So Examiner is shifting from simply selling display ads to selling the value of its ability to project stories beyond the confines of its own site. Examiner coaches its writers on deploying social media to broaden the influence of their stories. In the marketing business, using social networks is now considered a form of “earned media”—that is, it’s more akin to publicity, like an appearance in a news article, than to an advertisement or paid product placement. “Thirty years ago, if you got a story into Sports Illustrated about your product, that was ‘earned’ media because you didn’t pay for it,” says Woerner. Today, earned media includes messages that go out via Facebook, Twitter, and blogs. “Marketers have to be willing to give up a little control.” Woerner also said,“The key for traditional media is how they’re engaging with their audience. They got used to the role of the gatekeeper. They need to invite the audience in.”
To attract ads from Iams, Procter & Gamble’s pet-food company, for example, Examiner invited (but didn’t require) its writers who focus on animals to write about pet adoption and shelters; just as importantly, editors encouraged writers to distribute their stories via social networks. Iams didn’t control the content, but given how innocuous the Examiner’s coverage of animals tends to be, the company was unlikely to be troubled by photo galleries of adorable homeless puppies and feature articles about courageous German shepherds. About 840 writers responded with more than 5,200 articles and additional posts on social-media sites linking back to the stories. Those extra links from Facebook and Twitter to Examiner stories helped drive up advertising rates. Site executives say that ads sold in this effort get CPMs of more than $11, as contrasted to their usual display ads that get CPMs of $3 to $5.
Most other online news organizations are also establishing fan pages on Facebook, setting up Twitter feeds, and encouraging readers to share links. They are doing this not just because the networks are where the audiences are, but because they think social media will bring readers who are more engaged than those who come through search engines. At Gawker, Google-driven traffic “is waning,” says Pettigrew, the marketing director. Facebook is now the top referrer, and Twitter is gaining. But it wasn’t easy for Gawker management to come to terms with social media. “We didn’t want to join in the ‘fan-page game,’” she said, lest readers become more accustomed to accessing its stories from Facebook than from Gawker’s home pages. “You want to own the distribution.” But eventually, Facebook’s power as a traffic-driver won out. “You can’t ignore the way people want to access content.”
Vadim Lavrusik, former community manager at social media site Mashable, says that “readers who come through social are far different in their behaviors. They tend to view more articles on average and stick around the site longer.” Facebook and Twitter visitors spent 29 percent more time on Mashable.com, he said, and viewed 20 percent more pages than visitors arriving via search engines.
Similarly, at The Atlantic’s website, “The percentage of referrals from social nets is coming in at about 15 percent. And it’s growing,” says Scott Havens, vice president of digital strategy and operations. There’s a wide array of social sharing tools on TheAtlantic.com, including Facebook, Twitter, Digg, and Reddit. The Atlantic has also started using Tumblr, a microblogging platform that allows anyone—from individuals to media companies—to post text, photos, and videos. It has a distinctive visual format and is another way to drive engaged traffic. Newsweek.com also uses Tumblr, including links to a wide variety of sources. By doing that, the magazine can “introduce people to Newsweek who would never read it” on its site or in print, says Mark Coatney, who worked at Newsweek before joining Tumblr in 2010. And he says that while Newsweek’s Tumblr audience is smaller than the audience it gets through Twitter or Facebook, its readers are more engaged.
The argument about whether it’s more important to build large audiences or engaged audiences has not been settled. Two news organizations that haven’t jumped on the engagement bandwagon are New York magazine and Newser. “The notion of engagement has been touted for a number of years,” says Michael Silberman, general manager of nymag.com. “This is not important in driving our business. We want to grow uniques”—that is, the number of users—“so we’re really thinking about the scale. Secondarily, we want to drive page views.” He might change his mind if nymag.com decided to start charging for online access, but that isn’t on the table for now. “Engagement only makes sense in a subscription model,” he says.