Creating categories and definitions by doing, not debating

I just read a post by Peep Laja which talked about the old advice of inventing a new category to be able to charge more for your products than just slotting into a predefined definition, followed by a post by Neville Hobson on an attempt to redefine what PR means. And both have reinforced my belief that you only create new categories and redefine existing ones by actually going out and doing stuff.

As much as I can have respect for the people who get caught up in debates about what PR, Social Media Marketing, Content Marketing, Transmedia, SEO, etc all should mean exactly, the simple fact is that noone cares. Seth Godin talked about successful modern marketing beginning with product planning and development, but still many businesses and consumers see marketing as part of advertising.

When I try and define what I do for people, it comes out as:

  • I write for my own projects
  • I write for other people’s projects
  • I market my own projects
  • I market other people’s projects
  • I run training courses in writing and marketing
  • I run training courses in writing and marketing for other people
  • I provide research for my own projects
  • I provide research for other people
  • I host my own websites
  • I provide hosting for other people
  • I manage my own paid advertising campaigns
  • I manage paid advertising campaigns for other people
  • I manage affiliate campaigns for other people
  • Or I do: Writing, Journalism, Blogging, Natural SEO, Paid SEO, PPC, Content Marketing, Social Media Marketing, Training, Tutoring, Affiliate Management, Community Management, Analytics,

Either way, it means I should need the world’s biggest business cards. I don’t.

Dan Thornton business card - AKA TheWayoftheWeb.net and HotModMedia.com

It's me. And a quick meeting or search tells you more...

 

But actually, what tends to happen is that my client list has grown from referrals from existing clients or from people finding out about me for one area of what I do, and those that are more rewarding for me in terms of enjoyment and financial rewards grow more quickly than areas that I might not favour, so over time my reputation in some areas will naturally build and lead to more focus.

 

Defining what you and your brand do:

Rather than worrying too much about an exact definition, it’s better to have an idea which you and any employees can broadly follow, but also be flexible within. I always loved the idea of my former employers at Absolute Radio, which was that we were ‘a digital entertainment company with audio at it’s core’, and targetted ‘reluctant adults’. That meant we always focused on sound and sound quality first, and always prioritised those people who were incredibly passionate about their interest (music, comedy, sport), but it didn’t matter whether we had an idea for a website, mobile app, radio station, or anything else, as long as it involved the best possible audio and delighted the right people. And in a challenging market for all broadcasters, it seems like they’re doing better than ever.

But noone ever tuned in because of those definitions – they tuned in because they liked what they heard as a result.

Too often I speak to companies who declare that ‘their customers don’t do it that way’ – and it turns out that actually it’s because they don’t allow customers to interact that way for some reason.

Or that customers ‘just don’t get what we’re trying to do’. Or that ‘clients just don’t understand’.

 

Building brands – do stuff, monitor, do more stuff:

You don’t build a brand simply by having logos or mission statements. Those are brand assets. What builds a brand is making stuff available, seeing how people respond and then building on it. Google didn’t define itself as a search engine, it set out to index the world’s information. Apple didn’t say it only made personal computers – it put design into technology, whether it’s a Mac, iPhone or iPad. The legendary production line methods of Ford went from one colour of car to over 1000 different variations for the Ford Transit van alone.

Geek Pride

Obviously to be successful, it’s not enough to be different – the recent demise of Saab is one example of how you can be known for being unusual but still fail due to not managing sales and costs effectively. But that name will still stand out for many years for a lot of people, and it’s easier to optimise a supply chain than to become known for brilliance and character.

Look at Amazon – offering web servers, books and Kindles. Artists such as Hugh McLeod, Tom Fishbourne, or Penny Arcade. Authors like William Gibson. Musicians from Robert Johnson to Hendrix to Skrillex. 37Signals and Wunderlist are as much about design as project management. I’m already incredibly excited about HiutDenim because I know Howies and The Do Lectures.

Put stuff out there and look at the response, using the wealth of data that is available and complimenting it with the right research.

 

Industries and reputations:

Some industries stuggle with their reputation. Obviously banks and bankers aren’t particularly well respected at the moment, and neither are journalists.

At the same time, SEO and Social Media ‘snake oil salesman’ has become a common criticism for digital marketing.

And yet I know brilliant journalists, SEOs and Social Media specialists who are incredibly well-respected and constantly in-demand because they do brilliant things consistently well. I’ve also had meetings with top marketing and SEO agencies which ended in disaster because they seemed to spend all their time talking a good game in public, but not delivering on it directly in a client meeting.

