Marketing To Your "Tribe"

An artist has 2 categories of fans - casual fans that may like you or your type of music but don't love you, and really passionate fans that love everything you do. Some call these your "true fans," "superfans," or "uberfans." Marketing guru Seth Godin calls them your "tribe."

Here's a brief excerpt about marketing to your tribe from my book, Music 3.0 - A Survival Guide For Making Music In The Internet Age.

"Be extremely careful about how you market to your tribe. Chances are your tribe wants everything you have to offer, but they don’t want to be hyped on it. Make an announcement about a new release or a piece of swag, but don’t oversell it. Tribe members don’t need to know that you think your new music is the greatest thing you ever did and it’s better than the Foo Fighters last release. They’ll decide for themselves and then sell it for you in their own conversations if they like it.

The way to market to your tribe is by simply presenting your product to them. Just make them aware that it’s available, and they’ll do the rest. You can take it a bit further by offering them information about the product - the more exclusive, the better.

Instead of a sales pitch:

• Give them a behind the scenes story about the making of the product.

• Tell them where the idea for it came.

• Tell them about all the people involved, especially other tribe members.

• Provide interviews with others involved in the project.

• Give them all the trivia involved in the project, no matter how small. True fans will eat it up. If it’s a new song, tell them where it was recorded, who the engineer and producer were, how many tracks were needed, how long the mix took, how many mixes you did, how the final mix compared to the rough mix, and all of the hundred other fine details that go into producing a song. If you just produced a new T-shirt, describe where the design came from, why you chose the manufacturer, what the shirt is made of, why you chose the color, etc. Get the idea?

Giving them insight that no ones else has makes them feel special, will keep them loyal, and will show mere fans and lurkers the benefits of tribal participation."

You can read more excerpts from the Music 3.0 Internet music survival guide and other books on the Bobby Owsinski website.

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Help support this blog. Any purchases made through our Amazon links help support this website with no cost to you.

You should follow me on Twitter for daily news and updates on production and the music business.

Check out my Big Picture blog for discussion on common music, engineering and production tips and tricks.

5 Ways To Take The Pulse Of Your Fans

Your core fans, or your "tribe," as uber-marketer Seth Godin calls them, crave your communication. But communication is a two-way street, and the artist must be just as willing to listen to his or her tribe as talk at them. This excerpt from the Music 3.0 Internet music guidebook shows 5 ways that you can check the pulse of the tribe to better understand what they want from you.

"The leader must constantly check the pulse of the tribe to hear what they’re feeling and thinking. This can be helpful in determining just what the tribe likes and dislikes about you and your music. Maybe there’s a direction that you briefly touched upon on your last record that drove the tribe wild, or maybe one that they hated? You might choose to follow your musical instincts instead of listening to tribal feedback, but at least you won’t be surprised by the resulting reaction.

Taking the tribe’s pulse also lifts the mood of the tribe since interaction with the leader is always appreciated and results in more participation. Showing your appreciation for their participation fosters even greater loyalty and participation and gets them invested emotionally and intellectually.

So how do you take the tribe’s pulse? You ask them questions or ask them to help you.

1) Ask them which piece of merch they prefer.

2) Ask them about the best venues in their area, why they like them and if they’d prefer to see you there.

3) Ask them what song they’d love to hear you cover.

4)Ask them who their favorite artists are (this answer is great for other elements of social marketing as mentioned in other sections of the book).

5) Ask them to judge the artwork on your next release, then when they respond, reward them. Give a free T-shirt to the first 10 responses. Send them a secret link to download a track only available to them. Give a personal shout out to some of the best responses.

All of the above makes them feel special and great about belonging, and keeps the interest in the tribe high."

To read additional excerpts from Music 3.0 and other books, go to the excerpt section at bobbyowsinski.com.

-----------------------------------

Help support this blog. Any purchases made through our Amazon links help support this website with no cost to you.

You should follow me on Twitter for daily news and updates on production and the music business.

