As originally published on Navigator's website.
As humans, we are all ill-equipped to live on our own. We’re social animals who have coalesced into tribes since the beginning of time. And for literally ages, most of our tribes were organized along (often fluid) geographical lines. Our tribal associations led to the beginnings of agriculture in Mesopotamia; the rise of cities that we would recognize 5,000 years later, and the invention of writing, among other achievements. Even in more recent times, tribes were largely organized by geography—our local places of worship, bowling clubs, knitting groups etc. Geography placed such an important role in our ability to gather that national hobby organizations have long been structured around local chapters—think boy scouts, girl guides, home brewing clubs etc.
Today, we’re agnostic towards geography. Thanks to the Internet, tribes that would never have existed in a pre-digital age are now thriving online communities. It’s a completely predictable outcome—our natural instinct to organize and identify with tribes runs deep. In our line of work, we often think about the “ audiences” we need to target to get our message out. It can be easy to forget that these “audiences” are real people—human beings who collectively want to belong to something. We’re often too focused on how we get our message in front of the right eyeballs, we forget to take a moment to reflect on what motivates the people we need to reach, and what shared interests they might have. By addressing those questions, we might stand a better chance of making our content resonate.
In the public affairs and advocacy space, tribes are the vocal supporters and fans who believe in our cause (or worse, in a cause that’s mobilizing against us) to the point that they are willing to tell everyone they know about it. And in exceptional cases, they’re willing to step away from the keyboard to express their support in tangible ways: voting at the ballot box, becoming active shareholders, organizing a hostile takeover, demonstrating in the streets, to name a few.
Of course, it’s a cliché to say, but the Internet lets these same activists bring more fuel to the fire. They can use the Internet to self-organize and lend your movement legitimacy, or bring total disruption if you’re on the wrong side of an issue. One hyper-active member can bring more people onside, growing and cultivating an army of supporters. And while activists were once constrained by geography, this has become a thing of the past. This means tribes can become overnight movements that can either build your reputational equity or make your life a living hell, depending on which side of the tribe’s shared interests you find yourself on. The Internet makes the infrastructure easy: all it takes is an Internet connection, a shared interest, and a digital gathering place, and you technically have a tribe. But that alone won’t be enough. A tribe is a living, breathing thing. Something needs to be the glue that holds these individuals together. That could be you and/or your organization.
The Power of a Tribe
But why would you want to build your own tribe? We often tell our clients that one day soon, some outside force will have a direct (and potentially) negative impact on their business. It could be that government is considering new legislation or regulations directly impacting your business. Or the public has decided to side with third-party interests groups targeting you or your industry; or that you’re on the receiving end of a hostile takeover. You’re always at risk. In our experience, most organizations have the appropriate resources in place to do conventional corporate communications, government relations and investor relations, but few, if any, have a program to build a tribe of active supporters. And by failing to build and cultivate tribes, organizations are at risk of being outmaneuvered by tribes with opposing interests. For example, most companies wait until a legislative or regulatory crisis erupts before rallying supporters to their defence. But for such a cry to have any effect, you need to have an attentive tribe at your disposal. In today’s environment, you simply cannot do public affairs well without having a tribe in your corner. But building that tribe is a laborious exercise. So how do you get there?
Identify shared interests.
As with most things in life, the hardest part is starting out. The work of identifying your potential tribe members starts from the inside. Look around. What type of people are working for your organization or your cause? What motivates them? Why do they care about your line of work? Then work your way out. What common characteristics do your shareholders or members have? Why have they decided to align themselves with you? If you already have an online presence, take a look at your fanbase. Ask the same set of questions. Rinse and repeat and you’ll soon uncover common threads—shared interests that unite them. You may even uncover a variety of shared interests, which could be a sign that you have multiple tribes in your orbit that you could foster.
Understand the tribe’s language and speak it.
In a study by Professor Vincent Jansen from Royal Holloway, even online communities havetheir own language with a tendency to deliberately use misspelled words, much as people have regional accents when they speak. For reasons I will never comprehend, Justin Bieber fans have a penchant for ending their words with “ee,” as in “pleasee.” Of course, these are literal examples, but each tribe has its own language. They approach issues with a certain view. They have a specific vocabulary (e.g., how some right-wing activists refer to the CBC as the Communist Broadcasting Corporation instead of the Canadian Broadcasting Corporation, or the Toronto Star as the Red Star, for their perceived left-wing bias). If you want to build a tribe, or mobilize one, you’ll stand a better chance if you’re part of the tribe. And that means you have to talk the talk. That’s where public opinion research can be your friend, especially if you tap into big data sources like Facebook topic data.
Map your tribe’s personas.
Now that you’ve gathered data you need to make it useable. That means fleshing it out and putting it in a digestible format. Using the the findings from our first exercise (finding shared interests), and the cursory information gleaned from the second exercise (getting a feel for the tribe’s language), you now need to gather demographic info that can help you paint a complete picture of all the types of individuals who make up your tribe. Can you distill that information down to easily identifiable personalities—a visual representation of who you need to reach out to with all your outbound communication efforts to make an emotive connection?
Test the messages that motivate action.
Now that you have identified the type of individuals that would be inclined to join your tribe, you need to put content out in the ether and see what sticks. You won’t have a true sense of what actually works until you put content out there, but by now you should have a sense of whether it stands a chance.
Be the glue that holds the tribe together.
As you begin to put out and test your messages, you have a much more important objective: build relationships with the people you’re courting. Keep your tribe informed about new developments; ask them for advice; seek their help when you need them to take action; and give back as much as you can. For the most part, email, private messages, and Facebook pages will be the vehicles through which you contact your tribe members. Too often, we’re so focused on trying to get something out of our “list” that we forget how exhausting it is to be on the receiving end of non-stop asks. A tribe will stick with you if you provide value and if you give more than you take.
Building a tribe and then nourishing it is tough work. It takes a lot of time and patience — two things no one can buy. But, with diligent and thoughtful work, it can be done. And these days, it should be done. Favour can change as fast as tribes can be created, and you never know when you’ll need a community in your corner.