On Grassroots and cracking the notion that power influencers drive product acceptance in the market:
“Why have Google and Apple done so well in the last [few] years? Because the grassroots love them. That’s the power root of the industry. Ideas here don’t come from the big influencers and move down. No, they start on the street and move up. Anyone miss how Google got big? Not by throwing a press conference.”
– Robert Scoble, via Johnnie Moore’s blog back in 2006.
Before I side with Robert, let me throw in a little word of caution: I know that the conversation has been geared in this direction for a few years now, but looking at cause : effect / influencer : influencee dynamics as a top-down model only seem fairly limited in scope. “Influencers” (whether they are “key” or “big” or “power” influencers) aren’t just at the top of their respective subcultural family trees. Sometimes, the masses themselves can be the power influencer.
Here is an example: When it comes to bottom-up and lateral impact, the street has always been a source of influence on culture, fashion, musical tastes, language, and political change. Urban fashions didn’t start on a runway in New York or Milan. “Gangsta” culture wasn’t designed in a Soho creative studio and then packaged and sold to rap superstars. It came from the street and was then commercialized. This same bottom-up and lateral mechanisms are true of punk rock, skateboarding, surfing, and just about every “culture” or “subculture” you can throw a cat at, from triathlon, to amateur photography to the country-club lifestyle. Influence starts at the bottom, not at the top. Top-down influence comes later and plays a very different role (touching on validation and scale).
Appealing to a grassroots base – which essentially consists of recruiting your 1-percenters to drive your campaign and influence their own lateral peer networks has always been smart. Politicians know this, which is why they are essential to the success of every campaign. Grassroots programs are militant in nature. They are infectious and viral in the true sense of the term. They feed on momentum and quasi-exponential growth. They may very-well be the most virulent form of Word-of-Mouth movements you will ever encounter. Why? Because they drive more than awareness and preference: They drive action.
If you are reading this and aren’t so sure you agree, that’s okay, but consider this: Every revolution in our history was the result of a grassroots movement. Every single one. Look at the American Revolution. The French Revolution. The fall of the Berlin Wall. More recently, thanks to the availability of cell phones, text messaging and the organic nature of social networks, the 2001 revolution in the Phillippines and the 2002 presidential elections in South Korea. Grassroots movements hold a staying power inversely proportional to the short-lived attention most marketing campaigns spend so much on.
For many of us, true influencers aren’t just celebrities or the upper stratum of a subculture. The way we become participants in the growth of a trend or the success of a product isn’t necessarily tied to product placement on The Apprentice, CSI, or whatever blockbuster is crushing the box office. We don’t necessarily buy clothes from D&G or Ray-Bans because Taylor Swift or Brad Pitt are seen sporting them in Cannes. Influencers are also our neighbors, our best friends, our co-workers, our parents, our kids. More than ever, they can also be familiar strangers on social networks, or a mob of people demanding the same thing you always wish you had the power to ask for yourself. Most of the time, these folks, NOT celebrities and so-called “thought leaders” are the true influencers in our lives.
It is human nature to seek safety, familiarity and validation both in the people we know and in numbers – which is why, from a corporate standpoint, large crowds (including virtual crowds) also tend to hold more power than a handful of so-called “influencers” conveniently picked by a marketing firm. Yet this insight into social networks (and social media on the whole) is one that a surprisingly large number of marketing, advertising and PR professionals trying to apply their trade to the social web still seem oblivious to.
We could go off on a major tangent here, but for now, consider the impact that this argument might have on the importance we attach to say… Klout, and to the “influencer” religion some marketing professionals are attempting to force into the social media discussion. (See left-hand model in the image below.) The problem, before you misunderstand me, isn’t Klout or its algorithms. I like Klout, actually. The problem lies in the worth we assign to the notion of top-down “influencers” – these magical people who, we are told, can get thousands, even millions of people to click a button, buy a pair of shoes, or go see a movie through a mere act of will… or a tweet.
Does this mean that cultural icons like Oprah Winfrey, Stephen Fry, Kanye West and even Glenn Beck are not influencers? No, it doesn’t. Top-down influencers are real. They exist. Kim Kardashian, Leighton Meester and Justin Bieber help sell whatever they get photographed wearing. Drew Barrymore and Queen Latifah sell makeup. Leonardo DiCaprio sells Tag Heuer watches. Top-down influence is scientifically documented and relevant in the world of Big Advertising and Madison Avenue. But this type of influence, racing into 2011, is now a) increasingly limited and narrow in scope, and b) not immediately relevant when applied to complex, real-time, laterally-driven social networks.
