Copywrite, Ink.

Five Things I Wish Every Advertiser, Marketer, And PR Pro Knew

2013-05-15T06:00:00.000-07:00

A few weeks ago, one of my recent students asked me if there is anything I wish I had taught but never got around to teaching. I thought the question was pretty funny. I told her I had ten years of material.

In truth, ten years of material is a pretty conservative estimate but not because of the quantity. The way I see it, there is never any shortage of material as long as the instructor continues to explore, learn and grow. Ideally, they will with one foot in academics and one in the real world but sometimes one or the other will suffice. No one ever wants to feel dusty or complacent unless they've given up.

Eventually, I settled on five things I wish every advertiser, marketer and PR pro knew because I think all of us, at one time or another, grows weary of watching people fail. That's the way marketing works. You can put in hard work or learn the hard way.

• A Content Strategy Is Not A Marketing Strategy. As content marketing has become a dominant digital marketing tactic, more businesses want to create elaborate content processes, build massive audiences, and become perceived as industry experts. But sometimes you have to ask to what end.

Dial back the meaning of a marketing strategy a few years ago and you might find a creative team tasked with expanding the dandruff shampoo market among men. You might remember how they did it too. The original advertisements showed men in dark suits with their shoulders dusted with flakes, creating a compelling reason to look for the problem and find a solution. Head & Shoulders.

• Breaking Through The Clutter Means More Than A Clever Message. Everywhere you look, marketers want to convince clients that brand visibility, original communication, and writing tips are all they need to succeed. But sometimes marketing means innovation at the product and service development level.

If you operate a lemonade stand on a block with five more lemonade stands, sometimes you have to stop pushing the pink and break open a box of sugar cookies. That is how Federal Express got its start. It started as a small Memphis-based package handler that won with the promise of delivering parcels overnight. So while everybody else talked a good game, they went out and did something.

• Following The Leader Will Make You A Follower. There are plenty of reasons that marketers and advertisers are always looking for best practices, case studies and trends to follow. Sometimes people are looking for new ideas. There is nothing wrong with that. But sometimes people waste time on easy.

If you have ever revisited the book In Search of Excellence: Lessons from America's Best-Run Companies, you know what I mean. It used to be one of my favorite books. There are still some good ideas inside, many of those business aren't considered the best run companies anymore. While everyone was busy trying to follow their lead, someone else invented better operations and opened new markets.

• It's Not Who You Know, But Who Wants To Know You. Given some estimates attribute 60-80 percent of job placements to personal relationships, one might assume that the old adage that who you know really is more important than what you know. But that's not entirely true.

The key word in the compound phrase "personal relationships" is "personal" and not "relationships," which suggests the size of the network is less important than the depth of the connection. People who boast about being connected or treat their network like a commodity almost never come through. It's the people who don't talk about who they know that are more likely to surprise you.

• Stating The Obvious Is One Step From Redundant. Everybody loves to talk about elevator speeches and how to fix them. That might be reason enough to toss your elevator speech out the window. You can say something a million times and even lace all those SEO links with all the right terms, but so what?

Every time you introduce yourself as a noun, the person you're speaking to asks themselves if they need one. Do I need a plumber? Do I need a social media expert? Do I need an advertising agency? Maybe it would be more worthwhile to conjure up a different question inside their heads. Or, better yet, keep your mouth shut and let them tell you what they need.

Incidentally, Michael Port recently reinforced this last point in his book Book Yourself Solid Illustrated. He sent me a digital version a few weeks ago, but I felt it was too weird to publish my review while I was being swept away by life. The review is mostly written. I'll probably add it next week unless someone wants me to write about something else. Maybe I'll have time to make a new masthead too.

22 Staples And The State Of Two Internets

2013-05-08T06:00:00.000-07:00

The first thing I saw when I woke in the recovery room were the curtains drawn around my bed. They were pale blue, I think. But I can't be certain because that memory is fleeting and already fading.

I only saw them for a few seconds before someone started to guide me out of the haze created by an anesthetic cocktail. It was one of two cocktails that the anesthesiologist let me call a few hours before.

"What's your favorite cocktail?" he asked.

"My favorite safe drink is gin and tonic," I said, because I wanted to be safe.

"That's what this is," he smiled, tapping the syringe. "Gin and tonic. Safe and good. I'll keep you safe."

There aren't any memories as much as fragments after that. I've sorted a couple that make me smile, but most begin in the recovery room. Someone started to ask me questions. She asked me the easy ones first and then worked up to something complex. It's a test to make sure my cognitive functions rebooted.

But I didn't want a test as much as a conversation. So I started asking her questions instead. I wanted to know how was her day was going, how long had she worked there, and why she chose medicine.

They were easy questions, but we eventually worked up to something complex. She was especially interested in my case because the chart made note of this surgery starting with an incidental finding. They found my cancer by accident.

Her husband wasn't so fortunate. His cancer wasn't discovered until he had blood in his urine. He was diagnosed with irreversible bladder cancer. The funeral was a few months ago, and it had deepened her resolve to help people.

"I'm sorry for your loss," I said, consoling her and asking more questions.

"Look at you, worried about me," she smiled. "It was meant to be, you know. It was meant to be that they found yours early."

It wasn't the first time nor was it the last that I would hear those words during my expedited hospital stay. I was scheduled for three nights. I only stayed one. And yet, within those 48 hours when you reflect on and remeasure life, some things make immediate sense like the duality of social connections.

There are two Internets, which is why marketers can't reconcile the space.

In case you haven't noticed, there are two Internets. There is the one my friend Geoff Livingston wrote about yesterday, with marketers seeing the totality of social media like a very big fish pond and the goal to catch as much fish as possible. Hook, reel, and release. Some companies have teams that do it daily.

Most of them aren't even good fishermen because the only strategy they've come up with to catch more fish is to put out more bait. There is already so much of it floating in the water, untouched, it's a wonder anyone can breathe. And still they add more, daily. It has become so dense that it smacks of pollution.

I was nowhere near it in the first few hours of recovery. I was on the other Internet, which is the one that kept me breathing. I didn't see all the clutter because content surrenders to a shared experience.

Since my wife and I have two children, she couldn't stay in the hospital full time like many people recommended. So I sometimes turned to blog comments and social networks to read and reread the words left by family, friends, and colleagues. Their good thoughts, well wishes, and prayers gave me some added strength while I recovered. I can't thank them enough. Every one of them mattered.

Of course, I didn't just read the words they left for me. I read everything else they shared too. And even though my loosely connected groups of family and friends could be delineated by degree of relation, proximity, or whether we've met in person, not one of them looked like fish nor did any of them ask for bait. This was the Internet where every connection was important and every message mutual.

The intimacy is unmistakeable. The relationships are as real as the one forged between myself and the nurse in the recovery room (and many others along the way). We never met each other before that moment and may never meet again, but we made a connection without any coercion, conjecture, or content creation. By the end of it, I made several more connections too. We went through all of it together, something that even the best connection round ups forget.

Maybe those staples will come out this week, all 22 of them.

Sometimes we're fortunate and find miracles in faith and modern medicine. While there is plenty more to be done, from my follow up and pending pathology to my recovery schedule and post-recovery rebuild strategy, I feel remarkably blessed to be sitting at my desktop writing something, anything. A week ago, even under the most optimistic scenario, no one could imagine an outcome this good.

Sure, there is some pain here and there and I do get tired as the day presses on, but such challenges seem like nothing compared to those in the first few hours of recovery. It was only a few days ago, my major goals were the kind we all take for granted — breathe without oxygen, drink water without issues, get out of bed with assistance. Nowadays, I'm more likely thinking about work, play, and life changes.

As I alluded to last week, I might be blessed with more time but there is none to waste. There are plans to be made and the more plans the better. But at the same time, I never want to lose sight of the fact that everyone has a journey too. They are all equally grand and challenging, hilarious and heartbreaking.

If you want to change the world you see, you have to start by changing the way you see it. Life is meant to be a shared experience because when we discover more about the people who cross our paths then our own experiences are enriched by them. In other words, my hospital stay is less significant than the hospital experience I took away with a few interesting and inspiring doctors, nurses, and medical technicians. This is how life works.

Online or offline, it hardly matters. But in sticking to the headline thread, suffice to say that this is the side of the Internet where I'd like to invest more time. The state of it is great. It feels good to be back. Nice to meet you, again. How great it would be to catch a movie this weekend. It's a little too soon, maybe.

Killing Me Softly: Cancer

2013-05-01T06:00:00.000-07:00

I have said it in a dozen different ways before, but I have never said it more plainly. The quantity of time we have is not as important as the quality. Write it down somewhere and tape it to your computer.

We always want for more of it. We rarely use it wisely. And most of us sell it for far too cheap.

For the last few months, I haven't been writing in this space as much. It was a decision I made back in February before I knew it in my head even if I already knew it in my heart. The incidental finding on a CT scan wasn't just a spot on my kidney. It was a mass. It was malignant. And I'm grateful, not regretful.

The remedy is straightforward. I start pre-op tomorrow and the surgery is on Friday. It won't be fun, but I'll find some fun in it anyway. The survival rate for radical nephrectomy is especially good. In terms of cancer, they say, it's the absolute best one to get. It's almost like hitting a jackpot. What does that mean?

There won't be any chemotherapy or radiation. The whole of it rides on one operation, and then a lifelong commitment to a different (but not debilitating) lifestyle with semi-regular followups, blood work, and scans to make sure there isn't any more of it lurking around somewhere. So seize the day.

The past 90 days have been fun. Thanks for sticking around.

I really give a lot of credit to people like Leslie Lehrman and her daughter Jennifer Windrum. They saw cancer as a catalyst for something bigger. It takes real courage to do something like that. And I've met a lot of people who see it as a calling of sorts. We need more people like them. Cancer needs a cure.

I took a different path, more along the lines of Hazel Grace Lancaster in The Fault In Our Stars after her transformation. I lived a little more, only alluding to or mentioning surgery as necessary. It was the only way I could work, live, and play without it overtaking my life. I even pushed the surgery out enough so my family could keep our vacation, my students could keep their instructor, and clients and service commitments might have a few more hours of time. My wife hated the idea, but it's who I am.

I quit smoking (before the prognosis, ironically), worked out more, finished some home improvement projects, baked some desserts, made new friends, reached out to old ones, discovered some inspired talents, worked with amazing people across several dozen companies and nonprofits, pressed forward with plans to start a new agency with three other partners, promoted other people's causes and efforts, funded some ideas via Kickstarter, supported education by donating to schools, re-discovered some latent artistic talent, made a sketch at The Getty, stood by as my son received another star for his black belt, saw my daughter baptized because she wanted to be, and wrote fiction for the first time in years. As the log ride caption read on Instagram: This is life, baby.

Sure, there were a few disappointments too. My doctors wouldn't clear me for the Spartan Race so close to surgery. One promising prospect green lighted and then retracted a proposal because someone sold them snake oil, wasting several days of precious time. And occasionally, despite my best intent, the gravity of the circumstances sometimes made me too impatient for those closest to me. I'm sorry.

The next 90 days will be even better. Expect to see changes sometime soon.

If those last 90 days had taught me anything, it was how working on the wrong accounts truly dragged me down last year. I wasn't always happy with some of the work, even if I was good at it nonetheless.

I had learned the lesson before, but obviously needed to learn it again. There won't be a next time. Beginning with my recovery, expect to see some changes in this space. Time is just to too short to be stuck in one niche for too long.

I really wish I could tell you some specifics, but none of the paragraphs felt right so I took them all down. Let's save it all for a post-surgery conversation. And if we never have the chance to have one? Then the best way to think about everything is to reflect on a comment I wrote for a friend of mine.

