Brian Solis is a principal at new media agency FutureWorks, and author of the upcoming book, Engage. You can connect with him on Twitter or Facebook.
One of the greatest challenges I encounter today is not the willingness of a brand to engage, but its ability to create. When blueprinting a social media strategy, enthusiasm and support typically derails when examining the resources and commitment required to produce regular content.
Indeed, we are programing the social web around our brand hub, which requires a consistent flow of engaging and relevant social objects. Social objects are the catalysts for conversations — online and in real life — and they affect behavior within their respective societies.
They are our tweets, our Flickr photos, YouTube videos, Facebook updates and events, Delicious links, FourSquare check-ins, and blog posts.
But once we introduce a social object, we must be ready to back it up with additional relevant content, and create a publishing calendar programmed specifically for each network on which we maintain a presence.
Brands Become Their Media
There’s a saying in theater: A big part of acting is reacting. This is especially true when we consider how many individuals, brands, and organizations engage on the web today. Instead of seeking inspiration and direction from those around us however, we simply react to activity, which may or may not benefit us in the long run.
The democratization of publishing and the equalization of influence allows us to create and connect with a wider reach. Everything starts with a mission, and is fortified by the content we create.
Among the most valuable resources we procure through dedicated publishing is good will, social capital, and influence. It comes at a price however: The cost of production, distribution, and support. In the end, you get out what you put in. The investment represents time, money, creativity, and passion.
Thus, we not only become our media — through production and engagement, we can become influential.
Productive Social Media Must Be Earned
While establishing a presence is elementary, captivating audiences is artful. In the near future, brands and organizations will create new or augment existing roles for editors and publishers to create timely, relevant, and captivating content on all social media channels. This work is in addition to the other reactive and proactive social media campaigns that are already in progress. A strategic editorial calendar should blend video, audio, imagery, text, updates, and other social objects and networks to reach, inspire, and galvanize communities.
Earned, Paid, and Owned Media
In media, there are several channels that populate and shape perception — earned, paid, and owned media. Each requires a dedicated management system that actively creates, monitors and stimulates strategic movement.
Recently, Sean Corcoran, an analyst at Forrester Research, published a detailed post that describes the differences between earned, paid and owned. He clarifies the roles for brands who undertake the responsibility of embracing new media. Dave Fleet, a thought leader in new media and public relations, also visualized Corcoran’s thoughts through a series of graphics that represent the social media ecosystem.
As Corcoran points out in his recent report:
“Increasingly, interactive marketers are being asked to manage a wide range of paid and unpaid marketing communication —- despite the fact that many marketing departments are still organized around traditional paid marketing channels. All types of online media (whether ‘earned,’ ‘owned,’ or ‘paid’) can play specific roles in meeting marketers’ objectives —- especially when seamlessly working together. To find the right balance between these types of media, marketers should take stock of their resources, listen for the impact of earned media, look for opportunities to shift short-term paid media to the role of catalyst, and begin to build out a solar system of long-term owned media touchpoints.”
In other words, paid, earned and owned media require thoughtful programming and targeted distribution and must be linked to a systematic review of behavior and activity that surrounds each object. And, the analysis of activity and ultimately the end result should play a monumental role in the creation of future publishing and social activation.
Corcoran uses the word “touchpoint,” which by standard definition, refers to any point of contact between a buyer and a seller. Touchpoint is part of the greater opportunity here. But more importantly, these touchpoints require direction and the establishment of a path that offers a complete experience — a beginning, a middle, an end, and a reward.
These experiences are definable by paid, earned, and owned media.
New media necessitates a collaboration between all teams involved in creating and distributing content, including advertising, interactive, communications, brand, and marketing — with an editorial role connecting the dots. We are competing for attention and our success is dependent on our ability to not compete against each other. Producing content and lobbing it over the firewall to an “audience” will only confuse communities. Therefore, we are obligated to build pipelines that carry strategic communications, each with calculated intents, targets and outcomes.
If we examine the differences between earned, owned, and paid, we can visualize necessary programming and dedicated channels for each.
Owned media is essentially that which we control. If we designed the object, we own the content within the object. Most likely, we also own (or lease) the distribution channels that present these objects to our target communities. We do not however, control the impression and perception of our objects. We lose that control at the point of distribution.
For example, in addition to standard web pages, social media presences contribute to our portfolio of owned media including Twitter accounts, Facebook Fan Pages, Blogs, YouTube channels, etc. By creating presences in the communities where our customers, prospects, partners, and influencers congregate and collaborate, we can lay the foundation to contribute “earned” social objects of value.
Social hubs are also gaining prominence in social media plans as brands weigh options for directing traffic. The creation of strategic landing pages can extend the rich, interactive experience within social networks (channels which we partially own) to pages we do own. This shapes the experience in a way that maintains interactivity and targeted options for action. I’m not necessarily recommending the creation of microsites, unless it’s warranted in the overall program. But a bridge that connects the social experience to a valuable destination is important.
