We’ve all heard the old adage that “fifty percent of advertising works, we just don’t know which fiftty percent it is.” But does it apply to book chatter on Twitter and blogs? And if so, now that it’s becoming possible to measure just about everything through digital analysis, do we have to accept that it’s still true?
Which way to the Acacia tree?
Those were just a few of the questions in play at a recent #followreader discussion on Twitter, which yielded more than a few interesting facts and resources:
- Many participants testified that they have purchased up to ten books in the last few months on the strength of recommendations on the social networking site.
- Bloggers Anne Kingman and Michael Kindness, who are Random House sales reps by day, reported that more than 30% of their readers at Books on the Nightstand have bought three to five books based on recomendations on the site and 14% have bought six or more, according to the 252 respondents to their recent reader survey.
- A recent survey of lit blog readers shows that 56% buy books primarily based on the influence of blogs
- Mark Evans, who works with Edelweiss, the cool searchable catalog of forthcoming books that we’ve written about before, says that Edelweiss correlates book mentions on blogs and Twitter with point of sale information, and ranks the results.
- Science fiction review blogs are ranked “pretty decently” on what looks like an inbound link/post frequency count at 42blips, according to @bloggeratf
Still looking for examples
As more than 60 people brainstormed together for an hour, only a few concrete examples surfaced of books whose sales were driven by book blogs. One title mentioned was Pride and Prejudice and Zombies - which sparked major buzz early this year with online promotion of the book jacket and title. Another was the crime novel Hogdoggin’ by Anthony Neil Smith — a.k.a. @docnoir — who went on a blog tour for his book and posted the initial results.
Still, it was a little puzzling that there were so few specific examples of books launched via blogs and Twitter, given the mix of participants, including many book bloggers and a healthy number of independent publishers and booksellers, a couple of publishing software developers, and at least one sales rep.
Reframing the question
One strand of the blogger reaction to the discussion topic was articulated by @Writing_Is_Fun: “But isn’t Twitter/blogging just people conversing? Do we need to quantify it, or turn it into a business model?” Meanwhile, those representing the publisher point of view, like Random House sales rep Ann Kingman, were more likely to point out that “buzz is great, but we need sales through the register.”
Some wondered if it would be more productive to reframe the question: “How can Twitter/blogging create more influence?” asked @gregpincus. “Has anyone figured out how to tell if a blog or Twitter campaign is successful?” added NetGalley’s @ftoolan.
Scroll down for some of the answers that surfaced during the session.
Enter Hugh MacLeod’s amazing blog-driven book launch
The same week we had our discussion, I noticed that Ignore Everybody by popular blogger and Twitterer Hugh MacLeod had hit Amazon’s Top 25. A quick call to Maureen Co
le, his publicist at Portfolio (Penguin’s business imprint), confirmed that its rise was based primarily on blog and Twitter reviews. (Two weeks later, as I write this, the book is at #467 – not bad at all).
MacLeod is a comics artist who created his website in 2001 as a way to sell his art (e.g. cartoons sketched on the back of business cards, and larger prints), and now attracts more than a million visitors a month. On Twitter, MacLeod has 17,474 followers as @gapingvoid.
Portfolio (Penguin’s business imprint) printed an extra hundred galleys to send to bloggers about a month before publication, and many responded with reviews and interviews with MacLeod around the book’s June 11 publication date, said Cole. ”A lot of the buzz online has been totally organic, and not because of anything we did – just people who picked up the book or pre-ordered it because they’re big Hugh fans,” she said. “It really helped that Hugh was already well known and respected on the blogs and Twitter.” The only print media the book had received was a brief mention in a USA Today roundup about 10 days before publication.
The answer is out there
So clearly, there are examples of Twitter and blogs driving sales out there. We just have to find them. If you have any you’d like us to know about, please leave a comment below.
Meanwhile, let’s get back to the highlights of our Twittersation, which pointed the way to how it might be possible to increase –and measure — the impact of blogs and Twitter going forward.
Commercial impact of blogs and Twitter:
- @PhenixandPhenix: A lot of the value with online buzz happens when you hit a tipping point. That’s why timing is important
- @PhenixandPhenix: Blog/Twitter buzz attracts traditional media coverage. Producers, journalists are tuned in.
- @MoriahJovan: I see a direct correlation between my Twitter presence and sales.
