In order for an idea to spread, someone has to do the spreading.

In the dark ages (ten years ago), the only way to spread your idea on a large scale was to do it yourself. This required large buckets of money and lots and lots of ads.

Today, clients get all sweaty thinking about how this magically happens, virally, for free. If it were only that easy.

What’s interesting is that different products and ideas are spread by different groups of people. There isn’t just one professional association of idea spreaders, with everyone else being passive.

For instance, if your authentic little Italian restaurant gets hot, it’s going to be because the chowhounds, the folks who love to talk about the next great place, are buzzing about it. On the other hand, if your blog gets a lot of traffic, it might just be because a few key bloggers are going on about it, spreading the idea.

As gatekeepers to our clients’ businesses, we have to stop and ask ourselves, “What am I doing about it? Have I figured out which portion of my user base are the talkers? Is it possible to focus my efforts on actually making something that they like? Or, am I confusing the people who talk about the competition, with the people I need to reach?” After all, these folks might not be from the same tribe…

Unfortunately, ideas oftentimes fail to spread. However, this may not be a result of their content, but rather, because they don’t have a committed group of people spreading the word about them. If you treat everyone the same, you’re not increasing the odds that some people will step up on your behalf.

The first question to ask someone who is frustrated at the rate their idea is spreading: “Who are you hoping will talk about you?” If you don’t know, it’s unlikely to happen all by itself. On the other hand, being smart about finding, courting and delighting the group most likely to spread the idea, is time well spent.