When bad things happen, there is very little you can do except find solace in the storm. And in finding it, hold those close to you a little tighter, even if it is just for a little while. The importance of such things are not measured in minutes but by magnitude. Good night and good luck. It has been my pleasure.

Changing Creative: Did Fans Dictate Days Of Our Lives?

2013-04-24T06:00:00.000-07:00

Ken Corday, son of the late Ted and Betty Corday (co-creators of Days Of Our Lives), recently allowed something he vowed would never happen. Characters Elvis J. (“EJ”) Dimera (formerly Wells) and Samantha Gene (“Sami”) Brady will have a second chance at romance.

Once considered a top daytime couple, the writers created an impasse that few ever thought could be overcome. Soap Opera Weekly even wrote an opinion in 2007 that largely condemned any reconnection by including them as an example of how soap opera writers treat rape as too casual.

Many fans saw it differently, specifically those who belong to the Forbidden Love EJami fan site, which has actively supported the power couple being reunited for the better part of six years. Two years ago, some of them asked me what I thought it would take for Corday to hear them out. I suggested five elements for the fan campaign. And while it might have taken two years to achieve success, the ratings have changed.

Days Of Our Lives sees its ratings rise on a storyline shift.

Despite being in an entertainment segment that some people considered in critical condition, Days Of Our Lives (Days) has recently generated a year-to-year growth rate of 14 percent among women 18-49 and 18 percent in women 25-54. More importantly, the show's ratings are up overall. It might not slow.

EJami fans are quick to attribute the ratings increase as a direct outcome from renewed interest in their favorite couple. They have every right to do so. The producers and publicity teams for the show have done everything they can to capitalize on their re-found star power. When actors James Scott and Alison Sweeney take to social media platforms like Twitter, #Days and #EJami start to trend.

The coordinated effort between fans, stars, and marketers are suddenly making soaps feel more accessible again. Maybe among specific demographics, they are more accessible than they ever could have been without social media. Some actors and actresses are not much more than a tweet away.

If the ratings hold, this could be a good case study in how one network is discovering that fan campaigns don't have to be a single-edged sword. Ergo, fan campaigns don't have to end badly.

They can transform cancellations into impossible success stories as Veronica Mars recently proved by raising $5.7 million for a fan-backed movie (stay tuned). Or, in the case of Days, they can create a sharable storyline that fans can promote and entice new viewers. As I suggested in 2007, passive viewers are now active consumers. It might have taken a few additional years for full fruition, but networks can't ignore it anymore. Fans want to be supportive of the right story lines, online and off.

The roses that Sweeney and Scott have in the hero shot above are real. EJami fans sent them to the network to celebrate what they consider a long overdue engagement. They have also been instrumental in writing the network, urging them to renew the contract. The network estimated the show had 2.3 million viewers at the time. Today, the show seems to be gaining with 2.5 million viewers. Time will tell.

After all, not everyone is happy with the EJami win. There have been plenty of other men on the show to solicit support for a renewed relationship with Sami. But so far, the numbers suggest this isn't murky.

The symbiotic relationship between series and supporters.

While I'm someone who watches the program, I am familiar with soaps from years ago. They were a part of the culture as much as anything else on television. My parents were All My Children fans.

But my point is that you don't have to be a soap opera fan to see a bigger picture emerging for entertainment. Stories that can win supporters — people who share the show beyond a network site, who support the actors and actresses outside their roles, who are interested in different storytelling formats, and who are even willing to pony up production dollars — will eventually rewrite creator-producer-network-fan contracts. If one network doesn't want a show, creators will have more options. (If I can watch the Vikings via The History Channel app, why not any app?)

It's already happening in the book publishing world, with more writers (those with marketing savvy) willing to accept some publishing risks. While the results are still mixed, some of them have wins. In fact, there are enough wins that book revenue is up and e-books have captured 23 percent of the market.

Who is to say what the next generation of soap operas might be like? Chances are it will vary by audience. Some fans enjoy the unpredictability of shows like The Walking Dead, where leading characters are unceremoniously written off on a whim. Others, like Days, might deserve a second-chance romance like the one EJami fans have wanted for years. Interesting times, indeed. The comments are yours.

Writing Content: What Happens When PR Inherits The News?

2013-04-17T06:00:00.000-07:00

When newspapers first began to appear in America, there wasn't much to them. Even in Philadelphia before 1730, there were only two news sheets being published there. One of them mostly published definitions from the dictionaries and nothing else.

When Benjamin Franklin took it over, he did away with all of it. He envisioned something else, and almost none of it had to do with news. Franklin made his newspaper a vehicle for instruction on moral virtues that often masqueraded as satire and mischief. General news was not on anybody's mind.

In fact, American newspapers wouldn't even pay much attention to general news until after 1750. And its use to spur and spurn politics would occur a few decades later, right in time for the American Revolution. And with politics, a tradition for including local items of interest took hold, one that isn't much more than 200 years old.

Where is all the news going and need we be concerned?

When Bruce Spotleson, group publisher for Greenspun Media and an editor-at-large for the Las Vegas Sun, spoke as a guest in Writing For Public Relations at the University of Nevada, Las Vegas, he raised several powerful and poignant points. Much like I wrote last week, he doesn't see print going away.

Niche publications are particularly strong. Special interest content can still find subscribers. But what he does see slipping is the notion that newspapers are important to a community. And this makes me wonder, what then?

After all, they alone publish local items of interest and record. They alone publish in-depth news stories that act as a community spotlight. They alone have the opportunity to make a last stand in favor of objective journalism, at least those that haven't already rolled over into the ranks of affirmation media.

And along with that, as Spotleson pointed out, the public has grown increasingly unaware of local news and community interest. Some of them don't know whether their police department is good or bad, beyond any personal experience or biased opinion. Many of them are too busy too keep up on government accountability beyond their front yards. Most, if pressed, wouldn't even be able to hazard a guess what the leading local headline might be today.

Spotleson knows. He's asked. Even people who are applying for a job, he said, tend to have the same answer. They haven't gotten to it yet. And in all likelihood, they never will get to it. They're too busy.

Unless it's a national headline, breaking news, or entertainment, people tend to skip the middle ground. They know what is happening from their front door to the sidewalk or their self-selected tribe, which means the group of people they pick on social networks.

The rest of it, unless it touches them directly, tends to be a question mark. The issue is compounded in transient communities too. In such communities, people are much more interested in their hometowns than towns where they own a home. And if these trends tend to hold, news will eventually be gone.

Television news won't fare much better. Unless they find a niche, it's all just more noise on the Web.

Public relations isn't free anymore. It's all about paid content.

In the wake of unsupported community news, all that will be left is a steady stream of public relations perspectives. Take a recent NV Energy story as an example. Although only a few people are aware of the story, the lack of any reporting arm would only leave several dozen biased voices in its wake.

On one side, there is the utility. On the other, the gaming industry. There are dozens more, including government, consumer advocates, and the public (despite their apparent absence). Without a newspaper to organize the issue, the public would either be largely left in the dark or perhaps exploited by public relations, not with malice but with each representative's own preconceptions as the story shows.

And who would win in such a world? My guess would be the one with the better and heavily budgeted communication plan, especially if they have properly leveraged social media. Except that win isn't free.

While public relations as an industry has been clamoring to take over content marketing and social media, it will come with another cost. As outlets for free exposure continue to diminish, companies and special interests will have no choice but to ramp up direct-to-public communication programs so each interest can publish the "news" as it sees fit. Right. They will publish all the news ~~fit~~ paid to print.

While some might guess the result will be similar to the ever-increasing price to enter politics (with state senate races starting as six and seven digits), I'm not even asking whether it will be this good, bad or indifferent. I'm asking something else. Are public relations professionals even ready to get what they wished for and are we, as the public, ready for it too?

Rethinking Print: And How To Leap Beyond It

2013-04-10T06:00:00.000-07:00

Now that most people are attempting to master the digital space, it's clearly time to think beyond it. That was the primary impression left by Dale Sprague, president of Canyon Creative in Las Vegas, while speaking to my Writing For Public Relations class at the University of Nevada, Las Vegas, last Thursday.

When Sprague, a designer and creative director who invested the majority of his career in print, product design, and packaging, said that print had largely become a support medium for digital marketing, the reaction was immediate and dramatic. Not only had everything advertising agencies been cautioned about for by people like me for a decade come to fruition, but it was time time to rethink what's next.

Everything you think you know about marketing is about to change.

The changes ahead won't be confined to a medium, but message delivery in entirety. Much like Patrick Collings recently wrote, brands that fail to innovate will fill graveyards. Their names won't be remembered either. Instead, their tombstones will be decorated with the cliches that killed them.

You can see these changes taking place all around you. Signage has lost ground to environmental graphics. Branded giftware and novelty items are being supplanted with branded product innovation (actual products designed for marketing purposes, some of which are produced by 3-D printers). Glass is quietly becoming a new marketing canvas (projected holograms along with it). And print?

Print isn't as dead as people think. Much like public relations professionals always had to find new ways to reach journalists as news releases transitioned from mail to fax to email to social, marketers are best served when they start to ask themselves the right question.

Specifically, the right question isn't "where is everybody spending their marketing dollars?" The right question is "where aren't people spending their marketing dollars so my organization doesn't have to compete?" Ergo, the social-digital space has to be part of the marketing mix but it's also a very competitive, crowded, and cluttered place. It creates a market where a handwritten thank you counts.

Even online, people are finding that it's not enough to be everywhere because you put your content everywhere. Marketers need to be everywhere because they are part of what a public considers relevant. Ergo, real marketers aren't content trying to infuse their presence into a trending topic. They are the trending topics because they do things. They are top of mind because they made an impression.

Where does print stack up in a world that seems digital?

Print works were it always worked best. It is a high-touch medium that was temporarily downgraded because of the economics of junk mail with blow-in scrap paper and cluttered messages.

Before mail was loaded down with mainstream marketing, it primarily consisted of individual notes and invitations, niche newsletters that felt exclusive, and something thoughtfully sent through the mail because it might actually have value and you might keep it. It will in the future too, with specialty papers that capitalize on the one sense that consumers miss in digital — touch — and a message more memorable than a business card, even those that don't already have chips embedded in them.

Print won't be alone, of course. All of it will change and some of it for the better as marketers buy up space not because they want to fill it with 8-point bullet points and 140 characters of gratuitous interruption but clearly defined messaging with plenty of white/negative/neutral space to frame it.

What does that mean? Every year, when I teach any class, I make note of how the number of impressions has continued to increase before a message even has a chance to penetrate the consciousness of someone who is already receiving a novel-sized amount of information every day. What used to be three impressions now exceeds 300 — that means you need 300 impressions before something sticks.

But, you see, that isn't always the case. We've crossed a clutter threshold that makes some messages stick the one time, the first time. Ergo, if you show someone a Mona Lisa (the real one, not a facsimile), they will never forget it. And maybe that is how we should see print and advertising going forward.

Print doesn't haven't to be a support piece to digital. Like any message delivery system, it only needs to break through the clutter of a message saturated world. Or, in other words, a message that feels immediate (purpose driven), individual (personal), and important (value driven) delivered by the most appropriate means given the context.

That is what print will look like. And marketing will too. You can wait for it to happen or you can leap ahead and start implementing these ideas today.

Climbing TheLadders: One Rung Short For A Lawsuit?

2013-04-03T06:00:00.000-07:00

Some time back in 2011, then CEO and founder Marc Cenedella for TheLadders snuck in a brand reversal. Instead of focusing on premium jobs, the niche job listing site opted to expand its services to everyone.

