I had the privilege of attending the 2008 Public Relations Society of America International Conference in Detroit. I’ll be writing an account of each of the sessions I’ve attended and highlight the take-aways from each presentation.

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The Role of Digital and Influencer Marketing in Driving PR Programs of the Future – Presentation by Mark Hass, CEO, MS&L Worldwide

It’s no surprise when experts claim that the internet is the root of all changes in consumer markets today. What is important to realize is how these markets are changing. It’s through understanding these changes that we can incorporate better strategies that will ultimately have more results.

Change in the Consumer

Access to information, and the ability to relay that message, has put the “message” directly into the hands of the consumer. In doing so, their expectations have grown. They have a larger sense of entitlement because of this control and in turn, it gives them a sense of power.

Change in Dialogue

How we speak to consumers is shifting from a monologue to what has been coined a ‘multilogue’, a single conversation to what can be an overwhelming collaboration of information.

Monologue (think of one person) Messages are shaped and delivered in a one way process. There was a time where you could pick up a major publication and know what everyone was talking about. This news cycle is now broken because it’s spread over multiple publications and a variety of niches.

Dialogue (think of two people) This was a more sophisticated communication between influencers and communicators but still is one way. It embodies the idea of “What do you need to be able to say good things about me?”

Multilogue (think of a sea of people) Conversation that is happening everywhere; it takes place all around us and consumers are more important in shaping our brands than we are.

Change in Perceptions

Changing face and landscape – Who are the people making the decisions on what messages get put out there? With the increase in accessibility on the web it’s no longer suits in meetings that are deciding what messages and branding gets spread. The landscape has changed to include anyone who wants to get involved.

Lack of trust and confidence – A study conducted by MS&L showed that people are losing trust in their governments and corporations. Instead, they place their trust in other consumers. Again, this is a perfect illustration of the shift in where those messages are coming from. A corporate endorsement of a product (advertising) doesn’t carry the same resonance as another consumer’s opinion. Consumers are using forums much more as a place of product comparison and review.

Loyalty is redefined- This was a bit surprising that loyalty to a brand is not what it once was. Here, the focus is on the transaction (use of the product) rather than of the company itself. Perhaps this is tied to the lack of trust and confidence. Here, brand identity is important (recognizing) but loyalty is not directly related.

Changing expectations- As explained earlier, the expectation that a consumer has on a brand is much higher. The product not only has to perform to quality standards as before and be available at a competitive price, it also has to hold value or meaning to the consumer in order to be competitive. Connecting a brand with causes and issues is a way to meet those expectations.

Change in the PR practitioner

The face of PR is changing, or it must change, in order to be competitive. Relationships are no longer a one-way transaction and as such PR needs to adapt to these new communications characteristics. Keep in mind that the role has not changed completely; instead think of it as adding another tool to your tool belt.

Advisor – To provide counsel: “This is what you should do.”

Advocate – To provide counsel and meaning: “This is what you should do, and why”

Activist – To be involved and motivating: “What can we do?” This role requires more involvement, more participation from the audience and requires a practitioner that truly understands how to use the tools. They need to motivate and involve, incorporate feedback and provide areas for the consumers to participate and gain a sense empowerment and control over the product (whether it be an actual thing, support for a cause, or an idea). The key here is to have “Message Discipline” – Say what you believe and say it often.

Overall, the landscape of communications is changing and we need to adapt, not so that we can forget what we once learned but add to our knowledge to better refine the way we communicate with our stakeholders.

These changes are creating a phenomenon and public relations is the key to taking advantage of it.

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4 Comments

  1. Who coined that phrase “influencer marketing?” I like it.

  2. There are multiple versions and monikers out there for the current change in marketing from traditional (system to system, company to consumer, etc.) to conversational (person to person, person to group, group to person, etc). Some of my favorites have been “influencer marketing”, “experiential marketing”, “buzz marketing”, and “hype marketing” (that one is mine actually, service marked for my company).

    What I really like about the information above is that is directly addresses the two main points that affect companies, advertisers and marketers today, the change in tone of conversation (like the “multilogue”) and the change in perception of organizations/governments/corporations by the consumer/citizen. We no longer trust anyone but ourselves and our close friends/associates/similar people to make informed decisions about anything. Let’s keep this in mind when we attempt to join a “multilogue” like Mark Haas and Zoe are talking about above. Thanks

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