If there is a lesson here, it is this: When combining your traditional marketing activities (regardless of the medium – print, TV, radio, web, mobile, POP, billboards, etc.) with your activity in the social space, look beyond traditional marketing dogma. Think beyond top-down influence. Consider the impact of lateral networks and organic word-of-mouth. Blend vertical and lateral forces.
Who really influences you to be a Mac or a PC? Who influences you to crave a Starbucks latte in the middle of the afternoon? Who makes you decide whether to shoot Canon or Nikon SLRs? Who influences your decision to choose one restaurant over another? “I want to be like Mike” still works, but the media landscape has changed considerably in the last few years – as it will continue to change still. Influence in the mass media space no longer fits the traditional marketing and advertising model, because mass media itself is no longer a top-down model.
Practical Advice: Next time you find yourself listening to a digital strategy that approaches a “social media marketing” campaign with a predominantly top-down “influence” model, stop, regroup, and consider a more mature perspective on influence – one that involves a carefully balanced combination of top-down, botton-up and lateral mechanisms.
Cheers,
Olivier.
Pre-order Social Media ROI: Managing and Measuring Social Media Efforts in Your Organization (Que Biz-Tech/Pearson) on Amazon.com or Barnes&Noble.com, or recommend it to someone today.
Hi Olivier,
Thanks for sharing your prospective.
We all suffer of overinformation and information gimmicks and have (and are right to) become very cautious about influence and those supposedly influential..
Media has failed us, as did most of the traditional influence powers. “Family strangers” carry even more suspicion: we even don’t know the % of our followers who are just robots, spammers or people acting like machines.
In this context, people cannot take influence for granted and have to check both relevance and trustability.
Looking at your graph, all arrows should be question marks.
That’s why, to me, clearly identifying online communities is a pre-requisite for influence measurement.
Online communities with peer appraisal are providing a context where both identity, relevance and trust are enforced.
Wait until I flip this whole notion on its head by showing that “influence” is actually pull, not push: We create our own influencers in specific moments in regards to specific topics. We bestow influence and set the stage for it in our own terms, each of us individually. Pull, not push. Permission, not suggestion. 😉
Thumbs up! I have more influence with my close friends than any celebrity or brand ever could. Influence measurement and influencer marketing are such nebulous fields… it’s kind of scary to think that people are making money within them :).
It’s an easy sell when “experts” use “science” to support their Jedi mind trick theory to an unsuspecting client. We can certainly do better, but the low hanging fruit never hangs there very long.
“I want to be like Mike” still works…
I always found this a fascinating topic. Do people honestly believe that using the same product as a paid endorser makes you more like that celebrity? Can it give you the traits that you admire in that celebrity?
Influence, overall, is a tricky subject. I have engaged influencers in certain spaces for marketing to target audiences, and the ROI has been significant enough to not dismiss it, but it has to be a part of a larger strategy of outreach.
I am looking forward to reading more. Thanks!
It does, yes. Obviously. On the one hand, there is the endorsement/trust aspect of it. If a celebrity you like and trust puts their name on a product, you assume that it is legit. (To some extent.)
On the other, you have the whole ego/projection mechanism. The “cool by association” thing. If Mike is cool and Mike wears these shoes, then by wearing the same shoes, you are cool as well. There are varying degrees of this, but essentially, that’s how it works. Tony Stark/Robert Downey Jr driving an Audi R8 in Ironman a) legitimizes the car as a luxury-class sportster even though it isn’t an Aston Martin or a Ferrari, and b) makes it more desirable to fans of the movie and/or actor.
Seeing your favorite star sporting a skinny tie and a fedora on the cover of GQ gives you permission to wear a skinny tie and a fedora, and makes you want to.
That said, as you have found out, this type of “influence” is only one slice of a much bigger pie.
Sooth.
The consideration of “influencers” seems like it could be a step in the right direction, if said influencers are indeed customers, but even then, we’re still not viewing the bulk of the people the business relies upon for it’s very existence as important.