“We’re expanding, and today we say ‘bye bye’ to helping only those over $100,000 and ‘hello’ to helping all career-minded professionals," he wrote. "TheLadders now takes all salary levels and shows the right jobs to the right person.”

Back when it happened, the announcement drew 139 comments. Most of them were negative. And the entire story, that TheLadders had decided to become another job site, was mostly over. Or was it?

TheLadders faces a lawsuit that could shutter it. We'll see.

Lurking largely behind the scenes was the next chapter in crisis for the company. TheLadders is now facing a class action lawsuit in New York federal court. Specifically, the lawsuit doesn't look at 2011 as a rebranding expansion. It looks at an old post as an admission by TheLadders.

According to the suit, many of the jobs offered on TheLadders were scraped from other sites with no attempt at verifying how much they paid or even if they were current before the company made the switch in 2011. You can read the complete lawsuit filing here, but the crux of it is that the company simply changed its language in 2011 to match what the service had been all along — a premium payment job site (and not necessarily a premium salary job site).

The suit, filed by the New York class action firm of Bursor & Fisher, was also reported by recruiting consultant and blogger Nick Corcodilos. I recommend this read, as Corcodilos has posted a summary. There is another interesting piece by the ERE here, especially because it reads like a foreshadow to the September surprise (even if David Manaster stopped short of calling the service a scam).

Loud complainers want to be customers. Watch out for everyone else.

Manaster then went on to dismiss the ruckus by saying something he has said before. "When people have a beef, they can be counted on to complain loudly. When people are satisfied, they tend to … well, be satisfied." He seems to have been wrong on that point then and remains equally wrong today.

When people have a beef, they tend to leave quietly because they've already given up. The complainers, on the other hand, tend to be people who still want to be your customers, even if your company is built on a questionable model. And then there are those who will be heard, not with words but with actions — like anyone who piled on with the class action lawsuit that alleges fraud.

Interestingly enough, it wasn't only the people who were paying for "hand-screened" job selection that have been frustrated by TheLadders. Employers weren't really happy either. Along with mapping out most of the history, the article sources a direct quote by Cenedella, admitting that as many as half of all listings were culled from the web. Basically, staffers guessed at salaries as opposed to verifying that the listings truly paid $100k or more.

Exposure is good, unless it leaves you exposed to unnecessary risk.

Several years ago, I wrote a story about a company that hoped to go head to head with TheLadders public relations machine. At the time, both wanted to dominate a subscription-based job site niche that focused on jobs starting at $100k. The other company, RiseSmart, eventually shifted its focus to outplacement because it couldn't really compete in a niche against a competitor that possibly cheated.

Those stories were written more than five years ago. Even then, people were saying what they are saying today. Most (if not all) premium job listing sites aren't worth the money they charge. Ironically, in one of the articles I sourced then, executives from TheLadders said that $100k jobs weren't listed on free sites but only premium payment sites like TheLadders. This "fact," it seems, couldn't have been true if 50 percent or most of the postings were culled. Culled jobs had to be listed somewhere.

And therein lies the rub. TheLadders unquestionably dominated the space and ran others businesses out of the niche with an overwhelming barrage of paid television commercials and public relations. But, at the same time, the crisis that TheLadders may face next is being framed up by all that coverage.

Every quote by company spokespeople that reinforces an overinflated marketing statement prior to 2011 carries the potential to become an exhibit. And although I'm not sure, the company seems to know it. Its current strategy seems to be burying lawsuit stories with anything and everything from Spring Cleaning job searches to launching a new ELITE program to JobMobile, an event that will bring industry thought leaders together in Atlanta, Chicago, New York City, and San Francisco.

That might not be all that surprising for the public relations heavy site. But what is surprising is that the company isn't talking about the suit. It hasn't made a statement anywhere on the site to date, but did issue a statement about the lawsuit to The Business Insider, making this a living case study.

Speaking Frankly: Five PR Topics From A Banker

2013-03-27T06:00:00.000-07:00

Paul Stowell, senior vice president and marketing manager for City National Bank, will be the first to say he isn't a banker because his public relations experience is malleable to any industry. And yet, there isn't much he doesn't know about the banking industry. He makes it his business to know.

Like many seasoned public relations and marketing professionals, he rightly believes that it is one of the most important lessons that a communication professional can learn. It's not enough to become an expert in the field of public relations or marketing, professionals have to understand the industry where their organizations operate.

This was one of several tips he shared with a handful of students in my Writing For Public Relations class at the University of Nevada, Las Vegas, last Thursday. And while he gave them many more than five tips, these were among the ones that seemed to stand out the most.

Five words worth focus for communicators, from a senior vice president in banking.

1. Awareness. Stowell doesn't pull punches. He quickly pointed out that being in the banking industry isn't always easy since 2008. Bankers, as a profession, have a lower likability than lawyers nowadays.

Not all of it is deserved. Politicians and critics frequently demonize and vilify the industry, even when it isn't warranted. Not all banks were part of the subprime mortgage crisis that contributed to the recession, including City National Bank. These banks weren't in the mortgage business and have since emerged from the crisis safer and stronger than ever.

That doesn't mean City National Bank was exempted from the consequences of a crisis caused by others. As the crisis wore on, investors, customers, and journalists had questions. Stowell stressed that maintaining a conservative approach wasn't enough. The bank had to continually be aware and track public reaction to the industry and communicate how it was different from other banks.

2. Relationships. One of the most important aspects of public relations and marketing continues to be relationships, even though Stowell sees relationships eroding under the weight of social media. No, he doesn't see social media as evil. On the contrary, he advises anyone who wants to enter any communication field to know it inside and out.

At the same time, Stowell says that many students sacrifice too much one-on-one quality for the promise of quantity that social media provides. Not all of their personal or presentation skill sets are as strong as they need to be, he said. They tend to sacrifice real relationships too often.

Stowell says they need a more balanced approach, taking the time to make in-person impacts both internally (with executives who will teach you the industry) and outside of the industry (journalists, customers, and investors) who want to trust the professional they are talking to as much as the organization.

3. Active. With journalists facing more time famine than ever before, public relations practitioners need to consider how to make the journalist's job easier, not harder. In addition to establishing a strong and worthwhile relationship, Stowell suggests that the best news stories aren't passive, but active.

Companies that do things naturally make news. For example, in his industry, banks that host economic forecast panels and share that information are much more likely to earn media attention. Even if the focus isn't on the bank, journalists appreciate organizations that look beyond themselves.

The same holds true within the community. Organizations that are involved within the communities in which they operate tend to outperform those that do not — not because of the bottom line but because the bottom line is that it is the right thing to do. For City National Bank, they work diligently ramping up support for education and literary.

4. Contrast. Although implied throughout all of the lessons, Stowell places an emphasis on finding contrast points that immediately identify an organization as different. Financial stability, relationship focus, and customer satisfaction are consistently listed among the top three for City National Bank (which earned it numerous Greenwich Excellence Awards over the years).

The reason is simple enough. If potential customers perceive several organizations as virtually the same in the marketplace, then there isn't a compelling reason to choose one over the other. Stowell says this is one of the reasons that many companies that attempt to follow the leaders or simply do what other companies do eventually fail because the point of contrast people will remember is who did it first.

Considering his point, communicators have a two-fold challenge. They have to identify what the company does consistently different and well and then effectively communicate it. Ergo, you have to walk the walk and talk the talk, not one or the other.

5. Measurement. It almost goes without saying, despite the number of the public relations professionals who seem to refute it. Communication is measurable and it must be measured.

"When a story runs in the paper one day and the bank receives seven calls to open new business accounts, it's a measurement," says Stowell. "Everything is measurable and you have to measure or you risk being unable to prove the value of public relations to the organization."

The point hit home for many of the students. Many public relations firms attempt to place value on exposure whereas the real measurement is the result of the outcome. Sometimes those outcomes are measured in direct response. Other times they are measured in public or customer sentiment.

Combined, these five topics provide a direct contrast to what many marketing and public relations professionals tend to talk about online. And, if anything, these topics tend to be the conversations that executive management have when making marketing budget decisions. Are you on the same page?

Measuring Effectiveness: Coke Says Buzz Is Not Enough

2013-03-20T06:00:00.000-07:00

Plenty of people have said it before, but Coca-Cola had invested hard dollars to prove it. Online buzz is not enough to have a measurable impact on short-term sales. Online display advertising works better.

While the concept seems to contradict what social media enthusiasts tend to tout, it's one of several studies that not only raise questions about the growing interest in online influence but also refute it. After all, if buzz doesn't drive short-term sales where display advertisements might, then what about influence?

Smart companies don't make decisions based on single studies.

Of course, according to the Adweek article, Coca-Cola isn't ready to toss out the baby with the bath water. Its digital media team points out that the findings were based on one study with one segment of one company that appeals to a particular customer. In this case, one with 61.5 million Facebook fans.

Instead, Coca-Cola will continue to look for ways to measure online buzz and other popular social media counts such as video views and social sharing. The company, one of the early entrants into digital media, wants to find a predictive measure that can pinpoint financial outcomes — at least so marketers may better understand the tradeoffs among media types.

Personally, I'm not sure they have to or that it is even possible. After all, no influence expert to date has considered that obvious problem with attempting to measure online influence. Much like social media, influence does not exist in a vacuum.

The psychology of a decision-making process is bigger than one trigger.

Most people aren't subjected to a singular influence that leads to a single action like influence scoring systems such as Klout suggest. On the contrary, most people are subjected to dozens or even hundreds of complementing and contrary influencers — ideas, people, personal experiences, and other variables — before they complete a multi-decision process that leads to a purchase.

Ergo, if a friend or "influencer" recommends a book, the suggestion is subject to all sorts of variables, ranging from what other friends and influencers have said, the largely random collection of reviews that might be found prior to purchase, any number of customer reviews at the point of sale, the propensity that they have made past book recommendations, whether or not you know the author, how far off it is from your preferred genre, whether or not you are reading a different book, etc., etc.

It seems amazingly silly to credit someone who might not even be the initial influencer with what is an infinitely grand process. But that is partly why all marketing is part art and science, not just science. The human brain doesn't merely string together 0s and 1s like a computer program. It's much more complex.

Keep watching Coca-Cola anyway. It finds out all sorts of interesting things.

While attempting to isolate the impact of social media, especially buzz, might not be possible given the magnitude of the variables, Coca-Cola is discovering some interesting data related to online advertising. According to the article, the company found online display ads could be considered about 90 percent as effective as television while search advertising is only 50 percent as effective as television.

Given the continued changes that Google is making to its search algorithm, this might surprise some SEO proponents because it runs contrary to what people like to think, unless we're talking about mobile. But the truth, I think, is even more surprising. One-off SEO has undermined search as some specialists attempted to divert unrelated searches to gain traffic. People trust display ads more than search because the ad is what it is — the search suggestions might not be what they want.

But it raises another wrinkle in most studies out there. The best marketing strategists — digital or otherwise — know that like all advertising, the operative word is sometimes no matter how hard naysayers try to steer people away from one or all facets of distribution. And that "sometimes" depends not only on the distribution method but also the timing, message, presentation, product, organization, audience, and a half dozen other things that most people don't know to measure.

Rethinking Content: The Same Same Everywhere Is Soup

2013-03-13T06:00:00.000-07:00

There are some big trends in social media today. Maybe some of them are inspired by niche platforms, which were were reinvigorated by the sale of Instagram to Facebook and the rush to adapt Pinterest for marketing purposes last year. Just three of the newest dozen or so platforms include Path, Fancy, and Vine. There are plenty of people looking to make their own apps too.