- @DonLinn: We monitor hits in real time when I do Shameless Book Pimping [on Twitter]. Hits spike a little for short time.
- @Deb WorldofBooks: I’ve seen one-day spike pushes on Twitter that were very successful, and ones that weren’t.
- @BethFishReads: At least Twitter talk moves discussion beyond one’s blog readers and has greatly increased audience.
- @jimnduncan: Twitter works I think if you can get book mentioned by the right Twitterer. Hard though since most folks follow and don’t tweet.
- @WheatmarkBooks: I always recommend using Twitter to drive traffic to blog to drive traffic to book sales. It CAN work.
- @DebWorldofBooks: If I see an interesting book on multiple blogs, I’ll tend to go buy them.
- @npilon: Seems to me that blogs are never going to generate Oprah “big hits,” but increased sales across the board
- @Wordlily: What about getting 100 blogs (cross-section) to share click-throughs to purchase the same book?
- @mawbooks: But you’d need a heck of a lot of sales to make it profitable for 100 blogs.
- @KatMeyer: In some cases (where blog is not BOOK blog, but topical non-fiction-related blog), a niche review can be huge, e.g. in gardening
- @@LizB: True test is to pick older title and see what happens if buzz is made.
- @susanmpls: When our books went live in Google Book Search, our backlist sales doubled PER BOOK. If book sold 4 units one year, sold 8 post GBS.
- @susanmpls: For our books, academic and librarian list serves result in both desk copy requests (i.e. course sales) and buzz
- @charabbott: What if IndieBound created a discount for buying books based on tweets by their booksellers or store blog recommendations?
- @O_David: Could Indiebound give Twitter users & bloggers “affiliate” IDs that could be used in links and traced back?
- @vromans: Does my blog result in direct sales (i.e click-through to buy)? Rarely. But indirect sales? Definitely. Booksellers tell me.
- @AnnKingman: @Vromans makes a good point: twitter/blogs great for branding, but mainstream publishers don’t benefit much from branding
- @AnnKingman: Publishers and bookstores directing energies to twitter/blogs means something else must go. So what should go?
How to track blog influence
- @markrevans: Edelweiss could corrolate internet buzz and [point of sale] data on a given day - I will see what we can do!
- @markrevans: Twitter and blog very different dynamics, probably easier to measure blogs
- @AnnKingman: I think pubs value blog coverage, but measure it more in terms of “buzz” like traditional publicity, not like marketing.
- @LizB: Affiliate sales [e.g. via Amaz0n] don’t show whole picture (and not all sales get mentioned in report)
- @mawbooks: Unlike a bookstore tour where sales are more immediate, blog reviews can still generate sales years later
- @LizB: [Reviews are] online until server goes down, etc. Electronic isn’t necessarily best archive.
- @ReneeAtShens: A survey question asking, “Have you ever bought a book after reading about it on a blog or Twitter?”
- @hmccormack: What about creating a Twitter bestseller list?
Please join this week’s#followreader publishing discussion on Thursday June 25 from 4-5pm ET. To follow to our discussion in real time, go to Twitter Search and type in #followreader. To add your comments to the discussion, follow @charabbott and @katmeyer on Twitter, and include #followreader into your responses.
Hey Charlotte, there are several “themes” that jump out of this article (for me):
Blogs vs. Twitter – referenceable, measurable, lengthy content vs. streaming, short, super time sensitive messages (could be a whole #followreader on that topic!)
If – to quote @BethFishReads at #BEA09 – “Bloggers are the new handsellers”, it seems that Twitter is their soapbox for getting someone’s attention.
WHO tweets about something, WHAT they are tweeting about, and WHEN they tweet it seems to make all the difference. And, if you substitute the word “say” for “tweet”, it doesn’t sound like anything really that new.
thanks for putting this together. very interesting
Conversely, if blogging and twitter do positively impact sales, is there any proof that an in-person press tour does? Except to film and photograph it for your blog???
Margie,
The conventional wisdom now is that it’s pretty hard to get a good return on investment when sending a first-time author on tour– unless the author is already a celebrity or popular speaker. But that doesn’t mean creative approaches won’t work–like dropping into bookstores wherever you travel, making friends with the staff, and offering a free copy of your book (with no strings attached). Or like partnering with organizations that might have a built-in-audience for your book.
