1 Brought to you by: ExtremeDigitalMarketing.com B2B Social Media + Marketing: Rock Solid Strategies For Doing It Right! Businesses Connecting With Businesses Through The Power Of Social Media! By Lon Safko Author of The Social Media Bible
2 B2B Social Media + Marketing: Rock Solid Strategies For Doing It Right! Whether you call your customers B or C, they are still people who want to build relationships and trust with the people they choose to do business with. Social Media is the most effective set of marketing tools for B2B that we have ever seen. While marketing using social media tools is different than conventional marketing, using social media to market business to business is different again. The one constant that remains the same, is people connecting with people. Whether your business is a B2C for a B2B, your second B is always still a C. And, whether you call your customers B or C, they are still people who want to build relationships and trust with the people they choose to do business with. In this guide, I will show you 10 techniques on how to use the different social media tools that you may already be familiar with to to build trust and ultimately build business. Everything you do using social networks should be designed to build trusted relationships with your business partners. When you combine social media with marketing (The Original Social Media), you have a powerful synergistic strategy!
3 Strategy One - The Social Media Trinity - Blogging By simply publishing a weekly blog you can increase the two most weighted criteria used by all search engines; Google Juice and Link Love. 1. Blogging Social media can be used effectively to build publicity, customer collaboration, thought leadership, market research, product development, enhance SEO, lead generation, new business, customer retention, brand recognition, and trust. Blogging is the most effective tool you can use to show your customers and prospects that you are participating, you understand your industry, and your a thought leader providing insights and information. A blog only takes a few minutes, requires 400 words once a week, and creates and invaluable platform for you and your customers / prospects to engage in meaningful dialog that builds trust; which ultimately leads to sales. Simply by publishing a weekly blog you can increase the two most weighted criteria used by all search engines; Google Juice and Link Love. You get a greater SEO ranking just because you re blogging. Google Juice is the number of indexed pages for any given keyword(s) by a search engine. How many pages are returned when you type in your company your product or your name in Google in the top right corner? Lon Safko generates more than 115,000 SERPS (Search Engine Result Pages. By blogging, you create page after page for search engines to index with priority treatment. Your customers will participate in the conversation that you started. Other bloggers will link to your blog content creating Link Love. This will drive your web / blog site to the top of the search engines.
4 Strategy Two - The Social Media Trinity - Microblogging 2. Microblogging Bite sized I Didn t Know That! content will get their attention ev ery time. Twitter is the choice of people around the globe for microblogging. Most B2B marketers still aren t using Twitter, giving us the greatest opportunity ever. Short bursts of 140 character insights are an incredibly effective way to engage your customers and prospects. Bite sized I Didn t Know That! content will get their attention every time. Use Search.Twitter.com to search keywords that represent you, your company, and your products / services. Use Strategy Six - Cyber-Surveillance - Microblogging for techniques to monitor your tweets regularly. Be sure to watch both what is being said and who is saying it. Then jump into those conversations with good content and comments. Follow your industry thought-leaders and influencers. Listen to what they are talking about, retweet their Tweets, thank them when they Tweet something good about you and your business. Engage them when you disagree. Be sure you use Twitter Hashtags e.g. #socialmediabible. Both search on them and use them in your own tweets. Feel free to Tweet about you, your business, your products, news, updates, and why your customers can benefit from working with you, but never use a social network to sell or you will be flamed. Building relationships and trust is always the best way to sell. Also use Yammer to Tweet with your internal customers; your employees. They want to be in the loop as well!
5 Strategy Three - The Social Media Trinity - Social Networks When your customers or prospects search their social network does your company come up? 3. Use Social Networks Are you using them? Are you on Facebook & LinkedIn? Well your customers and prospects are. You need to be where they are. In marketing, this is called a watering hole, where like minded people gather to discuss something in common, your industry. Facebook now has more than 350,000,000 members making it the largest like-minded community on the planet. If Facebook were a country, it would now be the third largest country in the world. Create a Group, create a Fan Page. It s completely free! So, why not? When your customers or prospects search their social network does your company come up? You need to be in the game to win! Always provide great content and make it interactive; post your blog links, create and post your customer photographs, audio podcasts, videos, sign-up link, case studies, and white papers (like this). This will keep your customers coming back for your content and build that sense of trust and indebtedness. Are you in LinkedIn? Think it s only for people and not companies? You re right! But, people buy from other people. They buy from people they trust. Be sure your profile is up to date including your education, affiliations, home town, college. If only one prospect looks for your company on LinkedIn, finds you and sees that you both went to the same college, or grew up in the same town, or belong to the same professional organization... Do you think the competition stands a chance?
