Sweetmantra: Internet Marketing Advice

Discover "Minivertising" at 2009 CMA National Convention

Forget about thinking big. You need to think small!

That's the rallying cry for a presentation I am giving at the Canadian Marketing Association's National Convention in Toronto on April 28, 2009.

The Canadian Marketing Association (CMA) has invited me to present my newest talk, "Minivertising", at Canada's largest marketing conference. This national convention is held each spring in a different city and welcomes thousands of attendees.

Here are the details:

"Minivertising" – The Big Future in Targeting a Tiny Niche
Tuesday, April 28, 2009
10:30 - 11:30 AM
Register for the conference

Forget about thinking big. You need to think small! Until recently, it was expensive if not impossible to market to a highly segmented target audience. Not any longer. Discover how marketers and entrepreneurs can use social media and emerging Web tools for affordable and effective mini-targeting. No matter what the size of your company is, you can learn how to become a dominant player in a profitable niche.

If you’re a marketer, you will learn how to use the principles of minivertising to generate interest for your client’s products and services, no matter how constrained their budgets are. If you are an entrepreneur or business executive, you’ll discover affordable and measurable ways to attract highly motivated customers to you, almost overnight.

For more information and to register, visit the CMA National Convention Website.

I hope to see you there.

P.S. Here is a link to the list of Minivertising Resources.

TigerDirect's Brilliantly Obvious Video Idea

Sometimes the best ideas are so obvious that you can miss them altogether.

There I am, surfing the Website of Tiger Direct, one of my favourite computer and gadget retailers, when I spot something I've never seen before on a retailer's Website: an embedded video link from something called "TigerTV."

I had been looking at the product detail page for a GPS unit, and this page had all the usual things one would hope to see, including detailed specs, lots of product photos, plus candid customer reviews.

But there, smack-dab in the middle of the page, was a link to a YouTube-hosted video about the GPS unit.

What the heck, I figured, I'll click on the video link and watch a bit of it.

Seven minutes later(!) I realized I'd just watched what was essentially an infomercial for the GPS unit. And you know what? I actually found it helpful. Even though the video was produced on a shoestring and the host was a little over-the-top (OK, a lot over-the-top), I still learned more about the features and benefits of the GPS unit in those seven minutes than I did spending twenty or more minutes reading the written content on the product page.

Why doesn't every online retailer do this? Or at least do this for those 'complicated' products that require that little extra merchandising effort.

Don't say it's "expensive" because you can churn out infomercial-quality videos like the TigerTV one for very little budget. And since Tiger Direct is using YouTube to host and stream the videos, there are no additional storage and bandwidth charges.

Such a smart idea ... and so obvious in hindsight. Yet I'd never seen a retailer do this before. Have you?

My Facebook Coach House Experiment

With all the hype about Facebook in the media these days, some people may be inclined to dismiss it as the flavour of the month. That would be a mistake.

I think we, as marketers and consumers, have barely scratched the surface of what Facebook is capable of. Here's just one example of another Facebook marketing experiment I conducted a few weeks ago.

My friend Jane was trying to rent her beautiful coach house in Toronto's Cabbagetown district. She placed an ad on Craigslist and sent around an email message to her friends, but she didn't get too many nibbles.

So I offered to help. Using Facebook's status line feature (which tells your friends what you are up to), I told my network of Facebook friends, "Bill is looking for someone to rent a friend's Cabbagetown coach house." I did this for about a week, and I updated the status line several times during the course of the week.

I was pleasantly surprised to receive five different inquiries from friends who were interested in the coach house. That may not sound like a big number, but when you consider the fact I 'only' had about 250 Facebook friends at the time, that's a 2 percent response rate. How many Internet marketing campaigns these days do you know that get a 2 percent response rate? Not to mention the fact the cost was zero.

Now I'm not for one second suggesting you run out and start pitching products and services using your Facebook status line. In fact, I am discouraging that.

What I am suggesting is that you think about the fact that thanks to Facebook, my little experiment found five additional potential coach house renters for my friend that she otherwise would never have known about. In less than a week. For free.

