FreshNetworks Blog

Virgin America is giving away free flights to social media influencers it has identified on Twitter. There is (it assures us) no catch. It has used Klout, a tool which analyses influence on Twitter, to identify influential people in the Toronto area and offered them free flights on its new services to Los Angeles and San Francisco. These influencers only have to pay taxes. They are not being asked to do anything in return for this. They are just being asked to enjoy a flight, free Wi-Fi onboard and a launch party in Toronto.

This is an interesting social media strategy. Typically examples of blogger and Twitter outreach have seen brands ask them to do something in exchange for free product or experiences. They might offer them something for free or invite them to an event, for example, but would ask them to cover it on their blogs, on Twitter, take and share photos or recruit their friends to discussions. Virgin America’s approach is refreshingly different. And also refreshingly clever.

It is often a shame when brands dictate what they want bloggers and Twitter users to do when they engage with them. Usually they have not understood what each of these influencers is looking to achieve with their blog or with their followers. A successful social media outreach strategy will treat each of these influencers as individuals, recognise that they are interested in different things and allow them to use their involvement with your brand to further their own blog or social media aims. For example, if I write a design blog, I might want to review the interior design and lighting on Virgin America flights. If I am a plane fan, I might compare the airline with competitors. And if I am a small business owner, I might review the offering from a business perspective, looking at cost and ability to work onboard. Each influencer wants to talk about different things in different ways.

With this in mind, there are two ways to work with influencers online as a brand:

1. Research each influencer and treat them as individuals – building a relationship with them and understanding their interests, their aims and what you can offer them or ask them to do that will help them as individual bloggers or Twitter users
2. Enable influencers to experience your brand or service and trust them to cover it as they so choose. You focus on giving them an experience they will enjoy and allow them to write and cover the experience in a way that works for them. Of course they may not write at all about your brand – although if you choose carefully people typically will.

The second of these is the braver option as brands will feel that they lose control over what may be written about them. In many cases, however, it can be the cleverer option. As in Virgin America’s case – give influencers an experience that you know is good and trust them to cover it in any way they choose.

For those of you who don’t already know, this week is Social Media Week. A week of social media conferences, meetups and events taking place in multiple cities around the world, including New York City, Berlin, London, San Francisco, Toronto and Sao Paulo.

The aim of social media week is to advance the use and understanding of social media in the corporate, public and not-for-profit sectors. So to do our bit for the cause we’re holding “Doughnuts for Drupal” – a free, informal breakfast discussion about using Drupal as a social media platform.

If you’re a Drupal programmer, developer or blogger (or a “Drupalite” as we like to say) then pop along and join in the Drupal fun. Free coffee and doughnuts will be served from 8.30am on Friday 5th February at our offices in High Holborn, London.

Charlie Osmond, our MD, will give a quick introduction to the session at 9.00am followed by an open discussion about  Drupal.  James Andre and Marcus Deglos, our very own “Drupalites”, will also be on hand to answer questions.

The gathering is also the unofficial launch of the London Drupal Hub. With several Drupalites on board already, we have the basis for a hub of Drupal activity, knowledge sharing and best practice right here in our central London offices.

To register your interest, or for more information about the meetup please email jo.stratmann@freshnetworks.com or call us on 0207 692 4376.

Address: Kingsbourne House, 229 High Holborn, London, WC1V 7DA

I’m at the Communities 2.0 conference in San Francisco this week. It’s such a beautiful and diverse city and sadly not enough time to explore (sigh).

One of the hot topics raised at the ROI symposium was the thorny issue of getting internal buy in for your online community from across departments and management levels. At FreshNetworks a lot of the early work with our clients is around supporting the project sponsor to achieve this. It’s often the hardest part of getting an online community started and even when you are rolling, how do you keep the visibility of it high to ensure continued investment?

