The future of business: Six layers of customer engagement
Apr 14th
Over the past few years I have been giving a speech about the “six layers” of customer engagement. It has been a hit with my audiences and it occurred to me that I have never shared this idea with you. So, let’s change that.
We are in the process of creating increasingly complex layers of digital distance between our companies and our customers. Mastering these six layers represent both enormous challenges and opportunities …
In the beginning
Historically, we dealt with customers face-to-face, with a trusted word and a firm handshake. Then in the late 1990s, with the creation of our first company websites, we took a one way ticket AWAY from these personal relationships and created the first, permanent digital divide between ourselves and our customers.
Year by year, this divide grew as companies found ways to cut costs and create customer delight by moving more and more self-service options to the web. We literally raced away from our personal relationships.
The second digital layer emerged just a few years ago as nerdy chat rooms bloomed into social networks. For many people, this became the preferred way to communicate, discover products and services, and connect with customer service. Time on websites went down, time on social sites exploded.
So for a business, we must now figure out how to connect with people in this new information eco-system and compel them to love us so much that they want to investigate our website, which is where the business takes place. After all this “socializing” we still need to get people to buy something right?
The third layer
The third layer is a social layer around all the other social platforms, and that is Facebook. You see, for many people today Facebook IS the Internet.
Yes, people love Flickr, but Facebook is the number one photo site in the world. We love YouTube, but millions of hours of YouTube videos are watched every day THROUGH Facebook. Does it seem like there is yet another layer going on here? There is. Even if we do a great job populating the social web with our content, that content is increasingly viewed through Facebook. So, our businesses need to be there.
But we’re just getting started.
The mobile layer
Today, more than half of Facebook’s users access the site over a mobile device … and that is increasing month by month. So even if we have a great website, even if we are populating the social web and optimizing for Facebook, we now need to do it in a way that works on a screen that fits in the palm of your hand.
Mobile represents the fourth layer between our customers and the money we would like to liberate from their wallets.
All of this is probably familiar to you and your business is already implementing a web design that is responsive for mobile. If your head is spinning about the rate of change so far, you’re in for an even greater shock. We are on the cusp of the most rapid and disruptive technological change in history – augmented reality. There will be a digital layer over the “real world” and the Internet will surround us like the air that we breathe.
Now everything changes
The Google Glass project is just the first volley in a revolution that will change the way we connect, learn, shop, communicate, and entertain ourselves. In fact, it will touch almost everything in our daily lives. It is not the new Internet. It will be something far more important and foundational — it will be more like the new electricity. The widespread adoption of augmented reality, first in glasses and then in contact lenses, will transform every way we connect and communicate. Your business will need to master this layer and all of its implications.
The virtual layer will liberate us from devices and open up dazzling new opportunities to create new businesses, new applications, new customer connections.
Now that we have a ubiquitous digital layer across the world, what do we do with it? Why, we have fun of course …
The sixth layer of engagement
People love to play games more than anything. The average World of Warcraft player spends six hours at the game. Wow. Six hours. Wow. What if a business could tap into just a little of that!
Smart businesses are trying to figure out how to do exactly that. There is a whole theory of game science that creates these addictions and it can certainly be applied to marketing.
Social, mobile, location, augmented reality … it all enables the game layer. Why not turn your customer engagements into a game with levels, achievements, and rewards? Today, the popular mantra is to create “utility.” But I think there is a limited amount of engagement a company can provide through some useful electronic connection. But there is no limit to the amount of fun that can be provided. We are a few years away from an economy based on fun.
Implications
If you think this through, and I hope you do, there are some important implications beyond the six layers:
1) Customers are going to leave a data trail on every level. The companies that can mine this stream will create powerful competitive advantage. That’s why, increasingly, marketing = math.
2) Not every customer will engage with you on every layer. That means your channel strategies are going to multiply.
3) With the premium on fun and entertainment, this means good news and rising rates for the best content creators and game developers.
4) Bring plenty of money. I don’t thing creating an augmented reality customer service department is going to be cheap.
5) For the companies that move first in these spaces there will be an unparalleled opportunity to create customer connection and loyalty.
Whew. Is your head ready to explode?
I would sincerely love your thoughts on this concept. What makes sense? What did I miss?
(Warning: shameless self-promotion ahead) If these ideas tantalize you, why not hire me to give you the full meal deal through a speech at your next company or industry conference? We’ll have a lot of fun with these ideas.
No horsing around. A {growtoon}.
Apr 12th
Join the growtoonists each Friday for a humorous take on marketing, social media, and current business events.
Joey Strawn is a social media strategist who loves enjoying a good book and then drawing in it. Check him out on Twitter: @joey_strawn
How social media saved our church
Apr 11th
A few weeks ago I offered the opportunity to write a guest post (among other prizes!) as a tribute to everyone’s support for 1,000 blog posts here on {grow}. Happily, Judith Gotwald won the random drawing for the guest post and she offers this unique and instructional lesson about an organization in crisis and how social media saved it.
