Hyperlocal news sites stay away from election endorsements

It’s election primary season in the United States, and I’ve noticed a traditional element of newspaper election coverage missing from the hyperlocal news websites I follow.

Endorsements.

My first full-time job in newspapers was writing editorials, so I’ve spent a fair number of days interviewing local politicians who shuffled through our offices in pursuit of an endorsement. We told ourselves that our endorsements helped educate local voters and led to more enlightened decisions at the ballot box.

I soon learned that the folks in the newsroom didn’t always share that view. (/understatement)

So I decided to email many of the editors I know who are running independent local news websites, to see what their plans were, and what they thought about the tradition of news endorsements.

Not one of the editors replied that he or she was planning to endorse this election season. Not only that, I got a “No!”, a “NO” and an “absolutely not” among the responses, so some editors appeared to, uh, feel strongly that endorsements were a bad idea.

The most common reason I heard why local news websites wouldn’t endorse was that they could not. They had organized as non-profits, so they are barred from endorsing political candidates due to tax law. That point should help illustrate how decisions about business models affect editorial operations down the line. If you’re considering starting a news website, and making endorsements is important to you, then you’ll need to consider how important they are before thinking about taking the non-profit route.

Non-profit or for-profit, though, the editors I contacted were unanimous in opting out of endorsing.

“It is rather pompous of a news organization to try to tell people who they should vote for,” wrote Tracy Record of the West Seattle Blog. “What makes our opinion any more important than yours? Our job is to bring you information, not our opinion.”

Polly Kreisman of theLoop echoed that thought. “Why on Earth would a local publication that readers trust for news and curation of information put its own political opinions on the line? This is not the New York Times.”

The Sacramento Press‘ Ben Ifeld challenged the old editorial pages ideal that endorsements were an effective form of voter education.

“I’m also not convinced it is a good way to educate the public and engage them in healthy debate. I would much prefer covering everything we can and empowering our community to write editorials and have lively debate in person and on our site.”

While these start-up editors rejected the idea of endorsements, they were nearly unanimous in embracing a responsibility to help inform and engage potential voters in the weeks leading up to an election, with Oakland Local‘s Susan Mernit calling this role “critical.”

Tim Jackson of New River Voice and Lindsey Chester of Cary Citizen both cited question-and-answer features they ran as examples of how local sites can help educate voters without endorsing. Each publication sent candidates for an office identical questionnaires, and the sites ran the candidates’ responses online.

“We felt it gave everyone an equal chance to connect with our readers, and gave our readers a chance to compare and contrast the candidates’ styles in their own unedited words,” Chester wrote.

While I enjoyed my time interviewing candidates in the weeks leading up to our endorsements when I worked in print, I was often bothered that many of these races were for boards and councils the paper rarely covered otherwise. I felt like we were parachuting in every two to four years with a hastily reported endorsement (which was often colored by the editor’s personal partisanship). But with an entire metropolitan area to cover, and a limited amount of news hole each day, this was the reality of newsroom budgeting.

One of the great potential strengths of “hyperlocal” news sites is that they can give day-to-day attention to school boards and municipal councils the big metro papers notice only at election time. And every one of the editors I wrote was eager to talk about their local election-related reporting. But we can’t forget that many readers don’t read the news on a daily basis, as we do – whether that’s a big print metro or a hyperlocal website. They “parachute” into the news around election time just like so many editorial writers.

Endorsements were designed to provide an easily accessible way for part-time readers to catch up on what someone who supposedly is paying attention (and is allegedly neutral) has to say about various candidates. If we’re to leave endorsements behind, I think it’s important for hyperlocal publishers to find other features and tools that allow infrequent readers to get up to speed easily, as well. And to keep those links around in a prominent position. Don’t be afraid to repeat Tweets and Facebook page posts to draw attention to your voter guides, candidate Q&As and community forum schedules, either. This work is important, and publishers should be proud of telling people about it – as many times as it takes for them to notice.

But, as with anything you publish, always keep your community’s needs in mind. As important as it is to cover the news that drives election decisions, sometimes readers don’t need more political coverage. The Batavian‘s Howard Owens wrote to me about the backlash he felt from readers over his “saturation coverage” of a nationally-covered special election last May.

“In hindsight, it’s the worst mistake I’ve made as publisher of The Batavian,” he wrote. “Never again will I cover an election with such zeal, or anything approaching it. We received numerous complaints along the lines of ‘I want my old (The) Batavian back.’ Our site traffic fell by more than 30 percent. It took several weeks to get it back. The turnout for the election was abysmal, even in our county, which, in my estimation, had the best coverage available. People simply didn’t care about the election and were actively hostile to the over coverage of it.”

The advertising industry Rorschach test

If you’re working at a print newspaper (or magazine), here’s a link to the scariest chart you’ll see this year. (And here’s the original source.)

If you thought print was dying, well, according to that chart, it’s not even started to get really sick yet. Life is going to get much, much, much worse for the print industry.

The Flurry study cited above showed that while the percentage of all money spent on advertising that went to television and radio ads roughly matched the percentage of time people spent watching TV and listening to radio, the percentage of money spent on print advertising was nearly five times larger than the percentage of time people spent reading print, versus consuming other media.

In short, even with all the recent cuts in print advertising revenue, the ad industry is still way overspending on print versus the amount of time consumers are paying attention to it.

So if advertisers are overspending on print, they must be underspending on some other medium, right? While the Flurry study found significant underspending on Web advertising, the real opportunities were in mobile – where the study found consumers were spending 23 percent of their time but industry was spending just one percent of its ad dollars.