Forrester’s Corcoran recommends that brands create a “solar system” of owned media. However, I suggest that brands instead create a focused ecosystem of media that establishes presences where their communities are already active — a brand or organization-specific social media ecosystem. This requires research. In the process, we uncover not only locations that require our engagement, but also how, where, when and to what extent to participate. We just may find that the given locations for social profiles represent only part of the many opportunities rife within the Conversation Prism.
Paid media represents the visibility we purchase, such as display ads, paid search, and sponsorships. When paired with owned and earned media programs, paid media can complement, reinforce, and polish a brand’s voice, directives, mission, and stature. While many argue over the future and fate of advertising, what’s clear is that online paid presences can benefit initiatives where action and experiences are defined and promoted through the click path. Current trends reflect a shift away from branding programs and place emphasis on sparking desired activity, empowering viewers and their social graph to share in the experience all in ways that measure the cost per action.
Earned media is the result of our owned, paid, and participatory media programs and is reflected in the blog posts, tweets, status updates, comments, and ultimately actions of our consumers, peers, and influencers. Earned media is linked to owned media campaigns as well as proactive initiatives that attempt to incite viral and word-of-mouth activity. Garnered visibility is also tied to communications and public relations programs as they continually seek to gain the attention of reporters, bloggers, analysts, and influencers who can drive awareness and behavior.
This isn’t a one way street however. Success is absolutely conditional on the techniques and methodologies that inspire dedicated programs focused on outreach, relations, and hopefully the engendering of productive and mutually beneficial relationships. Crowd-powered visibility also merits an official and devoted listening and response initiative to ensure that each respective community aligns with the mission.
Participatory media is an extension of earned and owned media. It takes the shape of a hosted hub where brand representatives and our communities can interact and collaborate. Good examples of this are Dell’s IdeaStorm and Starbucks’ “My Idea” network, which resemble branded wikis designed to elicit responses and establish community-focused governances. Participatory media equalizes the balance of power, providing a dedicated platform the gives voice to the consumer and a channel for their ideas.
Sponsored media is a new category that fuses owned, paid, and earned media. Sponsored media is championed by companies like Izea, Ad.ly, and Twittad, among others, and is creating a new medium for packaging messages through trusted voices within highly visible and social channels. Sponsored media can take the form of paid tweets, blog posts, appearances, and featured objects on targeted profiles. And, whether you agree or disagree with the idea, the reality is that it works, and seems to benefit all parties involved, from the brand, to the paid affiliates, to their communities. In fact, Forrester’s Josh Bernoff and Sean Corcoran shared their thoughts on why sponsored media is worthy of consideration.
Sponsored objects fuse earned, paid, and owned media, as technically: 1) The messages are owned; 2) The voices are paid, and; 3) With more thoughtful approaches, the responses within targeted communities can inspire a positive wave of earned media.
Disclosure: My company works with Ted Murphy, Founder/CEO of izea.com.
Influence
As media, brands earn prominence and hopefully influence as rewards for contributing meaningful content. On Twitter, brands can earn legions of loyal and responsive followers, who in turn become brand advocates and ambassadors, extending the messages, mission and purpose of the brand to their followers as well. On Facebook, brands can cultivate vibrant and dedicated communities where interaction inspires increased responses — each reverberating across new social graphs. On Ustream and YouTube, we can earn global audiences of viewers who tune in to watch our programming and interact with brand representatives in a live community that spills over other social networks. And of course, our blog is more important than we may realize. Through our posts, we can establish a strong alliance of subscribers who hope to learn new things and participate in the discussion of a brand’s future.
As Tom Foremski points out, we have the ability to earn noteworthy, equal, and in some cases, greater influence than those authorities whom we’ve relied on over the years to help us reach greater audiences and communities. As influence is equalized, our ability to earn presence and relationships is derived from how we program, manage, and participate in all forms of media. And, it is through a balance of media and engagement that we also establish the foundation for affinity. People align with movements they can believe in, and it is the human, intellectual, and financial investment in genuine content that defines experiences, and hopefully one day earns the significance your brand deserves.
More business resources from Mashable:
- The Maturation of Social Media ROI
– The 10 Stages of Social Media Business Integration
– HOW TO: Use Social Media to Connect with Other Entrepreneurs
– HOW TO: Implement a Social Media Business Strategy
– 9 Great Document Collaboration Tools for Teams
– HOW TO: Choose a News Reader for Keeping Tabs on Your Industry
– 5 Advanced Social Media Marketing Strategies for Small Businesses
Images courtesy of iStockphoto, cogal, YanC, Juanmonino
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