Of course, saying nice things about the stores on your blog can’t hurt either. Good luck!
I’m always surprised by the number of people who say they bought a book because they saw it in my blog. Often it is books that I’m just mentioning in passing or discussing to make a salient point about a publisher. Still, something catches the reader’s eye. I can’t quantify it, but writing about a book as news rather than doing a review seems to get more attention in the blog world.
Very interesting stuff for a writer who’s about to publish a book about the importance of both real and virtual connections. Thanks for asking the questions and compiling the responses. My question: How do we even read what comes at us, not less try to quantify it. Personally, I have to do whatever feels “right” to me, a little daily twittering, blogs as they come to me, and a lot of connecting with people (via email, their websites, and Twitter) who are discussing ideas I’m interested in. I don’t know whether that combination will lead to booksales, but I’ve already made some new “consequential strangers” as a result, which is a success in itself.
Melinda – Thanks for your comment. I agree that blogging and Twitter are all about building relationships, which we each do in our own way, in our own time.
And hey, I’m a fan of your book, Consequential Strangers: The Power of People Who Don’t Seem to Matter … But Really Do – which is due from Norton in August. I’m reading the galley now, and finding your sociolgical insights into these casual relationships really fascinating!
Thanks, Charlotte. That means a lot to me. I didn’t think I’d enjoy the blogging piece, but as it turns out, it’s a great way to make a book into a living document that reflects not only what I discovered in the research while writing, but also to apply to what’s happening in the moment. (Not so incidentially, I also get to talk about issues I didn’t have in the book but could have!)
BTW, I’m on twitter as melindablau
I found a new to me author (J.M. Snyder) through a blog review and started buying books based on blog reviews alone.
[...] Les blogs et Twitter font-ils vendre des livres ? C’est la question dont débat le groupe #followreader sur Twitter essayant d’accumuler les preuves en ce sens (comme ce sondage ou le catalogue Edelweiss qui essaye de suivre l’impact des mentions en ligne sur les ventes pour plusieurs dizaines d’éditeurs – qui me rappelle Artismeter, l’outil de mesure de la présence des artistes d’Universal en ligne)… [...]
Just to answer on the IndieBound questions—
–@charabbott: What if IndieBound created a discount for buying books based on tweets by their booksellers or store blog recommendations?
They’re not our booksellers, they’re their own booksellers! IndieBound, the American Booksellers Association, or its members can’t even talk about pricing or discounts, because the exchange of pricing information among competitors is a felony offense under the Sherman Antitrust Act. Just keep it in mind, folks: it’s the law.
–@O_David: Could Indiebound give Twitter users & bloggers “affiliate” IDs that could be used in links and traced back?
Right here: http://www.indiebound.org/affiliate. We’re currently migrating our hosted bookstore websites from their current platform to an open-source one, but when that is complete we will have more detailed reporting for referrals.
I really enjoy reading these recaps!
Thanks for compiling the conversation, Charlotte. I came in a bit late that day, or I would’ve mentioned a few other blog/social media related success stories. One of the most interesting to me was Daniel Saurez (aka Leinad Zeruas) experience using sales and buzz to get a (big!) traditional publishing deal: http://www.wired.com/culture/culturereviews/magazine/16-05/pl_print
I realize that’s a self-publishing to publishing success story, but the paradigm, sales figure, and timeframe are all interesting, I think. There are a few other success stories linked from this wiki page I spearheaded for a presentation I did on using the web for book promotion: http://bookpromotion.wetpaint.com/page/Tips
And finally, something to watch is what Chris Brogan is/will be doing with his upcoming co-written book, Trust Agents. He talks about it here on his blog: http://www.chrisbrogan.com/get-into-trust-agents-ahead-of-time/ It will be interesting to see if he has clear, directed, trackable social media success in ways that most others haven’t had. The information should benefit everyone.
Nice post. I too use twitter since it is fun, I personally do not use twitter for marketing purposes. Social media has come a long way.
[...] At Follow the Reader http://followthereader.wordpress.com/2009/06/24/do-twitter-and-blogs-really-drive-book-sales/ [...]