I’ve been struck by the number of passionate mavericks I’ve met who ‘just knew’ their company should be starting a dialogue with customers (or employees) and could see the benefits a mile away even if they couldn’t quantify them. Euan Semple started the BBC intranet on a box under his desk and the seasoned community practitioner Dawn Lacallade (previously Lead Stormchaser at Dell and now at solarwinds) tirelessly waded through the politics at Dell to extol the benefits of the early Dell communities. Many social media projects start as skunkworks projects and sometimes this is the only way to gather the evidence that the demand and the benefits are there. I’m all in favour of piloting, learning and evolving but there can be some pitfalls:

• you may end up with multiple communities targeting the same people, creating real confusion for your customers
• as social media people leave the company, community ghost towns will appear as no-one knew about all the cul-de-sacs of conversations existed and there’s no-one to carry on the conversation
• social media enthusiasts may be good at Twitter but they may not understand how to manage risk. Online communities can impact all areas of the business and there is nothing worse for a customer who has made the effort to talk to you than getting no response back from the brand.

So here are some tips from Dawn about how she used her powers of persuasion at Dell (at solarwinds everything they do starts with ‘how do we involve customers in this’ so I gather life is less complicated for her now!). I’ve added to the list from some of our experiences at FreshNetworks too.

1. Amongst the other skills you need as a community manager, you need to develop your sales skills! Equip yourself with loads of great case studies to convince stakeholder of the value to the business. They are unlikely to respond to words like blog, wiki – only to phrases like customer retention and cost reduction!
2. Identify all the key stakeholders in the business (i.e. those that give you money, those that can vote on what you are about to do and those that are likely to give you grief!)
3. Meet/call/survey these people to understand the priorities of the business and each department. At FreshNetworks we try to encourage setting up a cross-functional team to attend at least a half day workshop, including directors. It’s amazing how many epiphany moments happen when people are sharing ideas with each other and often the biggest cynics walk away as converts and later evangelize the project. Play back to the group what phase 1 is going to cover and what it’s not to set expectations.
4. Prioritise the objectives and work out the business KPIs for the community. Use the language of your stakeholders. If the KPIs don’t contribute to departmental goals you are unlikely to get support for the project. KPIs include things like ‘reduce acquisition costs’ not ‘number of top contributors’. The latter is an essential metric for managing a community but unlikely to mean much to a management team under pressure to deliver their quarterly targets! And finally remember – value is fluid. I met Tina Card this week, another driven community manager from Scottrade who told me their community is producing benefits that hadn’t even envisaged at the outset.
5. Test the business readiness. Is the company committed to investing in the medium term to develop the community to maturity and value? Have you thought through the internal process changes that might be required to respond to say an ideas community?
6. Launch a beta then work hard to play back the results to your stakeholders. And never stop doing this, get in front of Execs on a regular basis. There are a lot of repetitive tasks involved in managing a community and marketing people particularly are not used to this as they live in a campaign-based world.

We’d love to hear about your experiences so we can continue to add to the list!

Some more reading

• Three Things About Social Media Every Business Should Know (mediabullseye.com)
• FASTforward’09 Interview: Euan Semple, independent advisor on social computing (fastforwardblog.com)
• Build your own community or go where people are? Do both (freshnetworks.com)

I’m really looking forward to tomorrow’s trip to San Francisco as part of Web Mission 09. We’ve just been sent the itinerary and a great agenda has been organised by UKTI.

We start tomorrow with an early morning VIP reception at Virgin Atlantic’s Heathrow Lounge before hopping aboard the flight.

On arrival, TechCrunch and GPBullHound are hosting us for the first of a series of drinks receptions.

Sunday is a full day of relaxing into the SanFran way of life with a little networking thrown in.

On Monday we’re heading over to the GooglePlex and then on to Microsoft’s Silicon Valley Headquarters.

Tuesday is a day of meeting and pitching to VCs and on Wednesday we’re spending the day at Oracle’s Headquarters. Thursday is our day at Web2.0 Expo followed by a reception hosted by the British Consul General in SF.

And amidst all this we also have a load of other meetings arranged, dinners booked and parties to attend. I suspect sleeping on the flight home will be a breeze.

Before embarking on this sort of trip, it’s never clear exactly what one might get out of it. But I think I’m hoping to learn a lot from what’s going on in The Valley, to develop some new ideas for our business and to make some great connections.

Most of all I am looking forward to spending a week with other entrepreneurs. I always find that time spent among entrepreneurs is incredibly valuable. It invariably raises my personal level of ambition, leaving me inspired to achieve more in less time.

I’ll be trying to blog on a daily basis throughout the trip and you can read all of our WebMission 09 blog posts here.