Paid content: Are you selling sponsorships or your soul?

What Buzzfeed does is fascinating. I’m not just talking about the lists that seem to capture viral attention, but they way the site blends editorial content (PR people often call it “earned media”) with content paid for directly by marketing dollars.

I touched on this in a previous post, but I should note that the idea is not limited to Buzzfeed. This morning Globe Columnist Scott Kirsner called out BostInno for being part of the trend:

 

He’s obviously not alone in that thought.

I’m guessing that most people will respond with relative revulsion at the collapse of wall that often seemingly exists between editorial and advertising. I still wonder if the wall ever truly existed or if it was just a myth we told ourselves to keep our conscience clear.

Journalists love to look to the past as the best time for journalism (though at least one major journalist believes the best time is now), but even Edward R. Murrow had to bow to the whims of his advertisers. While journalists remember him for See it Now, the show didn’t last all that long, especially once Alcoa pulled its advertising.

I know many writers who make their money both as reporters and as paid freelance writers for companies, many of which can eventually be included in their coverage area. We don’t usually question this.

Over my career I’ve scheduled many reporter meetings with clients, especially at trade shows, that happen to include a publisher who does a sales pitch at the end. This is part of the business and always has been.

Of course, reporters tried not to be directly involved in the process, and one of my journalism professors used to give a speech at the end of the semester imploring his journalism students to not even eat the food that PR people put out at a press event for fear of impacting our reporting.

During a speech concluding Social Media Weekend, Steve Rubel talked about what he saw as the future of paid media engagements that would involve situations similar to the naming rights of baseball fields. Citibank may pay for the naming rights to the Mets’ ballpark, but they have no say in how the team handles itself. The same will be true of journalists, where an organization may pay for a journalistic series of supplement to a website or magazine, but ultimately won’t have much say in what gets written about. Though, they may choose to buy the supplement based no the topic area.

The sounds of dissent in the audience came through loud and clear. Journalists were not happy about this direct relationship with advertisers.

The core question remains difficult to answer. Will the average person care whether the story they’re reading is paid for by an advertiser? Will it change how they judge the copy? Or did they view, say, political journalism in a different light than business reporting or features?

These aren’t easy questions to answer. Does a reporter become biased by working on the advertising side? Or does advertising gain a more objective and compelling style? What limits are in place within the “paid content” world to ensure that the news consumer knows exactly what they’re getting?

It’s what makes this time in communications so incredibly exciting.

Thankfulness

#BostonStrong

#BostonStrong

I cannot even begin to describe how last week affected our team and everyone here in Boston. While we at Fresh Ground were fortunate not to have been physically hurt by the act of terrorism, nobody escaped the emotional impact, and it will be with us forever.

I am, however, incredibly proud of how our city — and especially our first responders and law enforcement personnel — responded. And I am eternally grateful for the response we received from around the world.

I don’t think I have ever looked forward to a new week as I have to today. It could rain all day and it would still be a beautiful day here in the Boston area (fortunately, the weather is cooperating).

To everyone — friends, families, fans and complete strangers — who reached out to Boston: THANK YOU!

People, Technology and Tragedy

"Finish line Boston Marathon" by scriptingnews (Dave Winer)

“Finish line Boston Marathon” by scriptingnews (Dave Winer)

I walked by where the first bomb went off a minute before it did. When we saw and heard the explosion my friend and I were on the same block and the same side of the street, about a hundred yards away. We immediately started running.

As soon as we ducked off Boylston St. on to Dartmouth and up Newbury, I opened Twitter and searched “marathon bomb” to see what was happening.  My friend texted people we knew were close by. Everyone around us was in a state of shock, most of them frantically checking their phones to make sure their friends and family were safe.

This moment served as a vivid reminder that much of technology we spend hours with every day plays an important role in society beyond its normal social and professional uses.

Technology may not be able to stop terrible acts like this from happening, but on Monday it helped civilians in Boston stay out of harm’s way, connect with loved ones and find food and shelter. From the Boston tech community’s fundraising efforts, to Google’s People Finder and Boston.com’s Google Doc, to Twitter’s donation of the trend One Boston, it’s heart warming to see the outpouring of kindness from the community we work in every day.

Are you a tech head who was snapping photos or taking video with your camera or phone anywhere near the finish line before, during or after the bombing? Email your images to the FBI now at boston@ic.fbi.gov or, if you have a lot of them, batch upload them at www.evidenceupload.org and they will be forwarded to FBI.

The Rise of the Integrated Agency?

"The Walls of Jericho Fall Down," Gustave Doré [Public domain], via Wikimedia Commons

“The Walls of Jericho Fall Down,” Gustave Doré [Public domain], via Wikimedia Commons

Change is all around us. If you thought the rise of social media was tumultuous for communicators and management teams, just wait a little bit. The walls are falling all around us.

“Fire and brimstone coming down from the sky! Rivers and seas boiling! Forty years of darkness! Earthquakes, volcanoes! The dead rising from the grave! Human sacrifice! Dogs and cats, living together! Mass hysteria!”

