Nik Butler writes:
Yesterday I was speaking with a client about Blogging vs Email Newsletters as part of their marketing and promotional content. Having described how tools like RSS enable content to be readily available for mass subscription and review, my client hit me with a fairly good point:
Does it really matter if you put the potatoes into cold water or boiled water? They taste the same when mashed anyway. (Actually she took far longer to explain: I am paraphrasing).
This discussion arose when we were looking at their new website, another example of graphic design and clever presentation creating a very one-way website. This lead me to ask how will they attract and maintain new business through their website, especially if all they are doing is pitching a glorified banner advert?
Currently the client has a system which exports contact information from ACT contact management and parses this into Mailman to create a number of separate mail lists.
For many businesses the process of winning sales and maintaining
clients requires human interaction and, with the exceptions of retail
delivery set-ups such as Walmart or Amazon, it really is about people buying from
people. Many businesses use their websites to attract potential new
clients (people) but the communication they have with those potential new clients is either a newsletter or a phone call or a email - there's nothing new. They are using their own websites
as advertising boards or promotional and product placement
opportunities. These businesses don't make use of the 'conversation'
they could be having with their clients and in turn using their own
clients to promote and include them in their decisions.
So why is blogging treated as a second fiddle in the marketing functions of many small- and medium-sized businesses?
Let's consider the issues:
Email marketing really does require a strength of numbers approach. Outside of ensuring an opt-in by your readers for your content, you need to ensure so many more things. Spam blocking by ISPs and Mail clients requires that you create good quality and well formatted emails which are delivered via transparent and accountable routes. Image blocking within an email and the potential for forward emails to be re-formatted nullifies the ability to track back emails at the source. Proxy servers and distant networks which rewrite and re-present the content before it is read make it almost impossible to ensure integrity of display and content. Finally the on-going deluge of news, notifications, updates, mail lists and forwarded jokes is forcing many to reconsider the role of email in their own lives.
On the plus side, email is an understood technology with very little need for re-education, and people are familiar with what is required: it's an obvious extension to existing methods of producing news for your clients.
Blogs, meanwhile, have no guarantee of readers, and need to drive awareness to ensure that clients know where you are talking and communicating. The variety of platforms and content management systems available (wordpress, drupal, joomla, typepad) is off-putting to a new department or content provider, especially where people are already familiar and comfortable with emails. The prospect of an additional communication channel is daunting.
Blogs, however, provide a excellent mechanism with which to track interest, publish content quickly and to ensure that the message is transmitted in a consistent fashion. RSS Readers which compliment blogs are becoming tools du jour for professional web users and the understanding that you can access and discuss the news with a provider creates new opportunities for conversation.
Chris Brogan wrote an article recently on Understanding Community Development Strategies, which details some of the groundwork required to make the best use of community managers and social networks via blogs and other social networking sites. This article, along with his follow-up post, provide a really good jumping off point to help educate the small and medium business user on the opportunities available through opening up conversations with your own community.
It's time for modern businesses to understand that a Web 2.0 site is not one that incorporates large buttons and rounded corners but one that involved the clients and community in the content and the creation of content of the site owners themselves.
This learning curve will continue for many more months to come but those businesses that embrace a more open conversation on the web will gain the market share of an awaiting audience and the reciprocal value that results from this.