Turning Fickle Fans into Friends

Just got off the weekly skype call with one of our artists – Drastic Jo – she has a release scheduled for November 13 and we’re busy developing the direct to fan marketing plan.

Typically one of the most important parts of such a plan is the acquisition stage – this is where you set up the digital platform in order to reap as many email addresses, Twitter followers, Facebook and MySpace friends as possible. Figures show that the more people you have on your “lists’ the more dough you make.

However, over recent months there has been a lot of discussion around the importance of developing a deeper relationship between the artist and their existing fans. Having been out and about this week, it was interesting to hear one established management firm state that “Fans suck – it’s all about Friends” – and he wasn’t talking about the digital ones.

With the exploding number of bands and tracks now being marketed to the same audience – an artist not only has to grow new fans and convert them to friends, she has to look after her existing friends in order not to lose them to a competing artist.

Current Direct to Fan marketing is still based around a traditional release date – it makes sense on many different levels; having a specific event and a date allows both artist and fan to focus on each other at the same time. How then does the artist engage the fan and deepen that relationship outside the period of a specific release?

There’s a longer post brewing here – but here’s the short version.

Up until recently the people behind the music were strange mysterious creatures – beings that had this amazing ability to create stuff that changed our lives and made us feel. We assumed that ‘cos we liked their music we would like them – prior to the last decade the only exposure we had to artists were either on stage or through corporate controlled media channels.

They say that absence makes the heart grow fonder - though we had their music in our heads every day – the artists themselves were distant figures and we loved them. Compare that to nowadays: bands are encouraged to Twitter their every move – it’s hard to distinguish between your favorite artist and your favorite social media douche.

As the dust settles on the new music marketing revolution one thing is clear – artist’s lives are no more interesting than yours – and considerably less interesting than your immediate friends. If absence made the heart grow fonder then familiarity clearly breeds contempt – just ask John Mayer.

The only reason I am interested in an artist is because they create music – or in Jo’s case not just music but killer art as well. Once I’m beyond the initial rush of having complete access to who they are, the only time I want them to push out to me is when they have something new.

We think artists and bands need to think about how they release their music. We think a combination of specific release date combined with a monthly release of individual tracks allows for dedicated acquisition planning as well as looking after and deepening the relationship with existing fans.

Things have changed – no shit – but things are changing faster than the experts can write about it. A fan will move onto the next new thing – the next free download – the next photo opp or scandal. A friend will stay with you, will open your email, will come to a show and bring a friend. If your marketing plan purely deals with getting fans, you might want to hang on to your day job.

Photo Credit: The Explosion in the Alchemist’s Laboratory, Justus Gustav van Bentum - Chemical Heritage Foundation, Flickr

Your Music = Unique / Your Website = Derivative

Ask any band what they sound like and you can guarantee that they’ll tell you they’re unique. Sure they might give you qualifying reference points: Led Zeppelin meets the Eagles – Karen Carpenter on top of Diane Birch (Hmmmm!) but at the end of the day – when you listen to the band – there is no other soul on the planet that sounds like them.

So why would you want your band website to look like someone elses? I mean – you don’t dress like other bands do you?

There are loads of options for bands that are looking for a new site – companies are popping up every week with a new variation on the band theme template. However, when you look at the marketing that surrounds these solutions the one message that comes across very clearly is this:

“Spend your time writing and playing music and only spend a few minutes setting up your website – it’s Easy!”

Stop and think about that for a moment. Your website is your home – it is the place that the VAST majority of your fans will interact with you. Your website is international, no matter how many Volcanoes are hitting Europe. Do you really want the thing that differentiates you from the next band to be a different color background?

Here’s our view – your website is critical to your success and if you aren’t spending time learning how to use it and develop it then you may as well play your gigs onstage behind a black curtain. For every second that you spend on working out your stage plot, the set list – what the drummer’s going to wear…you need to double that on how you present on your website. We’re not saying that an awesome looking site is going to make up for lousy music – but a cool engaging site that screams who you are and makes it easy for a fan to interact with you and your music sure is going to help.

Now if you have the money – then you can skip that stage and hire us to come in and build a Kick Ass site for you – but we reckon that most bands starting out don’t have $550 lying around to blow on a website. But we reckon you do have time - learning tech is no different than learning an instrument – it all comes down to how many hours you put into it.

Kilted Chaos is working with DTF Works to build an affordable solution to this and yes – it involves you learning how to make shit work - more very soon.

Image Credit: Day 157 - Pasukaru76 on Flickr

There Are No Short Cuts

Oh I’m sorry – you mean you joined a band ‘cos it looked cool: sex, drugs & rock and roll – win the label lottery and get a lifestyle in your twenties that other people never see in a lifetime.  Well go borrow a time machine and go back to the 70’s and 80’s because you’re fucked.

If you hadn’t noticed there are big changes happening in the world – the tsunami of optimism that Obama rode into the white house turned out to be a mild swell crashing into the entrenched self interests of the establishment.  Things haven’t gotten better – there are no new jobs, labels aren’t making money – A&R people don’t have coke budgets – aside from the Cola type and even the chicks are better educated and have greater self-esteem than you do.

Unless you happen to be “receiving” from a label exec that still has money – that dream is dead and gone – buried under two decades of excess and the same lack of foresight and responsibility that means that no-one I know has healthcare.

Excuse me – what’s that?  Oh – you’re a musician – what – you’ve studied your instrument – you’ve been writing poetry and song lyrics since you were 4.  You were borrowing dad’s old video camera and have been the family’s home movie maker since you first learned how to edit an audio track.  You and your mates practice 4 times a week and you already have 50 friends who will swear that you really do ROCK!