By Judith Gotwald, {grow} Community Member
I didn’t become a blogger until I had no choice. It was the only way I could help my church survive.
A journalist by training, I have worked in publishing as a graphic artist for 30 years—good basic credentials. I am not a pastor, just a church member. My church’s dire need pushed me into the blogging pool, really as an act of desperation. Here is my story.
The mainline Church is in trouble. Attendance, membership, and giving are spiraling downward. Societal changes have left the Church behind—or vice versa.
Most churches operate on subsistence budgets. There is little money for service or outreach. Regional and national hierarchies, once defining elements of religion, are now difficult for congregations to support.
Yet hierarchies like to survive.
Social Media is tailor-made for Church purposes. Imagine the ability to reach people worldwide for minimal investment! Yet most Church leaders avoid social media like the Egyptian plagues.
Facing significant decline, our regional body, the Southeastern Pennsylvania Synod of the Evangelical Lutheran Church in America, was routinely adopting deficit budgets, closing churches, and selling their property kept them afloat.
In 2007, my church, Redeemer Lutheran Church in Philadelphia was on the hitlist — the first of six targets identified by a newly-elected bishop. We owned prime real estate in a desirable neighborhood, had a small endowment, were debt-free, self-sufficient — and growing. Nevertheless, we were going to be shuttered and in this David and Goliath scenario, Goliath was the odds-on favorite.
The doors are closed
Our bishop appeared one Sunday at our doorstep with a locksmith, expecting us to hand over our $2 million-property upon demand. When we resisted, lawsuits naming individual church members ensured that many would skedaddle. Pastors led the retreat.
But this time David fought back.
It wasn’t easy. Through several years of legal challenges, courts ruled (never hearing the case) that they had no jurisdiction in church affairs. The First Amendment puts the Church above its own laws. Our property and money were confiscated. We were on our own.
In February 2011, Redeemer asked me to launch a congregational blog — 2x2virtualchurch.com – to keep the remnants of our congregation connected. I armed myself with a copy of Teaching Yourself Visually WordPress, and spent a few days pulling out my hair. Things finally clicked.
In our first month of operation we had exactly one visitor to our site, and then a few more each month. I started to study to be a better blogger, following the advice of Social Media Examiner, Hubspot and veteran bloggers.
Content was posted daily. Traffic began to grow.
We wanted our blog to tell our story, but we also wanted to be a church — to serve. We focused on what we know best—small church ministry.
- Earliest posts chronicled our social media journey.
- Many of our new members were recent immigrants. This became a series on multicultural ministry.
- General church issues are explored.
- Resources geared to small congregations are featured twice a week.
- The {grow} blog inspired the use of graphics and cartoons.
New doors are opened
This content actually began to drive significant traffic and shape our ministry. An original Easter play was downloaded 150 times when we posted it in 2012 and already 3,100 times in 2013.
Our little church blog began to attract a global audience. A mission in Pakistan shared their fear with us as violence erupted following the anti-Islam video that was posted a few months ago. Churches in Kenya sent us photos of the AIDS/war orphans they serve. Prayer and encouragement continue to fly back and forth across cyberspace. Our members know each other by name.
One day, a pastor in Pakistan asked to be connected to churches in Kenya. Within a few weeks, three churches from two countries and cultures that met through the blog were together in Kenya!
Before the opportunity of social media, this type of mission influence would take years and require coordination of an expensive national office. Two common denominators — the predominant use of English and the Internet — have placed mission work directly in the hands of congregations.
Our regional body justified their land grab by claiming Redeemer was too small to fulfill a mission purpose. Well, we no longer had our land, but with a blog, our mission is extending to every corner of the earth. Even the national megachurches have noted our effectiveness.
Our following is growing and with a demographic the mainline church has a difficult time reaching — young adults.
How does our ministry compare with the ministries of 160 churches who collectively claimed our property?
The largest church in our region has an average Sunday morning attendance of 725 (down from 1324 in 2002). Most churches are much smaller with fewer than 100 in weekly worship.
Redeemer had 72 members when the conflict started with an average weekly attendance below 30. We now have 1300 unique weekly visitors and are adding a few hundred each week at our current pace. An additional 200 subscribe to our daily mesages. The numbers are small by corporate standards but huge in the world of Church.
The reach of Redeemer is greater than any other congregation in the regional denomination that evicted us. The structure of “church” has been turned upside down.
So with this proven success, why do churches still generally avoid the use of social media?
- Most don’t know how to start.
- Church leaders tend to represent an older demographic.
- Tradition prefers failure to innovation.
Redeemer, through our social media outreach, has proved that there is more economic potential in an open church than a closed church. Social Media made all the difference.