I've been watching a few people and businesses attempt to adapt these platforms for business purposes. It's common enough that they have made a business out of making social networks into marketing channels. Most of them dive in, review, and then attempt to reinvent whatever the space might be for marketing by creating catchy headlines and bullet lists. They have to be first because they want to own the search space.

There is nothing wrong with it per se. I do it to from time to time, assuming I can find something slightly more timeless in all the clutter. At the same time, there is also something sad about the state of things, given that not all of these new ideas will make it. The truth is that not all social networks need to be invaded by marketing. And companies that simply sign up to share their tired content aren't necessarily helping themselves.

Same same on every social network is not a communication solution.

One of the easiest and most challenging prospects of my strategic work is attempting to convince clients that establishing the same presence with the same messages on every social network and social app isn't a communication strategy. In fact, I tell most of them that if they cannot distinguish a unique communication purpose in each space, then they don't need it.

Sure, sometimes it's difficult to resist the allure. Path, for example, is a beautiful sharing platform. Maybe it has a use for some. Maybe it does not for others. Like many platforms trying to gain a foothold, it attempts to establish itself as the first choice for uploading content that can then be shared to other social networks like Twitter, Facebook, Foursquare, and Tumblr. (Think Plaxo in an app form with fewer connections.)

Fancy does that too, except it's packaged like a wish list. Vine is the most different, and possibly my favorite. It's the coolest because it has the unique function of editing together pics and video clips, turing them into mini movies. It's so good, I haven't made anything yet because if and when I make something there, it has to be good. Marketers will love it, even if most of them won't really belong there.

And that's the thing. Not everybody (especially not every company) needs to join every new space. And not everybody (certainly very few) needs to share the same content on every single social network they happen to join. (The only ones would be those that effectively develop completely different communities on each.) On the contrary, each social network is better served by a non-duplicated communication stream (with the exception of something exceptionally big). And again, unless you have a compelling reason, you might not a need an app.

How I advised a designer to maximize his social content.

Working in communication-related fields naturally connects me to many different kinds of creative and business people. As a member of AIGA, specifically, I know a few designers. One of them recently asked about networks because like many people, he joined more networks than he has time to create content for (without automating).

I immediately asked him not to automate. It was selfish on my part because I'm connected to him on each network and I didn't want to read the same content over and over. So, I suggested he keep his personal Facebook account personal, use his Facebook page for design theory (almost like a blog, which he doesn't want), Twitter as a connection tool, Linkedin for client/prospect contact, and Pinterest as his portfolio or inspiration palette. He has Google+ too, but I was at a loss of what he can use it for, even if it is getting better.

Although there will be times when one or all of those network connections will cross over (e.g., he writes a book about design), they all deserve a different approach with different content. I mostly do the same. For example, I generally only share posts here to Twitter (which I use mostly for professional connections), Linkedin (which is confined to business), and Google+ (because people still feel lonely there). It's rare I'd share it on Facebook.

To share on my personal Facebook account, it has to include something personal too. To share on my Facebook page, it has to be associated with writing, fiction or other professional pursuits. Likewise, I don't share every Instagram photo on Facebook. I only share those I took specifically to share on Facebook. You get the idea.

The point is, despite my oversimplification, that it is boring to read the same update everywhere. If it is boring for individuals, it's a safe bet it will be boring for most companies too. It's selfish and borderline narcissistic.

A few considerations for apps and trends in general.

If your company is considering an app because someone said that all organizations need an app, make sure you understand why people want apps. In most cases, people download apps from businesses because they are tools. For example, if I can quickly do my banking online with the fastest and more secure connection, very cool.

If it wants to send me advertisements, I'm not very excited. There are other considerations too. I jumped into the content-to-app market for a review site side project a few months ago. Based on downloads, Liquid [Hip] on iTunes is mostly successful as a third-party publisher/developer solution. It's available for Android too. It's free.

I'm glad we did it, but there were some consequences. Faster content access via an app resulted in less web traffic. While that's fine with me, it wouldn't be fine for everyone, especially if advertisers are buying display ads.

Maybe even more important, if the review site wasn't a side project and had a budget to develop its own app, then I would have to rethink everything. I would have to because the best apps are tools and entertainment.

Three questions to consider about content and social networks.

If there is a better answer than "it depends" in determining how a business should use or consider a new social space or want to invest in one, then ask yourself or your team three questions. Any or all of them make a difference.

1. What content can we offer on this network that we don't offer anywhere else?

2. Do we have the time and talent to do it right and will anybody care if we do?

3. Does all the content we create fit into our overall strategic communication plan?

The reason these questions are so important is because organizations frequently blow one or all three. They share the same content on every network. They create self-interest content (what they want people to hear) more often than anything that people will find interesting or helpful (what people want to hear). And many of them adopt tactics that seem effective for the medium without considering the company's long-term brand.

Long term is key here. Social networks, campaigns, etc. all come and go. Brands need a longer shelf life. So rather than continuing to allow short-term social networks and search engines to wag the company brand around, it might be wise to spend more time on the strategic side again. It's where the real strength needs to be.

Reinventing The Wheel: How To Think Forward

2013-03-07T06:00:00.000-08:00

The expression is so common in communication, software development and some engineering segments that many people recognize it as cliche. And yet, there are those who still love to lean on it.

"Let's not reinvent the wheel."

The concept behind it feels right. The idiomatic metaphor warns people away from duplicating a basic method that has already been created and optimized by others. Thus, a wheel is a wheel is a wheel.

But is a wheel just a wheel? If you take some time to think about it, the real brilliance wasn't the wheel in 3,500 B.C. It was the fixed axle. Right on. It didn't take any talent to conceive the rolling cylinder, which has been reinvented a few thousand times to accommodate different applications. (One of my ancestors, in fact, very literally reinvented the wheel with the introduction of pneumatic tires.)

Anyway, the real scientific advancement was figuring out how to connect a stable stationary platform to the cylinder. Without the axle, the wheel is mostly useless. But I'm not suggesting we turn a more accurate phrase by saying "let's not reinvent the fixed axle." After all, even an axle can be reinvented.

"Let's reinvent everything."

The truth is that had automobile manufacturers took a bigger interest in hovercraft technology, wheels might feel as passé as cassette tapes today (except for specific applications). But automobile manufacturers didn't do it, begging the question: what has not reinventing land transportation cost us?

And this is something that business executives and communicators might start asking themselves more often. What is the cost of not reinventing something? And, if not cost, how about missed opportunities?

When you look at some of the most successful companies in history, almost all of them were in the reinvention business. Steve Jobs reinvented computers and phones. Henry Ford reinvented car manufacturing. Edwin Land reinvented photography. And the list continues, with history tending to remember those who invented or reinvented something over those who borrow against invention.

The same holds true for best practices too. In communication (and social media in particular), there are far too few developing best practices and far too many searching for them. In some cases, it has led to what some people call a follow the leader mentality in social media and communication. I'm not as generous. I call it follow the follower, which is what spawns marketing myths and strands communicators anytime a social network reminds them that best practices are short term.

Best practices are inspiration points, not shortcuts.

The best communication plans for any organization rely on three concepts: temporal communication, adaptable contrasts, and best practice analysis for process adoption. The latter places a greater emphasis on evaluating best practices for possible adoption, but only after they are reinvented to fit.

It's somewhere in between the Not Invented Here (NIH) culture of some organizations and Not Anything New (NAN) culture of some organizations, with NIH assuming everything ought to be invented and NAN assuming everything that exists today is good enough. The people who subscribe to NIH frequently fool themselves into believing their ideas are new at great cost. And the people who subscribe to NAN were likely trying to find faster horses instead of building automobiles in the 1900s.

But what organizations really need are people who can research all the best practices and either reinvent them to fit or discover what no one else has done before. In the process, it usually results in something unique in its construction or an innovation that can change everything. In many cases, this is how some of the best and brightest companies started. And the same can be said for the best campaigns too.

Smoking Guns: Why Anti-Smoking Campaigns Fail

2013-03-05T06:00:00.000-08:00

The best guess by Gallup in determining the number of people who smoke in the United States is 20-22 percent. According to the Centers for Disease Control (CDC), this estimate fits. The CDC frequently cites that one in five people smokes cigarettes.

The number has mostly plateaued since 2000; slightly down depending on how it is sliced. But tracking the percentage can be a bit misleading as the population has grown too. In other words, the number of smokers in the U.S. is relatively constant (or may be increasing), which means it's time to face facts.

The four-decade long barrage of anti-smoking campaigns is no longer effective.

The reason seems pretty clear. Most anti-smoking campaigns do not target smokers. They target non-smokers in an attempt to vilify people who smoke instead. And that's fine, as long as policymakers and nonprofit organizations want to spend millions or more on ineffective advertising campaigns or pass anti-smoking legislation and sin taxes to make themselves look like heroes.

I think we can do better, but it will take better campaigns. They have to be targeted and they can't all be negative. After all, there is psychological evidence that suggests negative messages produce negative results. That might be especially true for smoking — the ages most exposed to anti-smoking campaigns are overwhelming under the age of 18. Coincidentally, the majority of smokers start before they turn 18.

For many of them, it was never about smoking being cool as advertising censors claimed. It is about being defiant to authority, demonstrating a foolhardy sense of immortality, tempting fate by flirting with something potentially addictive, or being accepted by peers and adults (e.g., parents who smoke) like it was a private club. The campaigns all play into this notion.

Afterward, once someone becomes a smoker, anti-smoking campaigns take on a different feel. They either make smokers feel bad about smoking or convince them to light up in defiance. The messages aren't much different from individual abuse smokers receive on a daily basis — which is impossibly ironic, given how many states are passing anti-smoking laws but legalizing marijuana.

Creating a better anti-smoking campaign means a bigger focus on benefits.

Many campaigns that are designed to help people quit aren't properly constructed. Most of them reinforce negative messages — how hard it will be to quit smoking, the impossibly low success rate (and significantly high relapse rate), and additional consequences commonly associated with quitting cold turkey or attempting to step down using gum, patches, e-smokes, or other nicotine replacements.

If you are are a non-smoker, think of any habit you have. If someone told you half of what they tell smokers, would you want to try to kick the habit? Probably not, especially if stress is a trigger.

A much more effective campaign would have a two-fold approach. First, it would help smokers stop smoking as opposed to quitting outright. Second, it would focus on the benefits and not the curse.

Don't quit. Just stop.

Stopping could mean any number of things, all of which would eventually help any smoker stop completely. It could mean they stop smoking in certain locations (cars, houses, etc.), at certain times (immediately after meals, while drinking, etc.), in front of certain people (co-workers, clients, kids), etc.

With each successful 'stop,' smokers tend to become vigilant in controlling the addiction. Each 'stop' leads to another until the act of smoking becomes more annoying than pleasurable. Some people might be surprised how often they might put off smoking if it feels like a chore. At minimum, it will make them more aware of how often they smoke and what triggers (prompt to smoke) they might have.

Along with these 'stops,' many smokers have an easier time stopping after they switch to a natural/organic cigarette. While natural/organic cigarettes are not considered healthier alternatives, there may be truth to the idea that commercial cigarettes have more addictive ingredients. They most certainly have more additives, as many as 600. Nicotine is hard enough to give up. Don't risk other additive addictions.

The benefits of stopping.

The benefits of not smoking are easily undersold. When most campaigns talk about the benefits, they talk about long-term ailments (e.g., cancer) or use them to paint all smokers as an unhealthy, smelly group of vile people. That doesn't help smokers stop. What might are the immediate short-term benefits.

Stopping for even 20 minutes can lower your pulse rate and blood pressure. Stopping for eight hours will remove more than 90 percent of the nicotine from your body. Stopping for 12 hours will drop carbon monoxide levels to normal and raise blood oxygen to normal.