Then step right up – you couldn’t have been born at a better time.  Everything you need to create a life sustained by music is now in your grasp.  I’m sorry – but we don’t have the shotgun approach that will accelerate your career forward 20 years and have you playing to stadiums by the time you’re 25 – but – if you’re prepared to work at it – play and practice, tour constantly and love the hell out of what you do – then maybe, just maybe you’ll stand on stage and play for 500,000 people.  Wouldn’t that be absolutely fucking amazing! ;-)

Marketing for Musicians & Fans

Forget the artists for the moment – forget about what the DJ wants, what the band or their manger wants and let’s focus in on you – the fan – the customer.  What do you want?  It’s great to get a hand written note from your favorite player – maybe a signed T-shirt or a retweet from the lead singer but what if they were so busy interacting with their fans, with you, that they didn’t have time for music?   What if you demand so much of their time that their next album sucks?

We all know there has been a huge change in the Music business over the last decade – it’s not just about music – this affects any business where the product can be digitized and replicated for zero cost.  Everything changes – production changes, distribution changes and marketing sure as hell changes.  I’m currently studying at the Berklee College of Music: Online Music Marketing with TopSpin and it is fascinating.

The core discussion is centered on Direct to Fan marketing; we know you all love an acronym so we’ll refer to it as DTF marketing from here on.  DTF marketing is brilliant – it means you don’t have to pander to anybody else, no dealing with coke addled label reps or bigger picture politics – you can do whatever you want.  You can release your album – call it a ridiculous name and stick candy covered elves on the front and the only people you need to answer to are your fans.  It all sounds utopian doesn’t it?

Except there’s a problem; what if you don’t have a lot of fans?  What if you weren’t “broken” by the existing label system and you’re sitting in front of your laptop wondering who to email next?

The concept being pushed by the TopSpin team is that of the Middle Class musician – basically in the old days (like 2 years ago!) you either made it - i.e. signed with a label, got your album funded and got promoted through the system (and even then it was unlikely that you would actually “make it”) or you didn’t make it – i.e. you didn’t get signed, didn’t get to make your album and didn’t get hot groupie sex.

The middle class musician falls somewhere in between the two extremes – you might not become the next John Mayer or Death Cab, but you do get your album made and can quite probably make a living from having a couple of thousand fans – if you’re a sole artist.  However – the minute you start to scale – the minute you have 5 members in the band you need more fans and without access to label cash and label established marketing channels – how the hell do you get them?

The answer is through hard bloody work, one fan at a time, making real relationships with your audience, answering their emails, responding to their tweets, viewing their videos and listening to their mashups.  By becoming accessible you deepen the bond between band and fan and when you have something new – the fan will talk about it and share it with their friends – the marketing of your music spreads organically through the fan base – your fans are your marketing – not the radio station.

But each fan demands your time – the story of Jonathon Coulton scares the hell out of me – great indie artist, started writing and posting a song a day, got some traction, grew his fan base by developing immediate online relationships with them, was super smart about his career and now probably makes around $100k a year as a truly independent artist.  So – what’s scary about that?  Well – The last I heard, Jonathon was spending 6 hours a day at his laptop maintaining the relationship with his fans which is great – but – where’s the time for music in that?  Not only that – how can he possibly scale it any bigger using the same model – surely more fans means more time online and eventually he’s going to reach a point where he can no longer maintain a deep enough relationship with his existing fans, let alone his new fans and ultimately things will slow down and then decline.

Add on top of that that if you’re a 4 piece rock band – you need 4 times as many fans as Jonathon has in order to get a decent lifestyle, which requires 4 times as much work and we haven’t even touched on upfront costs.

There has to be a middle ground – there has to be a way for the fan to feel that they’re connected with the artists and that they’re not going through some lame corporate PR house and likewise there has to be some way for the artists to wake up in the morning, smoke a doobie and pick up their instrument without worrying about the 170 emails in their inbox.

That’s the challenge and over the next few weeks, Alex and I are going to be developing our solution for this – we welcome your comments.

Image Credit:  Source Flickr Author: Amarand Agasi

Is Your Band A Business?

You’d better bloody believe it, and just like any business out there – you want it to be easy for customers – call them fans – to find you and give you money.

I’ve been in bands on and off pretty much my whole life; whether as a 6 year old dressed up as Gary Glitter (which in retrospect is just wrong!) or as a “grown up” keyboard player – there’s nothing like the dream of making it in music.  There is however a big difference between playing at it and actually living it – a huge part of that difference is how you manage your online presence.

We know that there is a growing market for easy to update websites that integrate seamlessly with social media tools such as Twitter and Facebook and that don’t require a computer science degree to use.  We also recognize that having an easy to use website doesn’t necessarily mean that there’s enough time in the day for the business owner (lead singer, drummer or keyboard player – guitar players are usually too busy screwing around with their tone!) to write and respond to blog comments, Facebook friend requests or tweets.

If at this point you’re all squeamish about looking at your music – your art – as a business than you’re reading the wrong website. Remember, to do this professionally you need people to give you money and not just once, but again and again for as long as you are making music.

We work with Bands but we also work with Realtors and Telecoms Agents – the product is different but the business relationship is always the same. If you can find the time to work your website, manage your Facebook page and keep your fans – call them customers – updated by email – you dramatically increase your chances of doing this for the rest of your life.

Want to learn more? Contact us..