I actually have a couple of lists which are close to my heart – one is a list of companies I’d love to work with, whether as a freelancer or even possibly as a full-time employee because over the years I’ve known them, they always done things brilliantly (I also have a list of companies who seem to squander their potential and wish they’d let me help sort it out).

And I have another list of individuals I’d love to work with on a project at some point – it’s grown to quite a size over the years, with everyone from creative talents to hard-headed business people. And pretty much everyone on the list has worked on multiple projects, sometimes concurrently, but what they’ve done is always interesting or exciting or innovative or profitable – often all four.

The simple fact is that I don’t worry about crap definitions of the industries I nominally work in. And I’ve stopped worrying about being painted with the same brush as the snake oil salesman. If a million people see a great example of content marketing, or social media, or SEO that I’ve been involved in, then that’s far better mechanism for change than debating definitions.

Is Google becoming evil?

Given the high standards Google set for itself with the aims of indexing the world’s information, and the mantra of ‘Don’t Be Evil’, it’s likely we hold it to higher standards than most companies. After all, in 2004, Joel Bakan described corporations in this way ‘As a psychopathic creature, the corporation can neither recognise nor act upon moral reasons to refrain from harming others. Nothing it its legal makeup limits what it can do to others in pursuit of its selfish ends, and it is compelled to cause harm when the benefits of doing so outweight the costs’.

Now whether or not Google is becoming evil, there are certainly much worse offenders around the world, but given the lofty ideals and the integral part that has played in the Google brand, any start down the slope to the activities of the traditional corporation could be damaging. You might somewhat expect it of Microsoft, or ignore it if you’re a member of the Cult of Apple, but when Google acts in ways which particularly hurt small businesses, publishers and potentially vulnerable individuals, it’s particularly jarring.

Google Logo in Building43

 

‘Secure search’:

The right of an individual to online privacy and security is a good thing, and difficult to argue against. The use of https by sites is a positive step and one that shouldn’t be discouraged.

But recently Google made an announcement that Google Analytics would no longer provide keyword information for users who are logged into their Google profile and using secure search. That move was done with the stated aim of privacy and currently a relatively small percentage of users are searching via the secure connection.

Two problems with that – already many people are reporting significant and growing numbers who are now hidden in terms of keyword data, and secondly, having had access to that data for years, it does not indicate in any way, shape or form who was using a specific keyword and therefore affect privacy. All I knew was that 20% of people visiting in the last month typed in ‘thewayoftheweb’ into a Google search box, regardless of whether they were secure or not, and no further information was available.

But hang on – if it really doesn’t matter to individual user privacy, could it be related to the launch of a paid Google Analytics for enterprise with a hefty price? After all, if you’re paying $150,000 for Google Analytics Premium, you’d be expecting all information.

So Google moves in a traditionally corporate way, using a freemium model to gain market share, then starting to remove features from the free version and concentrate on getting the top percentage of big users to start paying.

The people who lose out are small business and publishers, who won’t know how an increasing number of visitors are finding their site, and that number will only increase with more people staying logged into Gmail and Google+. After all, no-one can optimise for searches they don’t know are happening – although I’m not sure if the privacy still applies when I click-through on Google Adsense or Adwords advertising next to the search results, regardless of my connection.

 

‘Anti-social Google Reader’

There’s been a pretty big uproar regarding the redesign and loss of features which has been rolled out to Google Reader, despite the paltry week’s notice given to users. My concerns regarding the actual design are fairly minor, as it makes it slightly more difficult to use, but I can cope.

What’s difficult to reconcile is the loss of various features which are obviously and explicitly an attempt to shoehorn users into more activity on Google+, which have a number of negative effects for individuals and businesses.

  • Individuals can no longer have a basic sharing and following network within Google Reader. As opposed to the thousands of connections I had on social networks, there was a small group of around 30 or so I followed on Google Reader, simply because I was intently interested in seeing what they deemed worthy of curating and sharing on a tight subject list, without necessarily interacting with them about their holiday photos. And as with Twitter, it was asynchronous sharing – they didn’t have to know me or approve me, or figure out what I want then create a Google+ circle on that premise.  But worse is the claim that many users in more repressive countries were using Google Reader as social networks were blocked, and had connections of several thousand in many cases. That’s entirely lost now.
  • Business revenue is affected: Via RSS, and Google’s own acquisition of Feedburner, a business could display advertising in their RSS feed. In addition to losing control of sharing a full or partial RSS feed, the snippets shared to Google+ also conveniently remove any feed advertising – Google may lose their share of that revenue, but also completely control Google+ and any monetization that happens.
  • RSS is under threat: Consumer adoption of RSS has remained relatively small, but concentrated towards heavy and earl-adopting technology users. And of that group, Reader had a market share of about 70%, crushing most competitors and removing incentives to innovate in that area. If Google has decided RSS is redundant, what will happen to the popular Feedburner RSS service which powers many, many blogs RSS feeds? The analytics side of Feedburner has been pretty much permanently broken, but it still provides a simple and easy way to set up a feed which is compatible with numerous other places and services.
    In addition, for business use, it’s been possible to take the feed of Google Reader shared items, or utilise the unofficial Google Reader API to separate out tags to put onto business intranets or publish externally. Given that shared items is gone (Including my own 16,000+ articles over 5 years), what faith can you have in an unofficial API to support paying clients?