Check out my Big Picture blog for discussion on common music, engineering and production tips and tricks.

5 Questions To Ask Your Fanbase

In Music 3.0, your fanbase is a living, breathing thing that needs your attention not only in order to grow, but to keep from dissipating. Marketing guru Seth Godin calls your core fans your "tribe," which needs a leader to keep the group active. The leader can either be the artist himself, someone designated by the artist, or even someone very vocal within the group. Either way, it's the leader's job to constantly check the pulse of the tribe to keep it healthy. Here's an excerpt from the Music 3.0 Guidebook that explains that process, as well as 5 things to ask your fans to gauge their interest.
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"The leader must constantly check the pulse of the tribe to hear what the members are feeling and thinking. This can be helpful in determining just what the tribe likes and dislikes about you and your music. Maybe there’s a direction that you briefly touched upon on your last record that drove the tribe wild, or maybe one that they hated? You might choose to follow your musical instincts instead of listening to tribal feedback, but at least you won’t be surprised by the resulting reaction. 

Taking the tribe’s pulse also lifts the mood of its members, since interaction with the leader is always appreciated and results in more participation. Showing your appreciation for their participation fosters even greater loyalty and participation and gets them invested emotionally and intellectually.

So how do you take the tribe’s pulse? You ask them questions or ask them to help you. For instance, you can:

1. Ask them which piece of merch they prefer. 

2. Ask them about the best venues in their area, why they like them, and if they’d prefer to see you there. 

3. Ask them what song they’d love to hear you cover. 

4. Ask them who their favorite artists are (this answer is great for other elements of social marketing as well).  

5. Ask them to judge the artwork on your next release. Then, when they respond, reward them. Give a free T-shirt to the first ten people who respond. Send them a secret link to download a track that’s available only to them. Give a personal shout out to some of the best responses. 

All of the above makes them feel special and great about belonging, and keeps the interest in the tribe high."

You can read more excerpts from Music 3.0: A Survival Guide For Making Music In The Internet Age, or my other books at bobbyowsinski.com.

-----------------------------------

Help support this blog. Any purchases made through our Amazon links help support this website with no cost to you.

You should follow me on Twitter for daily news and updates on production and the music business.

Check out my Big Picture blog for discussion on common music, engineering and production tips and tricks.

The Concept Of "Fuelers"

I read an interesting article by Jed Cohen on the Rockethub blog a while back about Fuelers, a concept that I wasn't familiar with but is worth knowing about, especially if you're interesting in crowdfunding. In case you weren't aware, Rockethub is a leading crowdfunding site, and just like CD Baby, they have a separate site that teaches you how to take advantage of their site.

In Rockethub parlance, Fuelers are contributors to your crowdfunding project. That being said, Jed has broken down Fuelers into three categories.
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The vast majority of your Fuelers will be people you already know. They are your friends, family and fans. These are people who already know and trust you. For most projects, the number of strangers who become Fuelers is fairly low. That being said, all Fuelers will fall into one of the following three categories:
1. The Committed - already committed to supporting you when they arrive
2. The Inspired - become inspired to support you after they arrive
3. The Shoppers - will shop (and tangentially support you)

Category #1, the Committed, will be populated with your First Degree Network of friends and family. These are folks who will support you every time, regardless of the project, or it’s quality. Your parents are likely a good example.

Category #2, the Inspired, will be populated with other friends and family members, your Second Degree Network. These are people whom you invite to the project page. They are not committed to contributing when they arrive, but after watching your video or reading your project description, they decide that you are up to something great! They become inspired to support you. Some strangers may fall into this category, but a friend you see occasionally is likely a better example.

Category #3, the Shoppers, will be populated with everyone else (ie. your Third Degree Network. In order for your project to grab friends-of-friends and strangers, you’ll need to grab the shoppers as well. The best way to do this is by creating rewards that are interesting and/or a good value.
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If you think about it, the Fueler concept also applies an artist or band's audience.