Another great topic and recap, Charlotte. I can’t claim that Storycasting would drive first-book sales, since people have to read before they cast. However, “fantasy casting” can increase fan interaction with the author and her characters, which we think has a ‘peripheral’ promotional aspect to it. Authors who won’t engage with their fans in some way (and this is an easy and free one) miss out on this benefit. Plus, it requires no tour, real or blog; just post a cast and then let the fans have their say. We think that the sites sales-pull will grow as people look for books based on casting of a favorite actor, something no other site can drive. If we get more definitive data, we’ll pass it along.
I’d have to say that the answer is definitely “Yes!” If not heavily now, the future of book sales will certainly be affected by blogs and social media.
As traditional primary means of advertising a new book go by the wayside, innovative sources are steadily making gains–ie. online news, blogs, etc..
The key here is not just blogs–rather effective blogs.
Who’s reading the content? Where does the content go?
Kelly Jad’on/Founder
http://www.BasilAndSpice.com
Author & Book Views On A Healthy Life!
I wasn’t there for the discussion, but as a personal specific experience, I will say: I’m a bookseller and I brought a book into the store that we probably would not have carried, just as a courtesy to the author who is a twitterer I enjoy. I got 3 copies and faced them out 2 weeks ago. We’ve already sold two.
So maybe twitter did not sell the book directly to the customer, but it did put it in their hands.
I know that I’ve found some great books through tweets and blogs, and I know that when I tweet something about one of my books, my website traffic spikes, which can lead to an increase in my list or an immediate sale.
Therefore, my answer would be “yes.” Social media is a good tool, and I look forward to being able to seeing some way to collect solid data on its effectiveness.
Janice
National Association of Independent Writers and Editors – NAIWE
Just a quick comment.
I remember reading an article about Dell generating 3M in sales from Twitter. Maybe worth looking into how they generate their data.
Dear Charlotte:
Thank you–very informative post, I’m glad I discovered your blog.
One thing that also can be considered as aspect of “driving sales” with blogs; the number of authors who “sold books” because publishers noticed their blog, and asked them to write a book.
This has come out on numerous author interviews lately, such as Garr Reynolds, who wrote Presentation Zen.
In today’s “search engine” world, those looking for information are as likely to be publishers looking for authors as readers looking for books.
Best wishes. Roger
[...] the Reader takes a look at the influence of blogs and twitter on the sale of books. Conclusion: probably helps but it isn’t “making” any one [...]
There is a lot of romance and hype out there about social media. But in the end, all efforts to promote product need objective evaluation. Fortunately this is easy to do with Google Analytics using URL Builder.
You can see how many people have come to your e-commerce site, how many have bought, how many have asked for a catalog, and how many have signed up for your mailing list. No one with an e-commerce site needs to guess what is happening.
As the chief marketing person in my publishing company, my responsibility is to measure the effectiveness of our advertising: social media, Google AdWords, email marketing, etc.
Social media has its pluses. But there are other methods that are consistently more powerful for selling books.
Having said that though, see my blog on 6 reasons why company presidents should Twitter. http://tr.im/q3mQ
–Gretchen Goldsmith, President, Rose Publishing
[...] answer, as discussed in the Follow the Reader blog, is far from absolutely [...]
[...] answer, as discussed in the Follow the Reader blog, is far from absolutely [...]
[...] The second came via a link via twitter. in a post from Follow the Reader, asking whether Twitter and Blogs really drive book sales. [...]
[...] livre en question. Plusieurs pistes de réflexion, autant que des témoignages sont présents sur Follow The Reader. À découvrir [...]
[...] Book Discussions I’ve stumbled across a few discussions about the purpose and effectiveness of book blogs, particularly when related to book sales. Natalie at Book, Line and Sinker brought this up as she contemplated the 6-month anniversary of her blog and Charlotte Abbott posted a summary of the recent #followreader discussion topic on the same subject at Follow the Reader. [...]
My purchases are almost all down to book bloggers and I think the majority of book bloggers will say the same thing, but I’m not sure how much we affect the general public. I have made a few direct sales through my blog but I don’t think I’m having a massive effect as an individual.
I think the main thing bloggers do is just speed up word of mouth recommendations. If a book is really good we will all know about it and promote it. I think ‘The Hunger Games’ is an example of this. I would never have heard of it without the blogging network, but a book that good gets read by us all. That must drive sales?
[...] was a recent Twitter conversation about this topic and a really interesting post at Followthereader.com. Publishing / new media analyst Charlotte Abbot mentions a couple of [...]