Look where top-down “influence” has gotten us with regard to environmental concerns! For all his “influence” and efforts, Al Gore has made little progress in shifting the global mindset on climate change. Forget climate change theory altogether. Do we really need the threat of planetary disaster before we’re willing to clean up our own backyards?
I believe, as if often the case, it’s a question of value. Tell your neighbor polar bears will become extinct or island nations will vanish beneath the sea and he doesn’t care. American Idle 😉 is coming on. However, if tell him how much money you’ve saved on your electric bill by switching to CFL/LED lighting or share your excitement in getting more than 50mpg on your last tank of diesel in the new Jetta, he’s going to be interested. Why?
What’s in it for me?
You’re onto something there. Maybe if the extinction of polar bears could be linked to erectile dysfunction, we might be getting somewhere.
“Value” is driven by self-centered motivations more often than by anything else, and those don’t always play with the most noble aspects of the human condition.
Global survival and ecological responsibility are far too big to fit into most people’s ‘personal benefit’ category, so they stall. Saving $30 a month on your electric bill, however, fits in that category very well. That is a much more realistic approach. Agreed.
I am reminded of the food insurance sold by Glenn Beck: Backpacks of food to keep around for when that inevitable disaster comes around: The race war or the UN attack on the US, or the zombie plague. Some people will spend money on that because it satisfies a personal need they can clearly visualize, no matter how irrational… Yet it will never occur to them to spend that money on large scale programs that promote social justice, enable political stability, or further scientific research.
Ah, the human mind. 🙂
Excellent article. Consumers don’t want to waste money. Before they buy, they look for trusted sources and a 2nd opinion. Celebrities aren’t indeed a trusted source. Luckily we all have the real trustable sources directly in our neighborhood. People who have more experience than we have with a range of products. They can indeed be familiar strangers. Strangers who become so familiar that we call them friends. The problem for brands is that they don’t know who these people are, unless they start asking all of their customers “how likely is it that you would recommend us to friends, family …?”
But then you only know whether they recommend your brand. That’s a good start. You should ask the same question to many consumers about many brands. Then you gradually find out the recommenders and a shared recommenders profile. We do it now for 5000 brands/45000 products. In real time. In China. The results are surprising. And even clearer is the difference between satisfation, loyalty, like/dislike, positive buzz and … real recommendation. Even the difference between recommending a brand and recommending a brand for its grouponprice is tremendous.
Simon Sinek says, rightly in my view, “People don’t buy what you do; they buy why you do it” because it validates their own worldview.
People buy Apple mp3 players and not Dell mp3 players (which are just as good) because Apple communicates its ‘why’ (ie. it believes in beauty and simplicity). Dell does not extol the virtues of beauty and simplicity when selling its mp3 players so people who believe in those things (most of us?) buy Apple when there’s a choice. The clever organisations and individuals communicate in a way that chimes with the values and beliefs of the market.
Which way then does the influence flow?
Bottom up.
Happy New Year 🙂
Great observation. One of the core precepts of intelligent brand management right there. Very cool.
Not sure which TED video i saw this in but a speaker mentioned how Coco Cola taps into what each culture wants and delivers that message to them. Their FIFA anthem of 2010 is bilingual and has country-specific versions.
This works on a smaller scale as well. We’re all are part of a culture or many when you boil it down. People just want to be feel and be felt.
Influencers are anyone or anything that bring out the emotion or motion necessary to tip people.
I love love love this post.
It pinpoints for me why I’ve always struggled with the whole “influencer” conversation. Everybody is an influencer, and also, and I hate to burst bubbles, but everybody is also not an influencer.
Estrella Rosenberg and Chris Brogan talked about this a few months back in regards to marketing for social good. It’s fine if you get somebody like a Jennifer Aniston to go out and mouth the words of your mission, but if she isn’t really involved in your cause, ultimately, she is just offering your brand exposure, potentially to people who don’t really care.
The grass roots thing, the “Hey did you see this?” is definitely a growing wave in all channels of marketing. The problem is that people are using this as an excuse to differentiate to the point of being irresponsible. Sadly this tends to work, too.
Excellent post, sir. Happy New Year!
Thank you. 🙂
And yes, the magic pill mode of operation can be easily adapted to influencer models. A lot of companies are going to be taken for a ride this year based on this flawed assumption.
Would love to buy your book if it was available in the Kindle store
It will be. The more people request it, the faster it will happen.