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Strategy Matters delivers news, tips and strategies for effective communications through traditional and social media. 

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In Search of Viral Content: Is It Worth the Effort?

Online marketing is a crowded arena. Just check out Internet Live Stats to get an idea of the massive amounts of blog posts, websites, tweets, etc. It's hard to stand out in the crowd, but every once in a while, some gem emerges that catches the attention of the masses and forms part of the collective consciousness. In other words, something goes viral. But how does that happen?

Often, viral content has nothing to do with a business or marketing goal. Think "Star Wars Kid," "Dramatic Chipmunk" or "David After Dentist." However, there are also plenty of examples of bona fide marketing campaigns put together by prominent companies that have gone viral.

While it might seem like the ultimate marketing goal to get some of your content to go viral, Forbes suggests there are a number of reasons why you actually shouldn't put your efforts into trying to go viral.

Low Odds of Going Viral It should be pretty evident from the data presented by Internet Live Stats that there's a lot of content out there competing for the attention of world audiences. The probability of striking it rich with viral content is extremely low, meaning that any marketing campaign specifically geared toward going viral is statistically doomed.

Poor Relation to Product or Service When you think of trendy Super Bowl commercials, or online viral marketing, there's often little to no connection to the underlying product or service. The marketer may have generated a lot of buzz and entertained a lot of people, but have they furthered the brand message or increased sales? In most cases the answer is, sadly, no.

Unpredictability of What Will Go Viral If you think the examples of viral videos provided above seem random and unlikely hits, you're not alone. It's difficult to determine what will go viral. This means you can waste a lot of time and resources trying to predict what will catch the fleeting interest of a fickle audience.

Your best bet is to focus on a long-term, steady, strategy of generating useful content that will draw a regular audience of potential customers, rather than shooting for the moon with one-off viral content. That's not to say that you will never generate some viral content, but it shouldn't be your primary focus.

Your primary focus should be providing high-quality, relevant information that offers value to your audience. If it goes viral, that's a bonus.
What South Park Can Teach Us About Transparency in Advertising
 
One of the best ways to drive traffic to your site is to provide fresh, relevant content that is interesting and desirable to your target market. This isn't advertising, because you're not directly promoting your product or service; you're simply providing information.

But there's a line between content and advertising that is often crossed, and when that line is crossed, we end up with what is commonly referred to as native advertising: content within a website that appears to be just general content but is really masking an advertising pitch.

Fortune notes that while this practice is becoming increasingly popular with digital publishers, consumers aren't fans at all. According to a survey by the content development company Contently, two-thirds of survey respondents said they felt deceived upon realizing that an article or video was sponsored by a brand.

Recently, South Park got in on the fun in a late 2015 episode titled "Sponsored Content." 

Tech Times provides a succinct synopsis of the episode for those who haven't seen it, and Maria Shinkevich writing for Ad Age offers an  analysis of the broader point the show is trying to make: "as 'South Park' deliciously spotlights, audiences may not know that the content they are dealing with is an ad. The industry has worked quite hard to sharpen disclosure and create standards for content delineation, but at some level, many still feel like they are being tricked. The reason is that online advertising (especially native advertising) is highly dynamic and flexible, which attracts those willing to abuse it."

As the lines between content and advertising become increasingly blurred, businesses need to be aware of how consumers perceive native advertising. It's not just the creators of South Park who take offense. As the Contently survey notes, a big chunk of consumers feel the same way, and in putting out its own guidelines on the subject, the Federal Trade Commission has made it clear that it takes the potential for deceptive advertising with this type of content very seriously too.

The bottom line is to treat your consumers respectfully. Not only is it the right thing to do but, if you don't, your brand is certain to suffer.
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Volume: 8 - Issue: 4
 April 2016
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