I read lit/litcrit blogs daily and take most of my reading cues form them.
Granted, on litcrit blogs, the discussed books tend to be decades (sometimes centuries) old pieces of literary fiction, but the books I’ve purchased, rather than borrowed from the library, in the past 6 months were purchased based on blog influence.
[...] aimerez…” ou Libfly qui permet de partager sa bibliothèque, le groupe d’étude Follow the Reader, qui essaye de démontrer que Twitter et les blogs jouent un vrai rôle dans les ventes de livres. [...]
[...] Twitter and Blogs by Follow the Reader. Neil Gaiman has a massive online following, and his promotion of Graveyard Book through his blog put it on the top of the charts. Plus he’s amazing. [...]
Interesting post this. We started a blog (and a Twitter account, not much used yet) primarily for our customer base, sharing info etc, though we’ve seen examples of other Oxfam shops tweeting about stock just in and then tweeting again to say they’ve sold it to someone who was on twitter. It’s something we may well look into. I’m going to repost this whole piece on my own blog, thanks.
[...] http://followthereader.wordpress.com/2009/06/24/do-twitter-and-blogs-really-drive-book-sales/#commen… [...]
i don’t think it’s just necessarily limited to sites like those – i mean i’ve bought books after researching author influences on Infloox, or various book club sites etc. …so there are many other ways that can spur on sales IMO.
[...] blogging and twittering even worth it? Charlotte Abbot seeks answers in Do Twitter and Blogs Really Drive Book Sales? Manna Stephenson also has some thoughts on How Blogging and Feeds Benefit [...]
According to Neilson, 60% of Twits never return to Twitter after signing on for exactly one time. Blogs and Twitter are good at fostering a cult following and that’s it. In the end, you sell books to those who would buy your book anyway. If blogging and Twitter are the future of publishing, you will end up with fragmented, specialty audiences.
I am the Founder of a social and support network for women called The Women’s Nest, as well as a new author, my debut novel is Megan’s Way.
I have been wondering how people actually get any publicity out of sites like Twitter – thank you for this blog. I found it very interesting.
This is just a superb post on how Twitter works to elevate folks! Wonderful – thanks.
I appreciated this article, too. I’ve been on Facebook and MySpace for forever, plus had a blog for over two years, but I just started twittering a couple of months ago and I still kind of sort of hate it (said in a whisper because I know how many people out there love it and might jump down my throat.) I just don’t see how it can sell books. Who’s reading all the tweets they get? I sure don’t. I have bought books because of blogs, and I know people have bought some of my books because of my blog and/or Facebook contact. But Twitter is still a mystery to me. I always feel like I’m in high school whenever I sign on. All these people are having conversations that I just don’t get, using a language I’m not cool enough to understand, talking about things everybody seems to know about except me. For the girl who grew up without a television in the house, it seems like a far too familiar social scene.
And doggoneit, I don’t have enough time to put into it what it seems to demand….Maybe I’ll pick it up slowly over time or maybe I’ll still be the geek standing among all the cool kids when I finally graduate from high school….
Interesting article. For me Twitter and blogging drove me to publish.
I started out blogging my poems and people seemed to like them – not to the million a day point – I’m nearly at the 100,000 visitors in total with just over 200,000 page views after 3 years.
I began Tweeting in January this year and found even more people liked my offerings, and when I took part in the Writers Digest poem a day challenge I began getting confidence in my more serious poetry as well as my already popular silly/comedy/satire stuff.
It is always easier to clown for people than to bare your bleeding soul for their scrutiny LOL
A sojourn on Authonomy was a swift inroduction into the gentle art of guerilla marketing in a closed environment that left me figuratively bloodied but unbowed
toughened up and with plenty of pointers as to the whys and wherefores of self publishing.
My husband and I set up a publishing business last month and we are eagerly awaiting our 100 ISBN numbers.
I’m not doing much to ‘push’ my book (Alternative Poetry Books – Yellow edition) which will be out soon from Endaxi Press, the Pink edition will be following hot on its heels and therafter its five other rainbow coloured siblings over the next six months or so.
All I’ve done so far is Twitter the nice people who follow me, talk to my blog pals and the lovely Writers Digest poetry asides community and I also put a ‘taster’ book up on BookBuzzr which makes a little e-book to give some idea of the forthcoming books’ production values.