Okay, maybe not “Ghostbusters” bad. But the nice clean dividing line between paid and earned media was blurred long ago, thanks to the rise of owned media, and now the lines between all three of these media types have all but disappeared. The ramifications are being felt on both the agency and the client side.

Clients are Integrating

PR Week recently reported that FedEx has integrated marketing and communications into one team under newly minted SVP Patrick Fitzgerald. He was quoted in the article saying, “There is no better opportunity in marketing and communications: leading the full integration of communications, brand, advertising, and sponsorships for one of the world’s most admired companies and brands.”

There is also no faster churning executive position than chief marketer, though the outlook is improving. The fact of the matter is that putting PR, advertising, IR, product marketing and other communications functions under the same roof looks great on paper, but out in the real world can lead to conflicts that rival the best of the old “sales vs. marketing” clashes.

Agencies are Responding

Agencies have responded to this integration trend in various ways. The smart ones are ramping up their integrated marketing efforts. We did our first marketing automation engagement in early 2012 and learned much that we’ve been apply to all of our clients. Lately we’ve turned our Fresh Ground Intel offering inward, helping identify opportunities to engage with customers on social media from data we pull from marketing automation databases. Other agencies are responding too. In December, SHIFT Communications hired Christopher S. Penn to head up their marketing technology offerings (a smart idea). And in January, Richard Edelman announced “a change of heart” when it comes to paid media (a terrifying idea to many). He wrote:

“Those of us in PR have to change the game. Let’s recognize that the digital platform for mainstream and hybrid media is an unmatched opportunity to offer hundreds of visual images, a different mentality about contributing comments, a high propensity to share quality material and a short-form mode for absorption of information. Why not take on the chance to make content the basis of advertising? Ads are inherently more effective when you have something to say. And we are better than any other marketing services sector at knowing what is newsworthy at any moment in time.”

When the leader of one of the world’s largest independent PR agencies says our industry needs to embrace advertising, I listen. So far, this has been limited to sponsored content (like tweets and Facebook posts), but I am curious how this will evolve.

The Future of Marketing

"Hercules slaying the Hydra", Hans Sebald Beham [Public domain], via Wikimedia Commons

“Hercules slaying the Hydra,” Hans Sebald Beham [Public domain], via Wikimedia Commons

One thing I know for sure: the world of marketing is changing faster than many agencies and CMOs will be able to keep up with, and the road ahead will be littered with communications professionals who couldn’t see the forest for the tweet, sponsored post or press release.

I think John J. Wall put it best in this past week’s Marketing Over Coffee podcast when he referred to this dangerous, CMO-killing, multi-headed beast of integrated marketing as the Hydra.

Except it’s not something we should kill. It’s something we need to understand and work for us. It’s something we need to tame.

For years I’ve been speaking about the need for communications (especially PR) to have a seat at the management table. It’s essential if companies are to avoid the kind of bad business and communications decisions that turn business mistakes into genuine crises. And it’s going to be even more essential if companies are going to succeed in this new marketing environment. Richard is right: PR is best equipped to know which message will resonate at any given time. But PR is also best equipped to understand the longer-term impact of marketing efforts.

As we embrace the new opportunities presented to us by the blurring of lines and technology advances brought about by marketing integration (not to mention all the new ways to calculate the ROI of our efforts) we should not lose sight of the traditional value the PR has always offered: a better understanding of a company’s publics.

PR Pitches Are Valuable Real Estate

In the spirit of effective pitching, I’m going to keep this post short and sweet. PR Knowledge

Communication is expressed in different forms. I get that. So why try the same communication approach across channels? Specifically, why do some pitches reaching journalists’ inboxes start something like, “Hi, XYZ. I hope your day is going well. I wanted to talk with you about …”

“I hope your day is going well.” – Let me tell you why that’s wrong.

The potential ROI of leaving that line in does not surpass the risk you take leaving it out.

Every word in a pitch is real estate, from the subject head to a signature. The value of that real estate is dependent on the order the journalist would read the pitch. Meaning, your email subject is the most important. It’s the first impression and what will get that person to delete or open.

The second most important copy is the first two sentences of your pitch. This is where the journalist decides whether they delete or keep reading. Chances are if you’ve got them to read that far, you might actually have a shot at closing the deal or at the least a response.

So why waste this valuable real estate on an insincere-looking greeting? Do you “really” care how this reporter’s day is going or do you care if this person will cover your client?

I asked my Twitter friends to chime in on this today and had some thoughtful feedback from a few journalists. Mitch Wagner, editor in chief of Internet Evolution, said “It’s a courtesy. It’s fine.” He followed up to clarify, “Pitches are entirely impersonal. I assume they’re generated by bulk email software. And I’m fine with that.”

While conceding that the greeting is a waste of real estate, Senior IT Reporter for Ars Technica, Jon Brodkin, followed up with “…the ‘hope you’re well’ doesn’t really bother me so much. There are tons of worse things.”

Roberto

So the basic point here: While it’s not always considered a rookie mistake to include a warm greeting in your pitch, you’re wasting valuable real estate and potentially lowering the value of your pitch.