The Art of Advertising on Twitter

By Ronald GroverRonald Grover
     Jan. 6 (Bloomberg BusinessWeek) -- In the 1980s she was
Punky Brewster, the star of an NBC (GE) comedy about an orphan.
Today, Soleil Moon Frye is a 34-year-old mother of two and a
power marketer for, an advertising agency that pays actors,
athletes, and musicians to promote products through
micromessaging service Twitter. Two days before Christmas, Moon
Frye's 1.4 million followers learned that THQ's uDraw tablet,
which lets kids draw using a Wii video game console, is "a must
for any family night!"
     Celebrities have been endorsing products since before
talkies., a 22-person operation run out of a small suite of
offices in Los Angeles, is pioneering what it calls the
"micro-endorsement." Since its launch in September 2009, it has
crafted more than 20,000 endorsements for more than 150 brands,
including Sony (SNE), Best Buy (BBY), and Old Navy. The plugs,
which adhere to the service's 140-character limit, are delivered
through the Twitter streams of the Kardashian sisters, rapper
Snoop Dogg, and more than 5,000 other personalities ranging from
A-list to D-list.
     The ad campaigns are a little on the micro side themselves.
On a recent day in late December, staffers were at work
putting together proposals for a $100,000 package for a handheld,
digital projector from 3M (MMM) and a $50,000 campaign for CBS
(CBS) talk show Dr. Phil. For each campaign, tries to match
the product with the best fit from its stable of celebrities,
though advertisers have the final say as to who promotes their
products. Pitches contain small labels indicating they're ads, as
required by the Federal Trade Commission.
     "Celebrities can be great influencers, whether they're on TV
or tweeting," says Arnie Gullov-Singh, 38,'s chief
executive officer. A pair of twentysomething staffers craft most
of the promotional tweets in the voice of the celebrity pitchmen.
In hawking the Toyota (TM) Sienna, rapper Snoop Dogg tweeted that
"these homies know the deal" and wondered if oversized rims would
fit on the minivan's wheels. Businessman Mark Cuban, another
celebrity on the roster, tweeted that it "looks like I need to
invest in a fleet of Sienna minivans."
     The celebs earn a flat fee per tweet that ranges "from
$1,000 to mid-five figures," says Gullov-Singh. With more than
5.6 million followers, reality TV superstar Kim Kardashian
collects "in the ball park" of $10,000 per tweet, he adds, "but
her price keeps going up. The most effective ones can get six
figures a year, and in some cases six figures a quarter."
     For Cuban, who's already a billionaire, joining's
network wasn't a way to make cash but rather "something that I
wanted to learn more about," says the Internet entrepreneur.
Allowing to ghostwrite his tweets "was painful at first,
but easier and easier because the products and services are
respectable." Celebrities can veto tweets for products they don't
want to promote or tinker with the language from's
copywriters. Says Lauren Conrad, former star of MTV reality show
The Hills and another celebrity in's roster: "I am very
selective about what I endorse."
     Twitter is testing its own advertising service, which could
compete with for the attention of sponsors. A more direct
competitor is four-year-old Izea. The Orlando company began by
promoting brands on blogs and last year expanded to Twitter. It
now has a network of more than 100,000 tweeters who promote
products for anywhere from 10 cents to more than $2,500 per
tweet, according to CEO Ted Murphy. Some celebrities or their
managers negotiate directly with the sponsors and avoid using
intermediaries such as is backed by $6 million in venture capital and was
founded by 24-year-old Sean Rad, a serial entrepreneur. The
company is diversifying into other social media sites. It
recently began offering what it calls a celebrity bundle, in
which brand promotions appear not just in celebrities' Twitter
streams but also on their fan pages and in display ads on
     "I can see great upside and great risks for a brand putting
their message on Twitter," says Debbie DeGabrielle, chief
marketing officer of Visible Technologies, which assesses social
network traffic for clients such as FedEx (FDX). "If the
celebrity is aligned with your brand, that's great," she says.
"But if you're Toyota, will Snoop Dogg talking about 22-inch
wheels drive away your women buyers?" Toyota spokeswoman Zoe
Zeigler says the company "did not have any issues with the copy."
     Dave Rosner, a senior vice-president at ad agency
Initiative, has used to promote his clients' products,
including a film from Lionsgate Entertainment (LGF) and a car
from Kia. "They give us a streamlined way of signing celebrities,
where an agreement can sometimes take a long time," he says.
Rosner is not yet totally convinced the campaigns are effective,
but he thinks the experiment is promising. "We're still here," he
      The bottom line: operates a network of more than
5,000 celebrities willing to shill for brands through their
Twitter accounts.
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