6 Strategy Four - Cyber-Surveillance - Web & Blog Pages And Comment Marketing 4. Cyber-Surveillance - Web & Blogs Pages And Comment Marketing Set up Alerts to monitor what your competition is doing. Your can see their blog posts, their web pages, their events, and what is being said about them! Many people call this brand or reputation management, but it s more than that, it s Comment marketing. You have a responsibility to your company to listen to the conversations people are having about you, your company, your products, and your brand. There is an easy and free way to do that. The web is now categorized into three basic types of web pages; standard HTML web pages, blog pages, and social network pages. Most conversations, peer reviews, and comments take place here. Google has an answer for monitoring all three; Google Alerts. To create Google Alerts all you need is a Google Gmail account, which is worth having anyway. Create as many as you wish. I have dozens that include Lon Safko, Social Media Bible, and more. Any time anywhere in the world the keywords (characters) appear in either a web or blog page, I get an active hyperlink ed to me within 30 minutes of them being posted on the web. This gives me a chance to respond. products I can thank the author for the kind words, or engage as to why the author is misinformed. Most often I am the very first to comment and I encourage good behavior and diffuse a negative before it happens. And, BackType will even monitor Comments on blogs! You can also set up Alerts to monitor what your competition is doing. You can see their blog posts, their web pages, their events, and what is being said about them! Don t forget to monitor Google Products for your competition s products...
7 Strategy Five - Cyber-Surveillance - Microblogging 5. Cyber-Surveillance - Microblogging What if every time someone sent out a Tweet anywhere in the world that mentioned you got copied to you at the same time the recipient did? What are people Tweeting about you, your company, and your brand? You need to know! What if every time someone sent out a Tweet anywhere in the world that mentioned you or your brand, you got a copy of that Tweet at the same time the recipient did? Well you can! By using one of the free downloads; either Seesmic Desktop or TweetDeck, and setting them up with alerts like Google Alerts, you will receive a copy of that Tweet to your Twitter account on the web, social network, home page, aggregator, or . This gives you the opportunity to retweet that good message or engage the Tweeter and explain why they are misinformed. Twitter Comment Marketing allows you to encourage good conversations and diffuse negative ones. Just like Google Alerts, these software apps continuously run on your desktop and give you updates every couple of minutes. By using these apps, you no longer have to log in to your Twitter account, it s all there, see Tweets, send Tweets, receive direct Tweets, and retweet. Use Search.Twitter.com to find anything on Twitter. You type, Twitter will show it, along with the picture and profile of the sender, what they said, when they sent it, hashtags, number of retweets, and you can reply or retweet it yourself. Both Seesmic and TweetDeck also have mobile versions of their apps so you can monitor your Tweet Stream from anywhere at any time.
8 Strategy Six - Mobile Marketing 6. Mobile Marketing General Manager of Yahoo! s Flickr told me that there are 3 mobile phones for every person on the planet, yet we don t use mobile marketing. Mobile marketing is one of the least understood forms of marketing and the rest of the world is way ahead of the U.S. This gives us, the early adopters a huge competitive marketing advantage. Kakul Srivastava, General Manager of Yahoo! s Flickr told me that there are 3 mobile phone for every person on the planet, yet we don t use mobile marketing. More and more people are using web enhanced telephone technology. Of course we can use Twitter to reach out to our customers on their cell phones, but we can also use mobile phones for lead generation, follow your competition, building brand awareness, sending product alerts, updates on webinars, trade shows, seminars, teleconferences, customer care Q&A s, coupons, specials, give-aways, contests, and just building personal relationships. Mobile marketing needs be fun and interactive. Use informative or entertaining five minute videos for maximum conversation. Remember, mobile phones provide us with voice, SMS text messaging, Internet access to web sites and blog pages, text, photos, audio voice and music, video, calendars, GPS, games, sports, and news. Use them all. Make your content interactive, both by providing hyperlinks and, QR Barcodes, but encourage your customers and prospects to personally interact. Offer cell phone video contests involving your product or service, user generated music videos & commercials, run contests. If you want your customers to participate, your content has to have value. If you want them to engage, offer them something in return, a coupon or even an ipod. Their participation will be well worth the cost of an ipod.