From my reading of the Flurry report, it appears that they attributed time on iOS and Android devices as time spent on mobile. But a lot of the time that I spent on my iPhone I spend looking at the Web, and it’s unclear to me whether the ads I see on my mobile Web browser would be attributed to the Web category or the mobile one. If I’m at all representative of the rest of the population, there’s a blurred line between the Web and mobile for this sort of analysis.

Regardless, the Flurry study suggests that there’s much more growth to come in ad spending on Web and mobile as the ad industry lags changes in consumer behavior. Whether than becomes Web ad spending, Web spending targeted at mobile, or some new, emerging format for mobile advertising, people are spending too much time on these media, relative to what business is spending to reach them, for advertisers not to make the switch and chase them. At some point, the market will balance and more of that print ad market share will flow to online.

Let’s not forget that advertising is just one part of the revenue picture, either. What do I do when I’m not reading Websites on my tablet? I’m reading eBooks. Frequent OJR readers should be well familiar by now with my evangelism for eBooks. I hope that the Flurry study will further encourage you to get into that marketplace, as well. As people spend more time online and with mobile, there are direct sales opportunities there for content publishers, whether that be through eBooks, apps, movies or something else we’ve yet to envision, in addition to ad sales opportunities.

What you see in this chart probably reflects your perspective on the changes disrupting the news industry – as evidence of continuing doom in the print publishing industry, or as a road map to the ongoing gold rush in online media. Just because newspaper executives who drove all the disruptive challengers and potential innovators from their industry can’t figure out how to make money online doesn’t prove in any way that money isn’t there to be made. The Flurry chart should make the opportunities clear.

More layoffs are coming to print newsrooms. Companies that entrust their future to managers who’ve spent their entire careers in print will continue to lose market share, and fail. But there’s plenty of money there for people who can build the expertise to use Web and mobile media to solve problems for advertisers and consumers more effectively than a declining print medium can.

The picture’s clear. Are you willing to look at it?

If your news website ads aren't selling themselves, you're not ready to sell ads

If you’re interested in how to make a hyperlocal news website work, please take a few moments to read the transcript of the chat I did with several other news entrepreneurs for the ASNE yesterday. ASNE put together a panel of half a dozen journalists who are running hyperlocal or start-up websites and asked us how we make these things work.

Here’s an important point I’d like to give a bit more time than we had in the chat:

If ads aren’t selling themselves, you’re not ready to sell

The question: “Can a journalist learn to sell advertising?” My response? Ultimately, you don’t need to. Not the way that most journalists (in my experience) envision what “selling advertising” to mean.

Our first advertisers on my family’s websites came to us. They were members of the community, loved what we were doing and wanted to make sure that we had the commitment and the resources to keep the site going. Other journalist entrepreneurs I’ve met have had the same experience. If you build a large enough community of readers, who are engaged in the topic or neighborhood you’re covering, advertisers will come to you looking to get access to those readers.

Believe or not, some businesses really do take the long view. They understand that anything that helps promote the health and prosperity of their community helps their business in the long run. Businesses do better when they’re surrounded by other successful businesses – not isolated in some uninhabited backwater. So if you’ve built a resource that’s helping to engage and strengthen the local community, these businesses will want to help you to succeed, as well.

Many advertisers are also desperate to find effective successors to the local newspaper ads that they (or their predecessors) used to place to connect with engaged local consumers. If they see you as reaching the potential customers they need to reach, they’ll come looking for you, checkbook open, trying to place an ad campaign.

If that’s not happening? Well, that’s often a sign that local businesses don’t yet see you as a valuable community resource, or attracting a significant number of consumers they want to reach. So instead of spending time on the uncomfortable task of pitching skeptical local advertisers, work instead on building your readership community. When your site gets to the point that money’s coming to look for you, that’s when you’ll know you’re ready to turn your site into a business.

This is why it’s important to either start your site before you need it as an income source, or to put away enough cash to live on for a year before quitting your job to start a site. Twelve months seems to be the consensus – among the chat participants and other others I’ve met – on how long it takes to build a commercially viable readership community around a start-up local news website.

If you’re worried about how much to charge those first potential advertisers, why not take some time to look into what other websites covering your community (or comparable nearby communities) are charging? Consider yourself a potential advertiser on their sites, then call and ask for a quote. You’re not being dishonest – heck, if someone can make you a deal, maybe it’s worth the investment to promote your new site. And your research moight help you to decide what would be a fair and competitive rate for local Web advertising in your community.

Another question: “How did you learn to close the deal?”

My answer? I just had to learn how to shut up. Hey, these businesses wanted to support our site. They wanted to order a campaign. Instead of saying, “Thank you! I’ll send the invoice today!” I was engaging them like I would a news source, probing them to see if they really meant what they were trying to say.

Nice technique for a reporter. Stupid, stupid, stupid technique for a publisher. Just shut up and book the deal.

Now and then someone will come to you who’s not a good fit for your site. Perhaps they sell something you know your community won’t accept. Or perhaps you suspect that their margin’s too thin to be able to afford your ads, given the response you think they’ll get. Different advertisers have different needs, which is why I think it’s important for news publishers to diversify their ad products. On our violin site, we created a (relatively) low cost directory listing for shops and smaller businesses who couldn’t always afford our display banner ad rates, but who still wanted contact with our community. And I have suggested to some potential advertisers that they might find other communities that are a better fit for their products. (I always phrase it that way, rather than saying “No.” Perhaps my aversion to the word “no” is my Disney training talking.)

Ultimately, you’ll need to engage advertisers and potential advertisers – to learn their pains and talk frankly about the ways you can, or can’t, help them build their businesses. But when you’re starting, and booking your first few customers, just shut up (save a “thank you”) and let them help you help your community.