It only takes two days for smell and taste receptors to begin to heal. It only takes three days for the lungs to begin to heal. It only takes ten days before teeth and gums to begin to heal. Within a few weeks, the circulatory system and heart begin to heal. Even insulin returns to normal in about two months. Eventually, most damage can be reversed until even some risks return to non-smoker or even never-smoker levels.

The changes and benefits are dramatic. And while such benefits timetable lists vary (a few are paired with disturbing images), talking about them could significantly help a smoker find a short-term health benefit that means something to them — from their teeth and gums to shortness of breath after exercise.

The two times I stopped smoking.

Even when I smoked, most people didn't know it. I seldom smoked in public and would mostly hide myself away if I did. Conversely, despite the habit, I exercised regularly, ate well, and established an aggressive teeth maintenance program. I never smoked in my house, car or in my office — always outside, rain or shine.

I stopped smoking last month. And unlike the other time I tried to stop, this time was relatively easy.

The difference was all in the approach. The first time, maybe eight years ago, I did it the way campaigns tell you to do it. I tossed out everything related to smoking. And much like they warned, I was irritable and miserable. And then I felt even worse, like I was letting everyone down. I lost.

This time was different because I had already stopped smoking 90 percent of the time. Then one day last January, I caught a cold and just stopped. I didn't tell anybody. I didn't throw anything away. I still have seven packs in the cupboard. They empower me more than tempt me. It's my choice to not smoke.

I initially made a choice that going outside in the cold was less desirable than just going to bed. When I woke in the morning, I decided to see how long I could wait. That wait never ended. Sure, there were some cravings here and there, but I already had a list of things that always made me not want to smoke — carrots, apples, cashews, sugar-free Jelly Bellies, gum, etc. (everyone has their own things). So, I would have one or two of those things instead. I was never irritable either. It felt easy.

While I would never suggest anyone take as long as I did to stop outright, I had to develop a plan that didn't exist — one that worked for me. Sure, seven years is too long, but my future self wasn't around to create a better campaign. A better campaign could have helped me stop sooner and possibly helped me avoid having surgery this year.

Unfortunately, I don't see many effective campaigns in the cards. Very few people in the medical profession want to embrace a step-down program without relying on prescription medication (all of which have higher relapse rates). Most anti-smoking advocates stress lifelong victimhood over willpower (because it helps funding). Most advertising agencies would rather have 80 percent of the population notice an ad than a fraction of 20 percent (because awareness is more valued than results). And the general negativity toward smokers is ingrained by a majority; it's as depressing as it is hypocritical (considering obesity rates and the recent legalization of marijuana).

Even some of the communication from trusted sources is off. The CDC, for example, estimates that 1 in 5 Americans dies from cigarette-related causes. Since they also say only 1 in 5 Americans smoke, the figure is either fudged or the government is suggesting that all people who smoke die from cigarette-related causes. Meanwhile, many cancer rates continue to rise anyway. Let smokers stop, guilt free.

Marketing Myths: Frequency Is Not Familiarity

2013-02-27T06:00:00.000-08:00

The Nielsen Global Survey recently released a study that suggests 60 percent of global consumers would prefer to buy new products from a familiar brand rather than a new one. According to organizations like Brafton News, this means marketers with established brands need content to cultivate continued loyalty while emerging businesses need trust and awareness through lead generation efforts.

But do they really?

Marketers thought they learned something valuable during the last Super Bowl, with many of them dazzled by the perfectly-timed Oreo advertisement insertion during the event blackout. The impact of that one advertisement primed the creative pumps of many marketers who went on to help turn the Academy Awards into a real-time marketing fiasco.

They weren't the only ones who learned that over insertion can be a bad thing. Michelle Obama drew unexpected but fair criticism that the White House and the Academy Awards jumped the shark by having her read the best picture winner a few nights ago. It illustrates how everything has an ad maximum and then it becomes ad nauseum. The First Family doesn't need to insert itself into everything.

And this is where the Brafton assessment and the original Nielsen assessment of the same survey are so different. Nielsen didn't suggest that the answer was more content and communication. The company suggested that companies need to uncover unmet consumer needs and clearly communicate those distinct product innovations with an optimal marketing strategy.

In other words, frequency really can be wasted and many brands did that at the Academy Awards when they attempted to hijack social network conversations and make the message about them instead of, well, the movies. It's like most of them forgot, all at once, that overloading communication again and again and again can lead to negative impressions as much as positive ones.

So why do they forget? Because most marketers are stuck on studies that prove the opposite. And they are partly right to believe those studies because they are true. Repetition has an impact. Attracting attention counts. Frequency is important. But let's forget that familiarity can also breed contempt.

Brand familiarity works. Identity familiarity does not.

Part of the problem is that marketers, social media marketers specifically but public relations and traditional marketers included, are confusing identity insertion with brand relevance and content marketing with trending topic chatter.

What's the difference? One focuses all communication on the relationship between the brand and the consumer, reinforcing the qualities that count and the emotions that shore up loyalty. The other attempts to insert the company name or logo or product into every conversation.

To put the difference into another perspective — identity insertion is like the kid who always raised his hand in class because he knew every answer, the little brother or sister who was always chased from the room, the stalker who would cast long and unwelcome glances at the back of your neck until every stray hair stood up on end. They are the attention hogs, interruptive pests, and creepy people.

Brand driven organizations are those that develop such a strong relationship with the consumer that when the generic term or experience has some relevance in their lives — e.g., cola, soup, tissues — the consumer immediately thinks Coke, Campbell's, and Kleenex. Or, in other words, Kleenex doesn't need you to have the brand on your mind every minute of every day. They only need you to think about them when you sneeze or, bonus, anytime you feel the need to prepare for seasonal colds.

They don't achieve this kind of top-of-mind awareness by hijacking current events. They achieve it by manufacturing a quality product that is a little softer on your nose but strong enough to get the job done. And then, once they've met this need, they communicate the distinction with advertising as an introduction. That is how powerful branding works. Familiarity through relevance over frequency.

Reacting Badly: Crisis Communication Is No Carnival

2013-02-21T06:00:00.000-08:00

There comes a point in every crisis when a company must decide whether remediation will cost more early or later. Early is almost always better, but the crisis has to end before anything can be remediated.

Carnival Cruise Lines learned this lesson the hard way. Rather than end the crisis aboard the disabled cruise liner Triumph early, someone made the decision that it would be safer (and cheaper) to tow Triumph to port. And, following what some might call standard crisis communication protocols, Carnival immediately took responsibility and offered full refunds to the inconvenienced passengers.

There was one problem. The crisis wasn't over.

For approximately 3,100 passengers and 1,000 crew members, the crisis wouldn't end for almost a week. And for every day they remained trapped on board, the unsanitary and unsafe conditions were increasingly compounded along with the crisis.

As various services failed onboard the crippled cruise liner, passengers took to sleeping outside or in the hallways to avoid hot, stinky rooms; were forced to wait as long as three hours to use a handful of bathrooms (or use bags, which led to more unsanitary conditions); and resorted to survival-like tactics as food became scarce, power outlets scarcer, and showers mostly impossible.

Sure, some passengers will insist that the Carnival hell cruise wasn't so hellish. A few passengers will be thrilled with the mediation offered: a refund, cruise credit, and $500 in compensation. (One of them, according to the Washington Times story, even laughed when their rescue bus broke down too.)

But unfortunately for Carnival, crisis case studies aren't defined by lighthearted souls. They are ultimately defined by the ones who suffered the worst, especially because the Carnival crisis made the 2007 JetBlue ordeal look like a day at Disneyland. That one didn't end until Neeleman was pushed out.

Carnival might have greater consequences. It faces a class action suit that will draw out its negative publicity well beyond the crisis. Expect that the ugly is only getting started. Not only did the company made the wrong call in allowing the drama to unfold over nearly a week, it's their third cruise line disaster since October 2012.

Crisis communication is 10 percent action and 90 precent reaction.

There is some truth to the notion that public relations professionals have little business in risk management, remediation, and crisis response. Not all public relations pros are trained in crisis management as well as crisis communication (and too many rely on tired tenets). However, this is once case where the crisis communication team could have stated the obvious. End the crisis first.

Because Carnival did not end the crisis quickly, bad luck stretched what ought to have been a half-day rescue into almost a week. And as the crisis progressed, Carnival was forced to make additional concessions as part of its remediation package. Partial refunds became full refunds. Full refunds became future discounts. Future discounts became cash offers. And ultimately, although almost unbelievable, Carnival told passengers they could keep their soiled bathrobes.

With each new event and concession during the crisis, Carnival opened up the opinion that remediation might not be enough. Every time something went wrong, Carnival opened up a round of possible negligence as passengers were put at risk of physical injury for days — particularly the way it handled human sewage issues. It had all the makings of a public health disaster.

It gets worse for Carnival. While the company has already issued a statement about compensation, it really hasn't made a display of empathy. The early remediation feels more like hush money, especially because Carnival's public relations spokespeople were forced to refute onboard passenger claims, continually reinforcing that the conditions were not as bad as some passengers said.

To be clear, the more Carnival attempts to defend its position (even in court), the harder it will be for the company to shake off a long-term stigma. Specifically, doing so will only reinforce that the crisis was not a harrowing experience for the company and its customers, but an "us" vs. "them" scenario with ample photographic evidence and potential investigative evidence that the company not only was responsible for the initial disaster, but also for every reactive measure afterwards — even decisions that were made after the passengers arrived in Mobile, Alabama.

Currently, the company has decided to remain mostly silent pending litigation. The last statement made was Feb. 15. The only other communication is marketing. You can save up to 20 percent on a cruise. The advertisement is probably most conspicuous at the top of the Google news search feed.

Reconciling Definitions: PR Is Not A Communication Process

2013-02-19T06:00:00.000-08:00

It didn't hit me until I tried to teach it, but the most recent definition of public relations offered by the Public Relations Society of America is wrong. It isn't a little bit wrong. It's a whole lot wrong.

It's wrong because public relations is not a strategic communication process. There is much more to it than that. Even my students crinkled their brows when the full force of comparison was offered for consideration. And then I gave them a working definition I've been crafting for some time.

Why The PRSA definition feels different from the First World Assembly.

The public relations definition works to streamline and simplify what eventually becomes a determent. Specifically, it pigeonholes public relations into precisely what many executives criticize it for — public relations is a whole lot of talk as if talk alone creates mutually beneficial relationships. I don't think so.

"Public relations is a strategic communication process that builds mutually beneficial relationships between organizations and their publics." — PRSA, 2012

By taking even a portion of what was decided at the First World Assembly of Public Relations in 1978, we find something more tangible. Specifically, the First World Assembly model did not rely on communication alone. It hinted at something else practitioners could do — take real action.

"Public relations is the art and science of analyzing trends, predicting their consequence, counseling organizational leaders, and implementing programs of action which will serve both the organization and public interest." — First World Assembly, 1978

Whether you like this definition or not (there are dozens of definitions out there), what I submit is that it is much more tangible than a communication process. It hints at programs instead of processes.

In considering the full scope of what I will be teaching this semester, it seems to fit. You can see for yourself by taking a look at the deck. It includes the definition I have been working on, but I want to break that definition into its very own section as a concluding thought.

Writing For Public Relations, 2013 from Rich Becker, Copywrite, Ink.

As you might have noticed, the definition I have been working on from time to time is included. And whether or not you like the definition, it's the thinking behind it that I submit for consideration.