And that, dear reader, is why Facebook's potential is huge.

Update: July 23, 2007

The coach house has now been rented.

How I Ended Up Doing Social Media Marketing for ABC TV's Traveler - Part 1

For a few days earlier this month, I found myself running the social media marketing campaign for ABC TV's new show, Traveler.

After all, somebody had to.

Allow me to explain...

On May 30, 2007, ABC TV launched a new summer series, Traveler. No doubt inspired by the success of rival FOX's Prison Break, Traveler follows the misadventures of two young college guys who are on the run from the FBI for a crime they didn't commit.

The reason they are accused of the crime (the Oklahoma City-esque bombing of a New York City museum) is that one of their college housemates, a sketchy, technologically-savvy guy by the name of Will Traveler, appears to have framed them. Now Will has gone missing, and our two intrepid heroes must track down the elusive Will Traveler in order to clear their names.

Here (below) is a 3-minute trailer for the show that will give you a sense of how the whole thing revolves around the quest to uncover 'Who is Will Traveler?"

I caught the first episode of the series a day after it premiered, and while I quickly deduced the show wasn't for me (it was too predictable) I was struck by one thing: ABC and the producers of the show had completely missed the social media boat.

Halfway through the first episode, our heroic college boys are beginning to wonder if this Will Traveler guy they thought was their friend was really who he said he was. They begin to ask themselves questions about his background, and who this Will Traveler may be connected to. Then one of the guys decides to do some research into the mysterious Will Traveler.

Right about this point I'm thinking, OK, here comes the scene where they Google his name. But instead, one of the guys goes over to his girlfriend's house and rifles through printed (ahem) photos he has of Will Traveler.

When I see that, it suddenly hits me. These are American college kids in 2007. They wouldn't have a stash of printed photos. All their photos would be on Flickr or Facebook. In fact, why don't they just log in to their Facebook accounts and do some searching for Will Traveler there?

So that's what I do.

I log in to Facebook and do a search for Will Traveler thinking, duh, ABC or the producers of the show will have already created a 'profile' page for Will Traveler in order to extend the experience of the show. After all, it wouldn't cost them a penny to do this.

Nothing. Nada. No Will Traveler.

But surely hundreds, if not thousands, of fans of the show would be turning to Facebook to do their own 'investigation' into who the mysterious Will Traveler is? Think of the fun ABC or the producers of the show could have with this. Think of the buzz this would generate.

The more I think about this, the more excited I get.

So I do what ABC or the producers of the show should have done in the first place. On May 31, 2007, I create a Facebook profile for "Will Traveler."

And then the fun and games begin...

Stay tuned, as they say in TV land, my Will Traveler story will be continued in a week.

The Future is Simple, Literally

Want to ensure the success of your next product or service?

One way to do this is to buck today's "more is better" philosophy and instead aim for the utmost simplicity.

Start by reducing the number of features. Cut back on the options. And focus on doing one thing, and only one thing, well.

You can never make something too simple. Don't believe me? Ask yourself when was the last time you heard someone complain that a product was too easy to use?

Case in point: the Jitterbug mobile phone, a partnership between Samsung and First Street (for the US market). I came across a print ad for this product recently and was immediately captivated by the headline:

"It doesn't play games, take pictures or give you the weather."

Billed as "a cell phone that makes life simple," the Jitterbug features a big, bright screen, large, clearly-labeled buttons, and 24-hour operator assistance.

Designed with the (massive) boomers market in mind, the Jitterbug may also pick up admirers of all ages who appreciate an extraordinarily easy-to-use mobile phone.

Brilliant.

What does this have to do with Internet marketing? Well, I encourage you to take a cue from the Jitterbug and look with fresh eyes at your own products and services, and how you market them.

Have you made things as easy to understand or accomplish as possible? Are you using technical or marketing jargon that few laypeople would understand? Are you potentially confusing consumers by offering them too many options or features?

Perhaps the most "innovative" thing you can do is pare things down to the essentials. Easier said than done, of course, but worth considering.

Do this right and I'll bet the world will beat a path to your door.

