees to address any issues customers have with our brand/
products without requiring a lot of 3me because we understand consumers don’t want to wait long for an answer.
13. We understand that everyone is a poten3al influencer via TwiHer.
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Using TwiHer for Business 1: Engage & sell your followers
• As part of Mountain Dew’s DEWmocracy campaign, the soda company empowered Flavor Nations — fan communities for new Dew flavors — to own a flavor of soda that the company is now testing on the market. Mountain Dew literally ceded control of the go-to-market strategy for each of these flavors to the consumer communities.
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Using TwiHer for Business 2: Reward your loyal customers
• Tasti D-Lite’s initiatives are defining the social media loyalty program. A huge part of their strategy is automatically rewarding customers with TreatCards when they tweet about the brand. It’s also an important part of their plan to build brand awareness so that they can open more stores across the United States.
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• Power Twitter users have learned the advantages of keeping a careful eye on the network’s trends, and that they can perfect the market research capabilities of Twitter by using Twitter Lists. Business users should absolutely follow suit.
Using TwiHer for Business 3: Market Research
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• Used in combination with the simplistic developer tools, this could be a powerful way to add Twitter integrations to your site, append notes about visitors’ on-site Twitter behaviors, tag tweets that originate from your site, or attach your own identifiers and figure out ways to reward actions (perhaps even loyalty). There’s definitely opportunity to be creative and better track Twitter-related data at the same time.
Using TwiHer for Business 4: TwiHer Metadata
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• Sponsored Tweets is a new TwiHer adver3sing plaiorm that connects adver3sers with tweeters. Adver3sers can create sponsored conversa3ons on TwiHer. Tweeters can earn money for spreading the word.
Using TwiHer for Business 5: Sponsored Tweets
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Using Twi.er successfully
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Brands using TwiHer
• @delloutlet uses TwiHer and Facebook to send coupons to customers. In just one year, Dell recorded upward of $3 million in sales directly sourced from TwiHer.
• Coffee Groundz uses the direct message channel on TwiHer to receive and prepare orders. Using TwiHer as a promo3on and marke3ng channel, Coffee Groundz reports 20 to 30% increased sales and market share.
• Moonfruit offered 11 Macbook Pros and 10 iPod Touches to celebrate its 10th anniversary. In order to qualify, contestants had to send a tweet using the hashtag #moonfruit. One month following the comple3on of the contest, Moonfruit site traffic was up 300% and sales also increased by 20%-‐-‐and all because of a meager investment of $15,000
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• 436 Zappos employees use TwiHer, including CEO Tony Hsieh.
• Frank Eliason of Comcast and Richard Binhammer of Dell are paving the way for service-‐focused organiza3ons on TwiHer. Eliason, whose 3tle is director of digital care at Comcast, uses TwiHer to help 200 to 300 subscribers a day.
• Over 3 million men3ons of Starbucks populated TwiHer in May 2009 and, as the company learned, the price for paying aHen3on is less than that for a caramel macchiato, but the value is priceless.
Brands using TwiHer
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• Morgan Johnston, Manager of Corporate Communica3ons at JetBlue, was inspired to change policy because of TwiHer. He helped eliminate a $50 fee for carry-‐on bikes aser hearing complaints via TwiHer.
• Brian Simpson has helped The Roger Smith in New York monitor dialogue related to hotel stays and travel in order to offer specials in the hopes of aHrac3ng new guests. Using TwiHer search, he can iden3fy prospects and offer them a 10% discount on the lowest-‐rate rooms. Simpson es3mates that TwiHer and other forms of social media have neHed between $15,000 to $20,000 in addi3onal revenue.
• The Michigan Department of Transporta3on uses Facebook and TwiHer to alert friends and followers of traffic and road closure
Brands using TwiHer
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• U.K.-‐based Wiggly Wigglers a marketer of farming and gardening supplies, was surprised to learn that Bri3sh Telecom overcharged the company by $10,000. Aser five months of a stalemate and without any promise or hope of resolu3on, company owner Heather Gorringe took her story to the TwiHerverse. Within 30 minutes, the company responded with help and two days later, the bill was adjusted.
• brands.peoplebrowsr.com and celebrity.peoplebrowsr.com provide real-‐3me insight into the most ac3vely discussed brands and celebri3es on TwiHer at any moment in 3me, while also revealing the sen3ment that is most associated with each.
Brands using TwiHer
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So in summary…
• TwiHer can be a very useful tool in helping you meet your business objec3ves and its ROI can be directly measured.
• However, it requires a well thought out business strategy and process to be successful.
• It’s OK to target influencers via social media but anyone can be an influencer it they are not treated as a person and with respect.
• Experiment and op3mize your social media strategy as you learn what your audience wants and expects from you via online collabora3on.
• Using TwiHer as a business driver is not easy. It requires a lot of 3me and the right axtude. Remember consumers are in control when you use social media.
• The use of social media can be measured right through to conversion. Can you say this about TV or print ?
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Richard Meyer
• My resume hHp://www.richardameyer.com
• My marke3ng BLOG hHp://www.richsblog.com
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