 

 WTF Google?

I’m certainly not against businesses making money – I’d like my own to keep earning more in the future, and my expertise is more directed towards the content and marketing side of business operations. It’s entirely possible that in such a large organisation it may just be coincidental that various changes all suggest a new self-interest which has happened just as a founder resumes control of the company and indicates more of a focus on their new social business.
I’m also enthusiastic about experimentation and change – the fact that Google Buzz and Google Wave have both been deemed failed experiments doesn’t negate the important experience and influence they may have had both within Google and externally.

But I do question whether the current focus on Google+ is causing the big G to lose some of what has made it so immensely popular and powerful. Whether that’s the influence of the success of Facebook as a walled garden which uses elements of coercion to get us to help power it in terms of advertising and brand revenue, or whether it’s just the misalignment of every non-search free product as a feeder for Google+, I can’t say.

Occupy Google+

But either way, I’m not alone in feeling unsettled by Google’s new direction, and as we’ve seen, current success doesn’t mean permanence, particularly online. Google has some security in that the integration of Gmail, Reader, Analytics, Apps for Business etc are so deep into our lives and companies that it will take a significant motivation to switch, but given the current moves from my techie friends to alternative feed readers, and the existence of established and good paid analytics alternatives, it’s not inconceivable that the move could start to happen.

And given the results of some blind search engine result testing, it appears that one of the main reasons for Google continuing to dominant search is the familiarity of the brand, rather than the results being returned in comparison to Bing – which means that losing the perception of their values may not just damage the potential success of Google+, but could also lead to a greater threat to their core search business.

The difference between SEO and Spam…

There’s occasionally some confusion and complaints about SEO as being the cause of spam on the internet with irrelevant content being returned in search results because of unethical techniques. The problem is that within any industry you’ll get good, ethical people who work hard at what they do, and bad, unethical people who use tricks to get quick results and run with the cash.

But if you’re still concerned about spammy SEO and you should be optimising what you do, a new video by Google’s Head of Web Spam Team, Matt Cutts should help:

Good SEO takes time, effort and skill to ensure that relevant content and products are correctly returned for relevant search terms. Bad SEO promises to get you to #1 on Google by using every trick in the book.

And I’ll always practise and recommend good, ethical ‘white hat’ SEO practices for one simple reason – they give better, more cost effective and longterm results. By following the best practice recommendations of search engines, you don’t have to worry about getting found out, or getting your spam technique negated by an update, and having everything wiped out or penalised overnight. You’ll also have a solid foundation to build your business on, and as part of the work you’ll be improving the content and results in related areas, such as conversion rates and social media engagement.

And if you ever need advice, feel free to get in touch!

Content, Marketing and SEO

I generally stay away from posting infographics, but this one on the value of content and SEO is useful and relevant enough to share, and it reinforces a lot of the messages I’ve given to clients about the increasing need to integrate all elements of digital marketing, beginning with great content which is optimised for conversions/actions, and then building on that with social elements, search engine optimisation, and federated distribution.

It’s also why I’m doing an increasing amount of work to identify the brand story and narrative with a client before doing any other marketing work. If you get the brand story and a handful of pieces of content working well, then you can boost the people who are visiting it in a number of ways. If you do it the other way around, you get lots of traffic costing you in terms of bandwith, and nothing in terms of the desired outcome, whether that’s revenue, interaction, sign-ups etc.
Brafton's Infographic: Why Content for SEO?

Click for the large version.

It’ll be interesting to see what effects a rise in content marketing has on the market for content creation. After years of watching rates fall for both freelance and full-time writers, journalists and bloggers, perhaps for those who are able to display quality in terms of optimising for businesses in addition to tone, style and substance, this will see a marked rise.