15 Cool Things I Learned at the 2007 CMA Annual Convention

I had the privilege of attending, and speaking at, the 2007 Canadian Marketing Association Annual Convention in Ottawa earlier this month. Here are a few fascinating tidbits I gleaned from the many excellent talks and presentations I attended:

• Marketers need to learn how to 'outsource' the marketing to the consumers.
• Marketers need to develop mechanisms to detect and nurture the brand ambassadors (i.e., those consumers who will willingly act as promoters).
• Mass advertising for the iPod didn't happen until 9 months after the product launched; until then it was all 'word of mouth' marketing by brand ambassadors.
  (Source: Dr. Joe Plummer, Advertising Research Foundation)

• "Don't fear theft of your ideas; fear obscurity."
• To today's 'Net Generation,' "choice is like oxygen."
• Google is the world's fourth largest computer hardware manufacturer (of data servers).
  (Source: Don Tapscott, New Paradigm)

• People want more of what they can get less of.
• 90% of people look for less risk (try to avoid risk) when it comes to making a decision.
• You are four times more likely to be a CEO in North America if you are over six feet tall.
  (Source: Heath Slawner, Hart Resource Development)

• 50% of complex search queries (in search engines) go unanswered.
• 40% of the Web is not searchable...yet.
  (Source: Owen Sagness, Microsoft Canada)

• WestJet receives 1,000+ unsolicited resumes a week.
• The airline has a Department of Culture that is responsible for "creating a remarkable (workplace) environment."
• WestJet holds retirement parties for the planes it takes out of service. At the last retirement party for a plane, over 600 employees showed up.
  (Source: Richard Bartrem, WestJet)

• 74% of bloggers say they are open to receiving product or service information from companies, but only 9% actually do.
  (Source: David Jones, Fleishman-Hillard)

Next year's CMA Annual Convention will be held in Toronto in May, 2008.

Sony Pictures' Killer Marketing Idea

Is it possible to have an immersive, interactive, and on-brand marketing experience without even visiting a Website?

I believe you can, based on my recent experience interacting with the proprietor of the Pinewood Motel.

Here's the scoop: I'm watching TV and see a commercial for Sony Pictures' new horror film, Vacancy. Other than the fact it has some A-level stars in it, the film (and the commercial for it) looks like a typical slasher flick. Until the end of the commercial, that is.

Instead of the now de-rigueur Website URL, the following is briefly flashed on screen during the last second of the commercial:

"For reservations please call 1-888-9-VACANCY"

Huh?

I take the bait, grab the phone, and punch in the numbers:

"Folks, you've reached the Pinewood Motel..." says the creepy guy at the front desk.

And I am hooked.

Check it out: 1-888-9-VACANCY. It's very clever, even if the film isn't.

Window Tinting Search Reveals Smart Use of Video

Did you know you can buy and install special tinting film on your home windows to reduce the amount of heat transmitted into your house? It's kind of like tinting the windows of your car, except, well, it's your home windows.

I had no idea such a product existed until about 10 days ago when I Googled "residential window tinting" and quickly found myself at Gila Film Products, makers of window tinting film. Not only was I thrilled to discover there was a solution to my problem (the south-facing rooms on third floor of our house were turning into saunas) but I also stumbled across a great use of video on a corporate Website.

The Gila Film Products Website features a "how to install the window tinting film" page that includes a downloadable 11-minute instructional video that covers topics like the tools you need, preparing the work area, and correcting mistakes. Sure, I read the written instructions (also available on the Gila Website in both HTML and PDF flavours), but it was also extremely helpful to be able to watch the video and see how the professionals apply the window tinting film.

My wife, who helped me with the task (and lived to tell about it), also appreciated watching the video because she's one of those people who prefers to be shown how to do something rather than read an instruction manual. (I believe these are referred to as "normal" people!)

I'm not for one moment suggesting that this is the most groundbreaking use of video on the Internet. It is, however, an incredibly helpful and practical idea, and one that benefits everyday people...in the here and now. I only wish there were more manufacturers like Gila Film Products that offered "how to" videos like this on their Website. It's a smart idea, simply executed, and the world can always use more of these.