Yesterday I had my first ever blog interview go online with Dan Holloway from Agnieszka’s Shoes which has had a fair amount of comments and reaction.
The only stats I have at the moment are from BookBuzzr : widget views – 2167 full screen views (people who clicked to read the book properly) – 220 that’s for 1 week on their site.
Given that my entire blogging and Twitter presence has stemmed from my poetry and that the only reason people are following me or reading my blogs are because they like my poetry – then I would guess logically I should sell some books in that direction.
I asked my Twitter people and my blog people whether they would prefer 1 big fat book or 7 slim volumes before I started and only 1 person wanted a big fat book. So I’m following orders and hopefully they’ll like what I produce for them.
It’s an adventure – and one I wouldn’t be embarking on without Twitter and Blogging. I’m having fun, people are being entertained along the way – anything else is a bonus.
I think that both aspects serve a purpose in helping to drive sales, but you can’t expect your blog or twitter account/followers to be your entire sales force or strategy. You must combine a blog or twitter with traditional methods like mailing lists, newsletters, etc. With all these strategies working together, you will have the makings of a successful sales campaign.
Great article! It’s true that Twitter and other Web 2.0 tools have been able to make people who would have had no chance at book deals or similar to have their work shared with millions!
[...] C. (24 June 2009) Do Twitter and Blogs Really Drive Book Sales? From http://followthereader.wordpress.com/2009/06/24/do-twitter-and-blogs-really-drive-book-sales/ ; Follow the Reader [accessed15 July [...]
I’m in conflict on this one, I do agree that a blog would help drive sales, because your able to capture a targetted audience with your blog. People who read your blog, will also most likely read your book. The part that I have trouble with is Twitter . Yes word of mouth is probably the most powerful from of marketing, but Twitter is moving so fast, and all over he place, it’s hard to beleive that twitter would have much of an impact with sales. But then again I’ve never tried to promote a book on Twitter.
Hey, I found your blog while searching on Google your post looks very interesting for me. I will add a backlink and bookmark your site. Keep up the good work!
I’m Out!
online stock trading guru
Were you talking to me (I sound like Robert DeNiro in Taxi!)
Social networks would definitely help in promoting the books or any products. These days twitter is running high so twitter would be a good help in promoting your books.
John
Data aside, it makes sense Twitter would sell books. People take advice, do business with friends. It’s that simple.
Its a great post. I read it fully and I must say very very interesting. Your post made me think about this again
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Having only become familiar of Twitter in the last 5 months I immediately realized that I had to take a pause, break, and then an absolute split with Twitter because it was consuming several hours each morning of my day and the majority of my weekends.
I loved Twittering because it gave a sense of belonging and the ability to express opinions with the milieu of other opinion expressers. Also, it is a fantastic way to learn how to write by expressing only the most succinct points and ideas of any argument.
The private conversations between cliques & those who just comment without purpose for reaction only should be avoided. They use profanity and language that pin-points them immediately as troublemakers & abusive bullies. You cannot divorce the two, abusive and bullies for they come in pairs and are supported by a third leg in the tripod.
Twitter in my short experience has not proved to be a marketing tool and I dare say that I cannot attribute any sales to any of my Poetry books, of course, that has not been my purpose for twittering which has been to get a flavor of the atmosphere out there on political issues abroad and at home; and to learn how to express thoughts and views as briefly as possible.
The above article is an excellent article of which I believe applies to known people buzzing back and forth but for the average or unknown writer it is of little avail. What I would like to know if anyone out there can tell me is, “Can the sales of a specific book title be traceable on the web by ISBN number and if not, why not, a common ordinary widget can and is?” How can on-line book stores throughout the world say a book is available and yet show no sales for them? How can this be remedied? Bookfinders.com shows books that sales do not account for!
Greetings people, just become a member of followthereader.wordpress.com . I’ve spent five hours researching in the web, till I have discovered this community! I think, I will be here for a long time. kool forum.
J’ai trouvé un site intéressant pour contester votre contravention.
Hmm is anyone else encountering problems with the images on this blog loading?
I’m trying to find out if its a problem on my end or if it’s the blog.
Any suggestions would be greatly appreciated.
[...] if you’re interested in how much Twitter (and blogs) has an influence on sales, here’s a great post by Follow the [...]
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