The Committed are your "tribe" (as best selling marketer Seth Godin calls them). These are your most passionate fans that will go to any lengths to attend a show or buy a product.

The Inspired are your "casual" audience; the ones that like you, but don't love you. It may only take a single great song to push the casual fan into the committed category.

The Shoppers are the part of the audience that really likes your genre or even sub-genre of music, but either hasn't been properly exposed to you or just hasn't caught the fever yet.

Your first job as an artist is to take care of your most passionate members (the Committed or your tribe) first, since they frequently bring the Inspired or casual fan into the tribe just with their enthusiasm.

Spending too much time on the Shoppers of the audience can take too much attentional away from the fans that really matter, and you may never win them over anyway. In short, take care of the fans that are already in your corner first. If treated well, they may be your fans forever.

Read Jed's entire post here.

-----------------------------------

You should follow me on Twitter for daily news and updates on production and the music business.

Check out my Big Picture blog for discussion on common music, engineering and production tips and tricks.

Help support this blog. Any purchases made through our Amazon links help support this website with no cost to you.

5 Ways To Take Your Tribe's Pulse

Your core fans, or your "tribe" as uber-marketer Seth Godin calls them, crave your communication. But communication is a two-way street, and the artist must be just as willing to listen to his or her tribe as talk at them. This excerpt from the Music 3.0 Internet music guidebook shows 5 ways that you can check the pulse of the tribe to better understand what they want from you.

"The leader must constantly check the pulse of the tribe to hear what they’re feeling and thinking. This can be helpful in determining just what the tribe likes and dislikes about you and your music. Maybe there’s a direction that you briefly touched upon on your last record that drove the tribe wild, or maybe one that they hated? You might choose to follow your musical instincts instead of listening to tribal feedback, but at least you won’t be surprised by the resulting reaction.

Taking the tribe’s pulse also lifts the mood of the tribe since interaction with the leader is always appreciated and results in more participation. Showing your appreciation for their participation fosters even greater loyalty and participation and gets them invested emotionally and intellectually.

So how do you take the tribe’s pulse? You ask them questions or ask them to help you.

1) Ask them which piece of merch they prefer.

2) Ask them about the best venues in their area, why they like them and if they’d prefer to see you there.

3) Ask them what song they’d love to hear you cover.

4)Ask them who their favorite artists are (this answer is great for other elements of social marketing as mentioned in other sections of the book).

5) Ask them to judge the artwork on your next release, then when they respond, reward them. Give a free T-shirt to the first 10 responses. Send them a secret link to download a track only available to them. Give a personal shout out to some of the best responses.

All of the above makes them feel special and great about belonging, and keeps the interest in the tribe high."

-----------------------------------

Follow me on Twitter for daily news and updates on production and the music business.

Check out my Big Picture blog for discussion on common music, engineering and production tips and tricks.

Social Networking Now More Popular Than Email

The latest data from research company Nielsen indicates that Americans now devote a full 6 hours a month to social networking, up 16% from a year ago.

And what network do they spend their time on? You guessed it! Facebook claims an 85% share while MySpace comes in a way distant second with only 5%, and Twitter only 1%.

So if most time was spent on social networks, what else captures our attention? Online games account for 10% of time spent, while email came in at 8%. Watching video is now a full 4% of all time spent online, which amounts to an average of 3 hours and 15 minutes a month.

As an artist, you may look at those numbers and be tempted to concentrate entirely on social networking for building and communicating with your audience, but that would be short-sighted.

If you read this blog a lot you know that I've always advocated that you capture as many of your friends and fans from your social networks to your mailing list. The mailing list is still your most powerful means of engagement with your fanbase and tribe. Not only is there a personal aspect to receiving an email that fans love, but you also have the advantage of deep metrics not available from many social networks that can be useful in any marketing or promotional campaign.

Remember that a well-formed online strategy features many different and equally important parts.

• Your website is your hub of information and engagement via new content and point of sale.
• Your social networks are your means of frequent but rather impersonal fan engagement.
• Your email list is your means for infrequent but personal engagement. It's your direct marketing tool that can be used for sales (a soft sell hopefully), general information and marketing.

