[MUSIC] So traditionally, we've created content and then put it on a website, or in a newspaper, or in a magazine. Why is that a bad strategy in today's world? >> Well, because today your audience is everywhere. And they're very time constrained and they don't have time to come to your site and read about it. We need to go to them. >> But how then do I connect with my audience? >> Well, the key thing is that we respond to different sorts of messaging. And so what we want to do is to develop and test some alternative messaging, or what we call differentiated messaging, to figure out the best ways that we can attract them to our site. And so what we want to do is to promote it enough so that we could go out to the different virtual communities, get them excited about our content. It goes forward as both virtual communities and the social networks. >> So, what do you mean by differentiated messaging? >> Well by that, I mean your content should really be structured around Maslow's hierarchy of needs. Essentially, we respond differently to different messages. And so we need to test those out. And what I like about Maslow is he gives us a structure to do that. First off, and the basic needs is what Maslow addresses, which are our physiological need, air and water. But more importantly, from a marketing standpoint and our safety needs, we want to be part of a group, we never want to be left behind. And so, when we're talking say about our trapping article, we may want to say, be with the group or join others in taking care of this, is a good of that, a good message relative to Maslow. The next level up are the psychological needs, which are essentially self esteem, or a need to belong. And that would be a message like, keep up with all the other CEOs, or be a part of a group that's doing this. We want to be a part of groups, and so a message that way will bring in people that are resonant to those sorts of messages. The final, the highest level of Maslov's hierarchy of needs, are the self-fulfillment needs, essentially achieving one's full potential. And so those are kind of like be all you can be, really help the world become a better place. Those are all self-fulfillment and self-esteem issues that become really a big part of the Maslow hierarchy of need. So what we want to do is to develop for any content that we have, a whole series of different short messages based on Massow's hierarchy of need. Go on and test them, and then see the one that is really producing the most readership to our site. >> So how can you track test messages to see which ones are best? >> Well, Bitly is a great example. It's a free piece of software that is designed to track everything you do on any social site or anywhere else, to see what works. And so what you want to do, is it allows you to track each one of your messages in terms of how many people are coming over to your site and how responsive they are. And then what we can do, is we can actually measure by how many are coming over, the frequency of which are coming over, and the geographic location. Essentially, using these kinds of links teaches us what's going to work in social, and where the people are coming from that we want to do. And so, I use it for everything. Every time I communicate out to any social level, or any social site, I wanted to use my Bitly links to bring people over to my content so that I can continually learn what works. And so we'll test differentiated messages, and then figure out the best way to go, and then roll it out to the rest of the social community. >> Okay, so I found my best message, where do I publish it? >> Well the key is, you want to publish it everywhere. Once you have the best message, you want to go out to the different communities that are essentially looking or discussing that topic, and you want to get out to all the different levels of social to go. So I would want to put it out on the social networking sites. I would want to tell the virtual communities. I'd want to tell the influential bloggers. I'd want to take my video and put it out on YouTube. In other words, you want to get the message out to as many people as possible who are concerned about the topics that you're discussing. And to have them come over and essentially learn of your expertise and to read your content or watch it. [MUSIC]