Judith Gotwald owns and operates Gotwald Creation, a communications design company in Philadelphia. Two books—one on social media and the church and one on branding for evangelism—will be available by Fall 2013. Follow her on Twitter @jigotwald and @2x2Foundation.
Illustration by the author.
40 million people can’t be wrong — The secrets of viral
Apr 10th
By Kerry Gorgone, {grow} Contributing Columnist
One of the standout sessions at SXSW Interactive this year was a presentation by Jonah Peretti of BuzzFeed. In it, he chronicled his journey from early viral sensation to creating a respected media channel boasting 40 million unique visitors.
Having spent more than 10 years studying his successes and failures to find the formula for “going viral,” Peretti is uniquely qualified to help marketers create content that gets shared. Here are some key points from his presentation.
Takeaways from @peretti and #powershift. Probably the best #sxsw session I’ve seen. Bold statement. twitter.com/nathanjokers/s…
— Nathan Jokers (@nathanjokers) March 12, 2013
Engage the “Bored at Work Network”
Millions of people find themselves idle at work from time to time. The importance of appealing to this audience cannot be overstated. “Collectively,” observed Peretti, “they create a network bigger than the BBC or NBC or CBS. More people can receive a piece of media if the ‘Bored at Work’ network likes it.” Case in point: “13 Simple Steps to Get You Through a Rough Day.”
Also optimize your content for mobile, so you can leverage the power of the advancing “Bored in Line” network, as well. Almost 40 percent of BuzzFeed’s traffic comes to the site via mobile, leading Peretti to conclude that “If you don’t optimize your content for mobile, you have zero chance of going viral.”
Understand Your Platform
Facebook is different from Twitter, which is different from Instagram, which is different from Google+. Your content, tone, and timing of posts must be adjusted according to the preferences of each specific community. The task isn’t as daunting as it sounds (you can use HootSuite or another tool to schedule posts), but it does require some thought.
Twitter posts have a half-life of one hour; Facebook about a day; Pinterest about one week. Plan accordingly, and don’t be afraid to repost the same link: just be sure to change the introductory text so you’re not making identical posts. Change the context, and introduce the post using a different angle; emphasize an aspect of the content that will appeal to a particular subset of your audience.
Once you understand how the platforms work, spend half your time refining your message, and half your time thinking about how to promote it. Don’t spend all your time on the idea, then consider about how to promote it as an afterthought. They are equally important.
Social content is changing advertising
We’re shifting back to the “Mad Men” days, when ads told a story and were an integral part of the entertainment experience. Advertising should add to your site, not detract from it. BuzzFeed eschews banner ads in favor of content marketing.
Consider the user experience: integrate advertising that enhances rather than disrupts. Banners don’t give you enough room to tell a story. “Social can help us get back to a golden age of advertising, where brands tell a story.” Combine a compelling story with the massive distribution you get from the social networking platforms.
Treat social like the Paris cafe
People love to linger over coffee at a Parisian cafe. They read philosophy, stop by pat a cute dog, flirt with someone at the next table. It’s all part of the experience. Your social presence needs be this inviting. Encourage people to stick around and engage.
Social networks have become people’s starting point for their online experience. Publishers need to be at the source, creating all types of content — news , branded content, and entertainment – and sharing it via social.
Social is a way of thinking, not a “trick.”
You can’t fool people into thinking that your business is social just because you’re on Facebook (or Pinterest, for that matter). The “trick” is that you must actually be a social entity, equipped with a sense of community and engagement. Scheduling posts that go out into the void will not propel you to social success: failing to engage with your customers in the social space will ultimately hurt your business.
Think in a way that is compatible with social:
- Have a heart. EQ is as important as IQ, possibly even more important. As Peretti observed, “Google is about information: social networks are about emotion.”
- Content is about identity. Enable people to communicate something about themselves that uniquely identifies them. Content that a few people care deeply about is more likely to get shared because it defines them. Example: “32 Absolute Worst Parts About Being Tall.”
- Humor is inherently social. Laughing with people brings us closer, but you don’t have to use humor. Nostalgia works, too. The key is tapping into common experiences.
Incidentally, don’t post things people would be embarrassed to share. People may want to see naked celebrity photos, but they use search for that, not social. What people want to see and what they want to share are two different things, so make your content sharable if you want a chance at going “viral.”
If you have some time, I highly recommend listening to Peretti’s presentation. His talk is informative and entertaining: much like the content that marketers need to create!
Kerry O’Shea Gorgone, JD/MBA, teaches New Media Marketing in the Internet Marketing Master of Science Program at Full Sail University in Winter Park Florida. Follow her on Twitter: @KerryGorgone











You’re in marketing for one reason: Grow.
Grow your company, reputation, customers, impact, profits. Grow yourself. This is a community that will help. It will stretch your mind, connect you to fascinating people, and provide some fun along the way. I am so glad you’re here.
-Mark Schaefer

