The Steve Rubel Stream

"Social media is a great way to keep the conversation going with your customers outside of your store. A way to listen. A way to learn.

Social media is our gold rush. With the zillions of tweets, Diggs, blog posts, and Facebook updates all panning for attention I’ve only heard of a few who have ’struck it rich’ as a result.

With $10,000 to spend. I’m going to put it into a well designed ad, in a print medium, my target audience reads".

If we're talking ads to ads I can see where he's coming from. Although, $10,000 in Google ads could be a better initial investment than both combined.

However, then fact remains that advertising is untrusted and it's thought leadership and expertise that rises to the top in today's world. People want to know what you stand for before they develop an ongoing relationship. #

"Social media is going to rule the Web until at least 2012 - according to a post by Justin Kistner, a Social Evangelist at web analytics company Webtrends. Kistner also claims that Facebook has become the king of social media."

This all begs the question: when do we abandon the terms and just consider this all part of the norm. When is the social media cake baked?

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Image Credit: Jay Leno carrying on with Taylor Hicks (by Techbirmingham via on Flickr)

I am a big believer in using stories and visuals to convey a message. My teammate David Armano is helping me with the latter. Here's a metaphor that I have been using with our clients that might be helpful to you.

Some businesses have a Twitter or Facebook presence or a blog, yet they're not getting the kind of activity or engagement they hope to receive. This is understandable and a common problem. There's a lot of competition for attention. But one night I was watching the Tonight Show and it hit me. From that point on I started talking about "The Jay Leno Rule of Social Media." It's simple and it works.

If you think about it, the celebrity slots on The Tonight Show are pretty formulaic: guest walks on; guest engages/yucks it up with Jay about broad human interest topics (life stories, current affairs, etc.); guest promotes his/her book, movie, TV show, event, shows a clip, etc.; guest moves down the couch; rise, repeat, wash. This has been the script for decades, going all the way back to Jack Parr.

It struck me that this is a great model for any company hoping to build relationships through social media. The "Jay Leno Rule" is deceptively simple and easy to implement. Basically, here's how it works...

If you want to get people to care about what you're selling, you have first to get them engaged by being informative and/or entertaining. In short, you need to get us interested in what you - a brand, an NGO, an individual - have to say beyond your domain. Such pathways to engagement include stories, humor, links to interesting information, ideas, questions and participating in other discussions (e.g. Follow Friday, etc.) Then, once you get us hooked, it's easier talk about what you want to sell us. We'll be more receptive.

This isn't rocket science. In reality, it's human relations 101 - but it's something a lot of companies forget. After all, most marketers focus on themselves and what they want to say.

Mint is a company that does this quite well. They embrace the Jay Leno Rule. Mint has a great blog that shares lots of tidbits that encourage financial well-being. Then, once in awhile, they interrupt the flow with product news. It's simple and gets me reading more.

Simple enough, yet effective, right?

During a recent meeting with Forbes they shared with me a summary of their recent survey of Chief Marketing Officers (embedded below). There are two notable trends here - which Forbes isn't connecting, but I am.

Click here to download:

CMO Survey Results 11.16.09.pdf (2137 KB)