Yes, we're spending more and more time these days social networking, but you still need the other pieces too for a successful online strategy. Don't overlook them.

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Follow me on Twitter for daily news and updates on production and the music business.

Check out my Big Picture blog for discussion on common music, engineering and production tips and tricks.

The 90/10 Rule

There's a common rule-of-thumb in business that states that 80 percent of your business comes from 20 percent of your customers (actually called the Pareto Principle). This usually rings true in that in most businesses you have you major customers who bring in most of your revenue, and all your other customers that supplies the rest. If you're in a subscription or mass marketing business where your collecting funds from thousands or even millions of customers (like online), you can still break it down to 80/20 where 80 percent of your business comes from a certain category of users.

The music business was always thought to work on the 80/20 rule as well, but lately there's been a general change of outlook about those numbers. In fact, many music marketers now feel that 90 percent of an artist's income (especially an indie artist) comes from only 10 percent of their fans.

The thinking in the 90/10 rule is that superfans (sometimes called uber-fans or your "tribe") are so passionate that they're purchase just about anything the artist offers for sale, and as a result the income is skewed more heavily in their direction than in other businesses.

There's at least some empirical evidence that 90/10 is indeed true, which means that for an artist to really break big, he has to move those numbers closer to the traditional 80/20 split. A superstar artist has to move those numbers even more. This is how it breaks out:

INDIE NICHE ARTIST
90% - income from tribe/superfan/uberfan (and anything else you want to call them)
10% - income from casual fans

MASS MARKET ARTIST
80% - income from tribe/superfan/uberfan
20% - income from casual fans

SUPERSTAR ARTIST
less than 80% - income from tribe/superfan/uberfan

more than 20% - income from casual fans

Once an artist establishes himself with a fanbase, regardless how small, the marketing goal from that point is always trying to move the 90/10 split closer to 50/50.

-----------------------------------

Follow me on Twitter for daily news and updates on production and the music business.

Check out my Big Picture blog for discussion on common music, engineering and production tips and tricks.

Marketing To Your "Tribe"

An artist has 2 categories of fans - casual fans that may like you or your type of music but don't love you, and really passionate fans that love everything you do. Some call these your "true fans," "superfans," or "uberfans." Marketing guru Seth Godin calls them your "tribe."

Here's a brief excerpt about marketing to your tribe from my book, Music 3.0 - A Survival Guide For Making Music In The Internet Age.

"Be extremely careful about how you market to your tribe. Chances are your tribe wants everything you have to offer, but they don’t want to be hyped on it. Make an announcement about a new release or a piece of swag, but don’t oversell it. Tribe members don’t need to know that you think your new music is the greatest thing you ever did and it’s better than the Foo Fighters last release. They’ll decide for themselves and then sell it for you in their own conversations if they like it.

The way to market to your tribe is by simply presenting your product to them. Just make them aware that it’s available, and they’ll do the rest. You can take it a bit further by offering them information about the product - the more exclusive, the better.

Instead of a sales pitch:

• Give them a behind the scenes story about the making of the product.

• Tell them where the idea for it came.

• Tell them about all the people involved, especially other tribe members.

• Provide interviews with others involved in the project.

• Give them all the trivia involved in the project, no matter how small. True fans will eat it up. If it’s a new song, tell them where it was recorded, who the engineer and producer were, how many tracks were needed, how long the mix took, how many mixes you did, how the final mix compared to the rough mix, and all of the hundred other fine details that go into producing a song. If you just produced a new T-shirt, describe where the design came from, why you chose the manufacturer, what the shirt is made of, why you chose the color, etc. Get the idea?

Giving them insight that no ones else has makes them feel special, will keep them loyal, and will show mere fans and lurkers the benefits of tribal participation."

You can read more excerpts from the Music 3.0 Internet music survival guide and look at a table of contents on the Bobby Owsinski website.