"Public relations is the art and science of developing and managing immediate to long-term programs that strengthen the relationships between the organization and various publics; researching trends within the environment where the organization or those publics exist; determining the impact that those trends or other events may have on the organization and those publics; and providing for an open communication exchange that ensures mutually beneficial and measurable outcomes for the organization and those publics." — Richard Becker, 2013

Yes, I know. I receive "no votes" for making it too long to print on a lapel pen, a travesty given I take pride in writing tight as a copywriter. But then again, this is tight. Even if someone argues I hardly need to keep mentioning "the organization and/or those publics" again and again, it's so incredibly important.

Why? I'm happy to share with you. I consider it the fun part.

Public relations is really about taking groups that might consider themselves "us" and "them" and turning the whole thing into a "we" that can get something useful done. The job requires much more than persuasion. It requires much more than manipulation. It's requires much more than lies and spin.

The most successful public relations campaigns in history have always hinged on whether the organization and publics are willing to work together, and the extent to which they work together. If they don't work together, the campaign fails. If they do work together, the campaign succeeds.

Years ago, one of the very first public relations campaigns I worked on did exactly that (and we didn't even call it a public relations campaign). The agency I was working with had to develop a plan to manage an open exchange of communication for a program that was in everyone's best interest.

Specifically, houses would sometimes float away every time Southern Nevada flooded (a trend). So this project (simplified) consisted of seven primary groups, three organizations and four primary publics that wanted to stop houses from floating away during floods.

It might sound like a no brainer, but there are always consequences when prevailing thought to stop houses from possibly floating away might impact the environment, change property values, disrupt views, cause inconveniences during construction, cost taxpayer money, etc. This is the kind of stuff that can transform a "we" problem into an "us" vs. "them" vs. "them" vs. "them" overnight.

While I won't go into the specifics of the plan from start to finish today, we can suffice to say that everything we did — from hosting open, two-way communication town halls to recapping everything into a customized residential newsletter — was designed to ensure all seven groups shared a common mission to protect the public from flood waters literally washing their homes away.

We accomplished this not by jamming the ideas of lead organizations down the throats of residents impacted. We did this by nurturing open communication that had direct impacts and influences on the actual construction of a solution. Public relations didn't talk about it. We effectively transformed how everything would be done and what the flood control detention basins would look like while ensuring that the entire program maintained a "we" against dangerous flood waters vibe. That's public relations.

Communicating Big: The Art Of Nonverbal Power

2013-02-13T06:00:00.000-08:00

When colleague Kelli Matthews, instructor at the University of Oregon, shared a recent talk by American social psychologist Amy Cuddy, I was immediately curious and excited to see it. Cuddy's TED talk rubs up against some of my individual work related image development, with mine approaching it from different disciplines. I had seen her study two years ago, but not the talk.

I also thought this would be useful for one of my upcoming classes. Several former students have encouraged me to include a larger spokesperson session as part of Writing For Public Relations. In this case, the topic stems from Cuddy's work in nonverbal communication with Dana Carney and Andy Yap.

The crux of the research is simple enough. They note that humans and other animals express power through open, expansive postures, and they express powerlessness through closed, contractive postures. And then the researchers ask a riveting question. Can posing in these open postures create power?

The power of nonverbal communication is remarkable, even potent.

What was so fascinating about the study was that it confirmed that posting in high-power nonverbal displays (as opposed to low-power nonverbal displays) would cause neuroendocrine and behavioral changes for both male and female participants. Let me be clear here, because it's especially cool.

What they found was that the high-power poses could elevate testosterone and decrease cortisol, which was accompanied by increased feelings of power and tolerance for risk. Meanwhile, low-power poses exhibited the opposite. Any person, they suggest, could instantly make themselves more powerful by assuming simple one-minute poses.

While I find the subject fascinating, it is not the end of the story for me. While the research is spot on in terms of being interesting, Cuddy overreaches with her anectodal application. Specifically, like many personal branders have suggested, you can fake it until you make it.

Her own story suggests this is possible because she used to "fake it until you make it" in order to feel comfortable teaching at Princeton. In other words, if you pretend to be powerful, you will actually act more powerful (and be more powerful). There is some truth to this, but "faking it" is still flawed.

You don't have to fake it to increase your sense of power.

While the body can shape the mind, just as Cuddy suggests, it's more important to change reality rather the perception. In other words, you don't have to fake it to make it. You can simply make it by putting yourself in related experiences that will help you adopt and learn new leadership skills.

Why is that important? Because in one of the studies conducted by the researchers, they had the mock interviewers convey no emotional response. They had good reasons to do it, but what was missed was that setting might not account for real-life scenarios where one or more of the interviewers may be dominant.

In such scenarios, when people feel uncomfortable because there is no room to capture an "alpha position," they tend to respond using subconscious cues. And what happens? People who are prone to low-power postures surrender and those prone to inappropriate high-power poses can be agitated.

It is much more effective to give people empowering experiences. In fact, this is why so many motivational trainers ask students to climb poles, walk over coals, break boards, or any number of tasks that they have never done (but can do with some instruction). Doing something that one would ordinarily assume is extraordinary creates a mental impression that anything is possible while delivering the same chemical reaction that Cubby mentioned in her speech. And the more you do it, the more you believe it.

In fact, it's not all that different than what I teach interns and students. I encourage them to become involved with at least one nonprofit and one professional association because both types of organizations will open leadership opportunities for them. In addition, it will not only teach them that leadership isn't reliant on dominance like animals, but also emotional intelligence to adapt to a group.

The proverbial wise man on a mountain doesn't need a dominant posture to convey power. His perceptive size is the mountain. Or, if you prefer a different example, search for images of Mahatma Gandhi. Most of them convey low-power and even submissive postures despite his depth of power.

Disregarding Lessons: Last Lectures And Final Essays

2013-02-06T06:00:00.000-08:00

Like many people who work in communication last November, I read the last words of Linds Redding, a New Zealand-based art director who worked at BBDO and Saatchi & Saatchi. He died at 52.

Given I was scheduling initial doctors' visits to solve some bodily wonkiness after quietly turning 45 when I first read his essay, his words really sent me reeling. They seemed all too right ... that the creative side of advertising is largely a scam by holding semi-talented "'creative' people hostage ransom to their own self-image, precarious sense of self-worth, and fragile — if occasionally out of control — ego." That is an accurate description of the field, which is why none of it was all that important to him.

As it turns out, it was only advertising. Redding said he didn't do much of anything.

Thinking of it from his perspective, I thought the same thing. I have a shelf loaded up with glass and acrylic statues that mostly make me feel empty inside. There's about 100; 250 if I count all the paper.

But I won't do what Redding did and steal away the excitement of any kids entering the field. The reason for early recognition and peer review can be important (enough so that the topic probably deserves its own space another time). No, the good and bad of industry awards hasn't changed. I did.

In fact, I've changed so much that by the time the holidays had rolled around I had forgotten Redding's post until Hugh MacLeod picked up on those last words again. They were pointed at by long-time friend Valeria Maltoni, who was also thinking about it. She even shared one of MacLeod's points:

"What is heartbreaking about his story (British advertising veteran Linds Redding who died prematurely of cancer) is it reminds me of something that has always haunted and terrified me since I first entered the working world: the idea of getting to the inevitable end of your life, and in spite of all that talent, passion and energy spent working insane hours for decades, you don’t have a meaningful and lasting body of work to be proud of, money or no money."

I've had that mulling around in my melon since January. Maltoni did too it seems. She recently wondered about her body of work too, some two million words written for her blog. Mostly, the concept revolves around the idea that our respective body of works must mean something or make a difference to someone.

Mostly, I agreed with them for a few weeks. Except today. Now, I'm a bit miffed by it all.

Does it really matter what industry we work in if we want to make a difference? Do we need to find affirmation that somehow we have a created a meaningful or lasting body of work? Does the butterfly have to know that its wing flap changed the world a million years ago?

Nothing really matters, but every second counts.

My grandmother wasn't a writer. She never saw her 60th birthday. But she did have a "body of work." She raised five children and, for a good part of my life, one grandchild. She touched other people and their lives too, even if she did spend more than a decade fighting cancer. Her work is as good as any book or blog or body of work that someone might find on Wikipedia. But most people never will.

You see, a funny thing happens to some people when they can see that their life clock is finite. They make a choice to find regret or resolution. My grandmother was the latter kind of person, and I know what she might have told Redding. Your work mattered. Sure, it might have "only pushed some product around," but sometimes you have to think beyond what you can see.

Presumably, his creative work increased sales for a few dozen companies that employed more people, paid for more health care, inspired more dreams, and somehow made life a little more enjoyable. As a result, many of them all raised families, paid taxes, gave to charity, and made a difference Redding never knew. That's advertising. And it's one of the most brutal businesses any creative can aspire to be part of because outside of self-congratulatory awards programs, no one is ever going to know your name.

I'm a little bit more fortunate than Redding in that I've seen outcomes that have left an anonymous legacy beyond advertising for businesses, ranging from thousands of people helped through dozens of nonprofit campaigns to permanent policy changes in local, state, and federal government. But at the same time, I appreciate his point about time agency folks sometimes ask their families to sacrifice.

So, here's my tip about it. It's not the quantity of time or number of eyeballs that will matter, but the efficiency and impact of every second invested. Let me put it another way and make it easier.

Randy Pausch did an amazing thing when he wrote his last lecture. But I suggest taking it a step further. Make everything your last anything and it will matter more than you ever imagined.

That is what I'm going to aspire to do from now on. While I don't know that my upcoming class will be the last time I teach Writing For Public Relations at UNLV, I'm going to treat it like it might be. While I don't know if my next post will be my last, I can treat it like it might be. While I don't know if the next time I play a game with my kids that it will be the last game we play, I can treat it like it might be.

If you put 110 percent into everything you do, from something mundane like brushing your teeth or having a conversation in the checkout line with a stranger to writing an advertisement for a client or giving a lecture to a room with five students to 50 students, then it isn't possible to waste your time. On the contrary, the only time that can be wasted is when you swat something away like a nuisance. Then you might be right. It's a waste of time. But only because you made it a waste before you ever started.

Convincing Employees: Public Relations' Ugliest Public

2013-02-04T06:00:00.000-08:00

Ten years ago, when you mentioned internal communication to most public relations professionals, the best you could hope for was a blank stare. (A blank stare was still one step up from any reaction at the mention of social media.) But it wasn't really their fault. Many of them were taught it was hands off.

"Oh no, we handle all external communication," one might nod in agreement, emphasis on external.

Conversely, internal communication was generally overseen by corporate communicators, internal communication teams, strategic communication professionals, employee relations experts, personnel from human resources, or someone from management. Public relations was rarely part of the equation, which was a bit ironic, especially in larger organizations.

As much as the media felt that public relations was a barrier between the organization and the media, many employees felt the opposite was true. Public relations professionals were the barrier between employees and the media (and sometimes the organization), especially when they asked all media calls be diverted to their department. Otherwise, the only time public relations might be in contact was when the pro needed a briefed subject matter expert for an interview or someone to sign off on a quote.

With some public relations professionals including social media within their sphere too, some people say the same thing about social media. Employees on social networks ought to refrain from writing, speaking, or talking about work. Really?

If the company thinks that employees don't get "the message" then why would they think anyone does?

In some cases, the employees know "the message" better than public relations professionals. Don't misunderstand me. I don't mean "the message" that has been carefully crafted in strategic planning meetings. I mean the message as it hits the streets.

Consider some of the BlackBerry messages out now. People are voting about it. Most reviewers are hedging their bets about it. And public relations is already weighing in with Alicia Keys. Really?

Do you know who has the real story on the likelihood BlackBerry has a chance? Employees. No, not the scripted kind. The kind who will tell it like it is — which elements were rushed, which coworkers felt pressured, what might have been said as the first round was passed around in house, and whether or not Keys is a demanding global brand guru.