American Idol Demonstrates Power of the On-Demand Consumer

I am addicted to American Idol. There, I said it.

Now that I have confessed, let me explain why I am hooked on this show. It is a great example of what I call the new "On-Demand Consumer" in action.

Every year (every season), millions of consumers vote for their favourite product (the singer), the one they want to be manufactured (their album produced and released by a major music label).

And how do these On-Demand Consumers vote? By calling a toll-free number or sending a text message from their mobile phone. It's a simple - yet utterly brilliant - model. And it is being replicated all around the world with Canadian Idol, Australian Idol, Latin American Idol, etc.

Last week I was giving a talk on the On-Demand Consumer and I was asked what percentage of American Idol voting was done via SMS (text messaging). I didn't have an answer at the time, but I did get one later.

According to figures released by Telescope, the company that handles the voting for American Idol, a combined total of 580 million toll-free and SMS votes were placed during Season 5 (2006).

Cingular, the telco partner of Telescope for the American Idol voting, claims that 64.5 million text message votes were received for that season.

When you crunch the numbers, that means that 11.12% of voting was done via SMS.

I don't know why I thought this number would be higher, but I did. Then I realized that not only is 64.5 million an enormous number, but each and every one of those 64.5 million votes was paid for by the voter.

That's right.

Millions of Americans, mostly teenage girls (right?), were so motivated by the On-Demand nature of this show that they were willing to pay 5-10 cents per vote to help influence the 'design' of a product. A product they would then be willing to fork over more money - a lot more money - to buy when it was released a few months later.

Take, for instance, the first American Idol, Kelly Clarkson. Her debut album debuted at number one on the Billboard chart and went on to sell over 2.5 million copies in the United States.

With all due respect to Ms. Clarkson's talent as a singer, it's no surprise her first album was a bestseller. Those millions of On-Demand Consumers were getting precisely the product they had voted for.

Welcome to the world of the On-Demand Consumer.

The Marketer, the Cabbie, and the Princesses: A Google Fairy Tale

What do a Montreal Internet marketer and a Toronto taxi cab driver have in common? They both pass the "Google me" test.

Allow me to explain.

Last fall, during his talk at the Canadian Marketing Association's Digital Marketing Conference, Mitch Joel (the Internet marketer, not the cabbie) used an unusual method to share his contact information with attendees. At the conclusion of his talk, Mitch displayed a screenshot of the Google home page and told the audience to "Google me."

I thought this was a clever, albeit cheeky, way of going about this. I mean, what if Mitch couldn't be found in Google when people went looking for him? What if he drove people to a different Mitch Joel? What if the stuff displayed about Mitch Joel, or his possible doppelganger(s), wasn't positive?

I asked Mitch about this recently, and he told me he wasn't too concerned. Nor should he be. Right now, Mitch Joel (the Internet marketer) dominates the all-important first page of results from Google.

Which is where the Toronto taxi cab driver comes in. Apparently this unusual contact strategy is catching on.

Last week, three ladies from the office and I discovered we were riding in a cab driven by the world famous "Mr. Geography", a Toronto cabbie with an encyclopedic knowledge of word geography. In between asking me and "the princesses" (which is how the cabbie referred to my colleagues) geography trivia questions, Mr. Geography received a call on his mobile phone. On the end of the line was a producer from a radio station who was interested in booking the cabbie as a guest on an upcoming show. Mr. Geography's answer to the caller's request for more information? You guessed it, "Google me."

Which of course "the princesses" and I did when we got back to the office.

Wouldn't you know it, Mohammad Collins (a.k.a. "Mr. Geography") ranks pretty well in Google. Which brings me to an important question for you:

Do you pass the "Google me" test?

In other words, what happens when someone Googles your name? Do they find you? And if they don't, what do they find?

Even if you don't have the chutzpah to invite people to Google you, some of them are going to search for your name anyway. So you might as well pay attention to the search results. If you're really clever, you will start to be pro-active about shaping those results. And that, dear reader, is a topic for another day.