Ben Self, Founder of Blue State Digital
Last week, I had the privilege of listening to two of the architects of Obama’s race for the Democratic nomination – Matt Nugent, Obama’s National Political Director, and Ben Self, Founder and Chief Creative Officer of Blue State Digital, and the man behind Obama’s brilliant online strategy. In hindsight, a strategy that was well defined, focused and stayed the course, combined with a social networking strategy that got millions involved in Obama’s campaign – together became the golden ticket.
These two gentleman were brought in to speak at my company, a major branding/marketing company, because they brilliantly deployed the basic tenets of defining a brand and building an audience.
Mr. Nugent started out speaking about early 2007 when Obama decided that he would go for the Democratic nomination. The first challenge was to figure out how to brand Obama – a relative unknown, who experience-wise, couldn’t stand up to too many people on the long list of Democratic presidential hopefuls. He had no natural base of supporters, not even African Americans, who were favoring Hillary at the time. Establishing the message of CHANGE, the fact that Obama was a Washington outsider was a good thing. Target-wise, they decided to go after the youth, independents and Republicans … although youth was a risky strategy, because this segment had proved to be very unreliable in the past.
Because Barack’s early rally’s were pegging him as a RockStar – someone who had all the glitz but no substance, they immediately stopped the large rally’s and instead relied on small retail events. In the summer of 2007, they had a razor focused strategy on Iowa, NH, South Carolina and Nevada – but Iowa was the first big nugget to capture, and they felt if they could capture a largely white, agricultural state in the primaries – it would send a solid message to the nation. So, the summer of 2007, all was quiet on the national front, as Obama’s staffers established 31 offices and spread 200 folks across the state. Hillary’s campaign had the next greatest number of staffers at 80. And Obama’s campaign stayed low key but worked tirelessly, conducting meetings in small gatherings, executing town halls, and door to door introductions, and practicing “how to caucus” with the newly recruited youth.
When they came out of the summer and faced a national poll, which showed a significant unfavorable gap between Obama and Clinton, some donors were not too happy. But the strategists stated we’ve only been focusing on Iowa – not the national scene at all; we need to stay our course. I thought to myself that was a big and clearly wise decision – not buckling under pressure, which would have clearly set off a campaign of jumping and reacting, which more than anything happened in the McCain camp.
What blew me away more than anything was listening to the stats behind the digital campaign. The campaign produced 1,800 videos which were aired on YouTube.com – which were watched by 50 million Americans…15 million hours of viewing time. Their email campaign reached out, established a relationship, and asked for a donation of just $5. A very low entry fee….but once someone gives, they have some skin in the game, and they’re going to pay attention. The entire campaign raised $777 million, $500 million raised online via 3.2 million donors that each gave less than $100. I must admit I was one of those donors – didn’t give a lot, but it was the first time I had ever donated to a political campaign.
Another interesting strategy that was employed was just figuring out how to get a great number of people involved. One way was through personal fundraising. Emails went out claiming that if you donated, X person would give an extra $10 to the campaign fund. As soon as someone elected to do this, they would get a personal message from the person adding to their contribution….”Hi – I’m Ed, from Chantilly, VA, and would like to personally thank you for donating to the Obama campaign.” People were instantly engaged, and chatting away with various folks across the country that had similar interests and political beliefs.
Another strategy was to recruit people to host meetings at their home (which translated into 200,000 house party events), or knock on 10 neighbors’ doors (and by the way, the campaign staffers told you which doors to knock on and exactly what to say). Over 20,000 facebook groups were started….Latinos for Obama….Manhattanites for Obama…This strategy allowed them to really penetrate markets, especially areas where they were not spending a lot of money.
Another interesting strategy involved figuring out how to quell the rumor mill. The campaign established a Fight the Smears website – and as soon as someone googled “is Obama a Muslim?” the first response on google would be the Fight the Smears website which would deliver the true story.
As I heard these two gentlemen speak, all I could think was – they certainly had all their bases covered. But the true magic of marching Obama to the forefront was certainly figuring out how to personally connect with millions of Americans and how to give them a cause to rally behind. And as we all know, those connections we make carry their weight in water – something clearly not underestimated by Barack Obama and his staffers.