Sure, most of them will keep their lips sealed for good reason. But that's the point. Any time employees can't be trusted to speak plainly about the new product, it's probably because they didn't buy into the communication that marketing and public relations developed. In some cases, they didn't even hear it.

I'm not saying that's the case for BlackBerry. My guess is most employees are hoping the hail Mary works out. If not, it's anybody's guess how long the organization can sustain itself. But for most organizations, the experiences it delivers — in terms of product performance or customer service —tell the real story.

For example, have you asked an employee if they saw a story about their story? Some are clueless and disinterested. Some are surprised and very interested. Some are knowledgable and ready to embellish it at the expense of the organization. Others will enthusiastically puff the company up. The same holds true for new product launches. Will employees secretly advise waiting for the updates? Will service plan providers wave people away from the sale? Is the message migrating from the inside out or are just a few people trying to convince the tech media market to take up the banner?

Multitasking With TV: Where's Your Message?

2013-02-01T06:00:00.000-08:00

People still watch television, but most people watch it differently. As many as 42 percent of U.S. consumers now say that they access the Internet via their PCs or laptops (and 17 percent access the Internet via smartphones) while watching it. Almost 25 percent of them specifically sign on social networks.

These were among the most recent findings to come out of the KPMG International 2013 Digital Debate survey, and it raises a very interesting question. If consumers are multi-tasking television, the Internet, and social networks, then where do you want your message? Or maybe there's a better one.

Can marketers count 100 percent engagement when mediums only earn 25 percent attention?

A 25 percent share of attention is probably generous. I've seen my son and his friends, effortlessly toggling between the net, networks, text messages, television, and gaming console headset. It makes me wonder how any old school marketer can hope to reach him. They can't unless he wants them to.

The majority of purchasers like him are predetermined by other factors, leaving the close of any sale based largely on the manufacturer's ability to provide on-demand advertising and a means for a seamless transaction. And he is not alone.

Ideally, marketers need to develop campaigns that touch their audiences simultaneously. For example, a television ad might introduce someone to a product, while a simultaneously-placed ad on a social network/app/Internet brings the transaction closer to completion by giving consumers the ability to respond/purpose immediately or save information for future consideration. The bigger vision is to deliver communication like it ought to be created — integrated.

Technology is right around the corner to make everything easier.

Some people, including KPMG, believe this might change as smart TVs are adopted, but it's much more likely smart TVs will be leapfrogged by the next generation technology that follows Apple and Wii in providing dual screen functionality. Dual- or triple-screen functionality marries the allure of multi-tasking with multiple screens, much like they do across disconnected devices (until they are connected by airplay or cables).

The demand for more seamless innovations been steadily increasing over the last few years. In fact, according to the study, 14 percent of U.S. consumers (mostly ages 25-34) prefer watching television on a smart phone or tablet. Chances are that many of these consumers already use cable connections or airplay to toggle mobile content onto their bigger screens. In other words, they don't even distinguish between television and digital formats. They only see screen sizes.

Catching Catfish: Always Vet The Data

2013-01-30T06:00:00.000-08:00

Some people never feel the need to be anonymous, online or off. But other people do, with their intent ranging from noble to malignant or their reasons ranging from convenience to pre-existing community standards (e.g., most people use creative avatars and punchy screen names). It's increasingly accepted.

So, it seems, is lying. As many as 25 percent of people admit they lie online (um, it's higher), citing security as the primary reason (um, it's not), and that doesn't account for the growing number of social network accounts that are partly or completely fabricated.

The phenomenon has grown up enough that it carries a better moniker than when Mackey or Chapel stole the show. Some people refer to fictitious and semi-fictitious accounts as catfish, named after the film-turned-television series. The series premiered on MTV in November 2012. It happens all the time.

The consequence of catfish in communication.

Catfish are the bane of big data, enough so that some social networks are starting to do the unthinkable while ignoring the more obvious breaches like the one recently shared by Amy Vernon. In creating what is assumed to be a fictional account, someone hijacked Vernon's photos and started using them as his or her own under the name 'Melissa Dugan.'

And much like the new television series, Vernon's recent story sheds some light on the impact of catfish. There are personal and professional consequences. Fortunately, she is reasonably able to cope with it so far. But one can only imagine how long (if ever) Manti Te'o will need to fully reconcile the impact of having an online girlfriend — who died and was later resurrected — who was fabricated.

Much like the documentary Catfish, some people go so far as building an entire network of fabricated profiles to support their primary fabricated account, often grabbing up other people's pictures to do it. In the documentary, for example, an entire network of fake friends validated the fictitious account.

It's one step further than what married people who want an affair do on dating sites. Instead of making up one persona, catfish make up entire communities. What they do isn't limited to individual events.

Beyond individual masquerades and into public opinion.

While some social media experts are quick to think about how fake accounts game popularity, some catfish are specifically set up to skew public opinion. Sometimes these efforts are harmless (such as casting a few extra votes for a favorite band on a survey). But others might not be harmless, given they are used to literally mask agendas by "washing" content through five or six profiles.

Three years ago, I tracked an unsupported news release that eventually became 'validated' by news. Public opinion catfish operate in much the same way, sharing volatile content across less-volatile social network accounts to create the illusion that whatever news is being shared is credible, sometimes rewritten to appear palatable. Or, in other cases, "washing" away geographical data is sometimes done to affect the perception of public policy (e.g., online politics frequently infuses outside interests).

Organizations are equally susceptible to such campaigns. It's not all that uncommon for some angry consumers to repost singular complaints across dozens of networks and review sites (and sometimes with more than one account) in order to disparage a product or service for whatever reason (justly or unjustly). There have even been cases where black hat competitors have driven up negatives, directly (fake reviews) and indirectly (propping up real negative reviews).

While there is a need to retain anonymity online (much like there is a need to preserve social satire), the rest of it — fraud and identity theft — is the leading unaddressed challenge within digital communication. And the best course of action today, although not foolproof, is to slow down, vet the data, and then vet the data again (even if you recognize the avatar, photo or logo as a trusted source).

Failing Forward: Debbie Millman At AIGA Las Vegas

2013-01-28T06:00:00.000-08:00

Debbie Millman knows something about failure. Most people would never guess it nowadays.

Today, she is a writer, educator, artist, brand consultant, and radio show host. Specifically, she worked in design for over 25 years and currently serves as president of the design division at Sterling Brands, a leading brand consultancy formed in 1992 with offices in New York, San Francisco, Los Angeles, and Cincinnati. She's held the position for 17 years. You know her work.

The consultancy’s client roster includes many international brands such as Procter & Gamble, Nestlé, Disney, Bayer, Google, and Visa. She has been personally responsible for working on the redesign of over 200 global brands.

While her position alone would be enough to scream success, she is also a contributing editor at Print Magazine, a design writer at FastCompany.com, chair of the Masters In Branding program at the School of Visual Arts in New York City, and hosts the award-winning weekly radio talk show “Design Matters With Debbie Millman.”

And yet, with all sincerity and despite the twinkle in her eye, Millman is among the first to say that her career never really took off until her 30s. Before that, she chalked up one failure after the next.

What does Millman think made all the difference?

While Millman shared a top ten list of things she wish she knew before she started her career (a list that will be published on a transitionary AIGA Las Vegas site later this week), it took a question from the audience to pin it all down. When asked what was the catalyst for change, she settled on a single word after a long and thoughtful 30-second pause.

"Therapy."

The single word answer almost fell flat on the 200 or so attendees at the Jan. 25 event hosted by AIGA Las Vegas, Las Vegas - Clark County Library District and Library Foundation. Enough so, that as a speaker and instructor, I wanted to jump in and provide a greater context for what she meant. I got it, even if not everyone did.

Millman didn't mean that everyone needed to find a psychologist or therapist to find success. But what most people need to do, especially students on the eve of graduating who can't see a clear vision into their future, is to change their thinking. The greatest road block for success begins with giving ourselves permission to succeed, something Millman had admitted that she never really did until later.

"I started to choose a path that was failure proof," Millman said. "If there is such a thing."

Over the next half-hour of her presentation, she outlined a career path that chronicled one failure after the next. The worst of it included becoming the object of ridicule on one of the first design blogs ever created. The blog, Speak Up, attracted dozens of comments from designers she admired in the field.

Her revision of the Burger King logo was met with considerable scorn. But it was the blog's comments that drove the discussion away from a single logo design and defining Millman as a talentless hack.

Millman might have been able to weather the criticism had she not just recently been more or less shackled by the leadership of AIGA as not being progressive enough as a designer to hold a position on their board. (This was also despite finally finding her dream position at Sterling Brands.) Basically, it meant to her that neither AIGA designers nor anti-AIGA designers would accept her or her work.

But that was a long time ago. What really changed it for Millman was her ability to stop avoiding failures and start embracing them. In fact, Millman says that if you don't make mistakes, you aren't taking enough risks. And taking risks — not avoiding failure — is a critical step toward finding success.

You can't be successful by trying to avoid failure.

Many of Millman's life lessons are much like that. While some people might chalk it up to common sense, the truth of it is that most people are afraid to take risks, find excuses not to make them, tend to quit too soon in order to prove success is elusive, and never give themselves permission to live the remarkable lives that they dream of, assuming they ever open themselves up to dream them. I couldn't agree more.

Therapy is the right answer, but it doesn't necessarily mean hiring a a therapist. It means accepting who you are and changing your outlook about what's possible, especially if you have built a lifetime of resistance. Most people need help to do it. And it just doesn't matter whether that help comes from a teacher, mentor, friend, colleague, ideology, faith, or whatever because it sounds simpler than it will be.

We have to be open to the possibilities, work hard in actively pursuing them, and never give up in the face of failure. As Millman eventually learned, it was her failures that often opened doors for success and not the other way around. Or, as she so eloquently put it, she failed her way to a successful life.

Storytelling: Where Communicators Get Miffed

2013-01-25T06:00:00.000-08:00

Since scheduling pushed back one of my creative projects this month, I had this idea to recycle some fictional content as a holdover until I had time to finish up something freshly original. The initial thought seemed smart. The story hadn't appeared since it was part of a juried art exhibit years ago.

It took some time, but I found the story, polished it up, gave it another read, and then decided I hated it. But undeterred, I passed it over to an editor anyway. She wasn't keen on seeing it republished either, which was secretly the affirmation (or perhaps anti-affirmation) that I wanted. Weird, I know.

The story didn't fit with my most recent body of work, and I was very curious why that might be. She offered some suggestions, but none of them felt right until it hit me. The only feeling that lingered after the last sentence was somewhere between nothing and cynicism. Everything recent hits much harder.

Yeah, but what does this have to do with marketing and communication?

It has everything to do with it, which is why I'm starting to believe that everything most advertising, marketing, public relations, and communications teachers taught you was wrong. Almost all of them miss one of the most important ingredients in content, and it's the same one clients most often miss too.

It's not their fault. Rubrics have a stranglehold on education. In the communication field, one of the most popular is the ADIA model — Attention, Interest, Desire, and Action — or any of its variations (CAB, ADICA). It's a fine model, but it just isn't enough.

There is something else at work that writers have to pay attention to. It's the ability to move beyond the call to action and connect with an emotion, which is what creates the illusion that content is a fulfilling conversation. Think of it as an epilogue of sorts that creates an emotional connection (and I don't mean a like, follow, friend, or retweet) that people will later identify with the brand.

This is why tapping into people's imagination is so important. It's also why two perfectly structured advertisements that follow ADIA or some other format are not always equal. One might follow the structure, but it misses this mysterious ingredient. (Heineken's recent viral The Date spot misses it.)

The missing ingredient includes two parts. One is an emotion. The other is fulfillment. While the former can be anything, the latter needs to linger on a universal truth. Even if not everyone agrees, it feels right.

This feeling, that the author reinforced or opened our eyes to something new but patently obvious, is what makes some storytelling work so well. Mickey Gomez really gets it, even if she hasn't analyzed it. Geoff Livingston mostly gets it because it is innate in him. Jennifer Lawson gets it, even when her technical skill sometimes slips. I get it on good days. Most writers really don't get it.

Clients don't get it either, but for a different reason. Most of them are too focused on the experience they feel, and not the consumer. In other words, they look at the content and get excited because they think it represents them. But trust me on this: Consumers don't care how good an ad is supposed to make the brand look.

The one question you should always ask about your content.

It's not always easy because, just like clients, writers sometimes become consumed by craft. They are either taken by the cleverness of it (as in advertising), the 'sales' pitch (as in public relations), or how pretty the prose is (as in authors). All of that might help, but none of it matters.

Storytellers and content creators have to look at this stuff objectively and then ask themselves what is the feeling a non-stakeholder will be left with at the end of the story. And then they have to consider whether or not that feeling aligns with the brand and creates a connection (ideally one associated with the brand). This is where content marketing and customer experience connect.

Ergo, content is an experience ... but only when it fits. It's the lingering emotion that really counts.

Researching Colleges: Future Students Prefer Digital Stealth

2013-01-23T06:00:00.000-08:00

Forget interviews. Forget phone calls. Forget campus visits. College bound students are researching future colleges with the click of a mouse or tap on a mobile application. Like many organizations are learning, the next generation of college student is more inclined to shop a future college online.

Almost 55 percent of prospecting students are investigating colleges every day, using social media networks and search engines over print guidebooks and direct marketing products. Almost 25 percent applied stealth to their searches, making it more difficult for colleges to pin down prospect interest or profile them based on any discernible psychographics or demographics. You know what that means.

Don't blink because your customer is invisible.

According to a new study conducted by Lipman Hearne, a national marketing and communications firm, and Cappex.com, a college search website, future students are researching schools online as early as their sophomore year in high school. And they are looking for very specific information, along with passive analysis, to determine what institutions might be a good fit for their college years.

1. Scholarship and financial aid packages.
2. Reputation in a major field of interest.
3. Affordable tuition and fees.
4. Strong academic reputation.
5. Job assistance after graduation.

In addition to prioritizing preferences, the report focuses in on prospect communication preference, noting that nearly half had visited a college's website on a mobile device (45 percent) and one in ten had downloaded an app from a college on a mobile device. What students are less interested in are text messages, unless they have an expressed interest in the school.

Students also turn to social networks as part of their research (85 percent reported having at least one social network account). And although most say that social media does not influence their decision, students frequently look for status updates, offerings, and even invitations. But what most won't do is use this information to start a conversation, poll, or ask friends for opinions on their school choices.

There is also some indication that colleges are over-marketing to students via email. The average prospect reported receiving as many as five emails from colleges that they have reached out to for information. The communication is intrusive enough that many have set a dedicated email specifically for college information. About 71 percent check this separate email account daily.

Not surprisingly (although surprising to some), more than one in three graduating high school seniors indicated that advertising influenced their application decision or influenced their enrollment decision. Students also identified online banner ads as more effective and easier to recall than other forms of advertising. Both of these statistics represent a dramatic shift in online behavior, which has previously suggested that social media is more influential than advertising. This might not be true in the future.

The Lipman Hearne study is available for a free download, but requires the typical form fill. It included more than 11,000 students as part of its survey process. It should also be noted that the research was conducted online, which sometimes skews data toward the medium where the survey was taken.

Looking beyond college bound applications and learning about consumers.

While the study was conducted to better understand stealth applicants — students who investigate schools before and after applying to the school — it suggests that the next generation of consumers is already shifting their mindset. Specifically, more customers watch and listen to organizations without identifying themselves as potential customers. In essence, they are passive in their research.

Passive online participants (voyeurs) still represent a majority of online participation, even if many social media experts skew toward the more talkative and visibly engaged customers. But there is one difference between the voyeurs of the past and the voyeurs of the future. The voyeurs of the past were quiet because they weren't comfortable with the new tools. The voyeurs of the future know the tools and purposefully remain unengaged to avoid intrusive marketing efforts like emails and phone calls.

This could be a significant find because it seems that while the next generation of customer may be more reliant on digital research, they are also interested in remaining invisible to big data by giving off the appearance of disengagement. Note to researchers: Focus groups still require different formats.

Avoiding Stereotypes: The Color Of Ideology

2013-01-21T06:00:00.000-08:00

No one really knows what Martin Luther King, Jr. would have thought had he lived to see the 50th anniversary of the March on Washington for Jobs and Freedom (Aug. 28, 1963). On one hand, Americans had not only elected but re-elected the first African-American President. On the other, it has created one of the most divisive socio-economic-political climates since President Abraham Lincoln.

I, for one, would like to think he would stand by the lines delivered in the I Have A Dream speech, holding firm to his conviction that people not be judged except by the content of their character. For although racism has largely been abolished in the hearts and minds of a majority, the propensity of humankind to divide has reached a crescendo on dozens of other fronts, ranging from the values people hold to the rights they are willing to defend as part of the definition of freedom.

Whereas in the era of Martin Luther King, Jr., people were unjustly and commonly segregated by the color of their skin, hate speech and stereotypes have found a new home that often ignores the color of our skin and ravishes us instead for religious views, political leanings, and urban-rural localities. While few people would defend hate speech aimed at racial heritage and cultural identity, it has somehow become accepted to characterize some religions as deserving censor, some political parties as callous, gun owners as redneck bigots, and even whether they take notes on a notepad or laptop. And today, rather than enacting segregation in schools, most of it takes place in news outlets and social networks.

So let's be clear. Stereotypes are ignorant, regardless of righteousness.

A stereotype is a thought about a specific group of individuals that is used to forward the belief that a single commonality about that group can accurately define all characteristics about that group, usually intended to cause others to emotionally react to the naming of the group with good or bad prejudice.

In the past, it was most commonly associated with heritage. Today, it's most commonly associated with ideology and identity. But what hasn't changed is: they are almost always wrong, especially when they are used to dehumanize people; they are exceptionally damaging, especially if we accept derogatory stereotypes that other people assign us; and they are hardwired into our brains, which means we have to be ever vigilant in dismantling almost all of them.

Some people are surprised anytime it is suggested that we are hardwired to invent stereotypes; the truth to it is scientific. Our brains invent stereotypes in order to make our world less cognitively demanding. It's all tied to cognitive psychology, which was always my favorite sub-discipline of psychology (and one of the most useful for communicators and marketers).

Cognitive psychology delves into how people perceive, remember, think, speak, and solve problems. And one of the mental processes is how we categorize and compartmentalize information. For example, when we learn fire is hot, we categorize it as something that can burn us. Later, when we learn an oven or stovetop can be hot, we might put it into the same category. We need it to survive.

But then something happens sometime between junior high school and high school. Our cognitive processes begin to take on more abstract forms as we begin to define our world based on arduous notions not much better than The Breakfast Club, a film about five high school stereotypes — jock, geek, stoner, outcast, and socialite — who find temporary common ground around being detainees.

Unfortunately, few people ever really evolve from these baseless social roles. They simply trade them in for new ones, making the world easier to understand even if this understanding is flawed. Worse, we sometimes compound the problem by pursuing the characteristics of stereotypes that we want to belong too, making them seem all the more valid, and creating campaigns to prove they are true and desirable.

The evolution of cognitive thinking relies on individual character.

There is one simple reason that I tend to attract diversity among friends and associates. Much like their heritage, their ideologies mean less to me than how they behave and treat others, especially those they seem ideologically opposed to across any number of socio-economic-political issues.

And for that, I grant them equal tolerance even as we disagree, especially if we can maintain a relationship without having to dress up in a costume and, most assuredly, if we can agree not to censor or subjugate other people's rights, property, and values. It's called respect. It's called refusing to drink from the cup of bitterness and hatred. It's called character, built on trust and understanding that all men and women are created equal without being forced to carry the loadstones of ancestry and stereotype.

That's my dream. And while I could be wrong, I would like to think it was Martin Luther King Jr.'s dream too — that the flaws of one character within a thinly connected group ought not be used as a weapon to vilify each and every perceived associate. This is, after all, America, a place where we are supposed to be uniquely accountable to our own behaviors and actions and deserve to be judged according to our character and not the behaviors or actions that people attempt to assign us.

That said, it is my dream that people think twice before embracing hate speech and stereotypes, carelessly sharing and spreading such messages across their social connections without any thought of the disparagement they might cause others because underneath it all, no matter how we divide people, we really are all brothers and sisters of the human race. And so, in observance of Martin Luther King Jr. day, good night and good luck.

Improving Press Releases: A Two-Part Social Test

2013-01-18T06:00:00.000-08:00

People tend to give press releases plenty of flack. But in many cases, the problem isn't the tool but the practitioner who created it. If you want better release performance, start with the source — the author.

I'm not suggesting that public relations practitioners need to be canned. What I am suggesting is that public relations professionals test themselves by taking advantage of other in-house professionals and social media to see just how great (or not great) their press release (or social media release) crafting skills might be.

Pass a press release draft to a colleague, but not to edit.

Rather than passing the press release to someone to edit, ask them to write a news story from the release as if they were a journalist working for whatever new niche the story is intended. The public relations professional might even be able to test themselves, assuming they're objective enough to do it.

This process will immediately reveal any flaws in the press release before it ever sees the newswire. It might even produce some new ideas for better leads, hooks, or angles that no one ever thought up.

1. Did the release pass the news test?
2. Did it offer enough hooks to inspire different angles?
3. Did the person acting as a journalist have to ask follow up questions?
4. Did the quotes stand out enough to be used or were they too canned and cut?
5. How hard did the person have to work to ferret out any story from the content?
6. Did the story turn out interesting enough to read or was it as dry as what was supplied?

Always keep in mind that the measure of a press release is not whether or not it will run as written. On the contrary, it needs to be written so that any journalist can immediately see the news value in it and feel confident that they can put their own spin on the story. Ideally, it contains the news they don't know.

Publish the story someplace like a blog; give it a social media test.

Make no mistake, journalists are under increasing pressure to prove their content is being read. And right or wrong (mostly wrong), more publishers are tracking how many hits, shares, and time on a story to determine whether or not people are interested in the content. (This data is then turned into ad sales.)

The only way to really know is to publish the potential content yourself. Publishing the story (not the release) on an intranet, website, or blog could provide some indication of its potential success. And in this case, the objective doesn't have to be viral as much as benchmarked for success.

1. Did the story attract more or less interest from intended readers?
2. How long did the average reader stay on the story page?
3. Was any of the content shared across social networks?
4. How did it compare to stories already published across the industry?
5. Was any of the content recycled or used for other story purposes?
6. Were there any patterns in terms of reader demographics or special interests?

The bottom line is that just like public relations pros ought to challenge themselves to find newsworthy content on the inside, journalists are challenging themselves to find newsworthy content on the outside. What they don't have is unlimited time. As newspapers and publications have scaled back on staff, the general function of a news release ought to make it easier, not harder, to get the job done.

Testing the potential of the news story that press release, internally and/or externally, can provide some insights to ensure you're on the right track. In fact, even if the stories are only tested internally (especially useful for larger companies), readership patterns will likely emerge. Some stories will sink, others will win interest. But more importantly, it will help improve the story catalyst — a press release that editors know has the potential to attract some interest and traffic to their publication and reporters know will make their jobs a little easier and, perhaps, more interesting.

Copywrite, Ink.

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