9 Strategy Seven - Interactive Marketing 7. Interactive Marketing Is your Twitter address in your signature? Your Facebook address? Your YouTube address? Are you trying to keep your company a secret? Your needs to be interactive, informative, and entertaining. Think about the last you passed along to a friend or colleague. Whether you are using a Constant Contact template or building your own using HTML, be sure to add your social media links to your communications. Have a link to your photos on Flickr showing your happy customers, direct your readers to your YouTube videos, link them right to your Facebook fan page. Make it easy for them to connect. People love to look at photographs and videos. Especially if these are people who already are using your product or service and are happy. It makes your existing customers and prospects more comfortable about making the right decision about buying from you and builds trust. Interactivity also means your signature. I am shocked during my keynotes to find out how many people still don t use an signature. Make it part of your template. Is your Twitter address in your signature? Your Facebook address? Your YouTube address? Are you using QR Barcodes? Are you trying to keep your company a secret? You have to make it easy if you want your customers to follow you and participate in your offering and your brand. Set up your signature block so you don t have to think about it. Once it s in your template everyone gets it. Always keep your information in front of your customers. This way when they are ready to connect, ready to ask a question, or ready to buy, the ability to connect is always there.
10 Strategy Eight - A Social Media Interactive Signature 8. Insert a QR Barcode Into Your Signature QR Barcodes for your URL web addresses, SMS text messages, and even you telephone number. Go Directly To My Web Site My Office Telephone What if you actually made it easy for your customers and prospects to find you! What if you inserted a QR Barcode into your signature? What s a QR Barcode or Quick Response Barcode? It s the little square images you are now seeing in magazines, on billboards, and other printed materials. I put QR Barcodes into everything. With more and more mobile phones being web enabled, QR Barcodes are becoming more and more valuable. They work by downloading any of a dozen free apps on your iphone, Android, or other web enabled mobile phone like the one I use; Barcode Scanner. Then just click the app, and point your cell phone camera at the barcode. That s it! In a few seconds your mobile phone tells you that it recognized the code and asks if you would like to go immediately to that web site! Cool! To create as many free barcodes with your information just go to: qrcode.kaywa.com. You can create QR Barcodes for your URL web addresses, SMS text messages, and even you telephone number so you client can point and dial. Try them! An SMS Text Message Or Tweet Sign-Up For Constant Contact Sign-Up For My
11 Strategy Nine - Implement & Measure 9. Implement And Measure When you implement your social media / marketing strategy, you have to have a way to measure your successes, your ROI, your Cost Of Customer Acquisition When you implement your social media / marketing strategy, you to have a way to measure your successes, your ROI, your Cost Of Customer Acquisition. You can t manage what you don t measure. Conventional marketing measured success through useless metrics such as impressions. Even today newspapers will try to convince you that for each newspaper printed two people will read your ad. Do you believe that metric? By using social media and marketing, everything goes through a computer somewhere and when it does, we can measure it and in great detail. There are easy ways to measure social media effects; are you gaining new Twitter followers? Is the size of your Facebook Group growing? How many viewers did your last video post get in the first week? When people engage and participate in your brand, they become aware, they begin to trust, and when it s time, they will buy from you. There are other more deliberate ways to measure your Tweets success; set up a new landing page on your web site that only is sent out on Twitter, ask your customers to participate in a survey for a chance to win an ipod, create a web site treasure hunt, where the first person to find... Wins. Think in terms of measuring everything and be sure to use Google Anylitics. Specifically design in ways where you can track your progress, so you will know where to focus your resources. It will also give you enthusiasm to stay committed to social media and marketing.
12 Strategy Ten - The Five Steps To B2B Success Strategy Plan 10. The Five Steps To B2B Success Strategy Plan Here s a sneak peak into Section Three of my new book, The Social Media Bible, Second Edition... Here s a sneak peak into Section Three of my new book, The Social Media Bible, Second Edition. While the specific strategies you read so far will help you build your B2B business relationships, here are The Five Steps to Social Media B2B Success. Step 1. Analyze your existing Marketing; look closely at all of your marketing techniques and campaigns, determine the specific cost for each, identify the number of new customers that technique generated, divide those numbers to determine your ROI (Return On Investment) for each. Step 2. Understand The Social Media Trinity; Blogging, Microblogging, and Social Networks. Get involved in each. Actively post content, connect, and engage with your customers and prospects. Bottom line... If you want to win, you have to be in the game! Step 3. Integrate your conventional marketing with your social media marketing strategy. Show your Twitter address on your , on your, brochure and on your web site. Place your Facebook link in your advertising, and use QR Barcodes to connect with your customers through mobile. Step 4. Identify Resources; look to internal employees for help, turn to interns, temps, and college students to help implement your plan with your guidance. Step 5. Implement & Measure. Be sure to think through every implementation technique for your conversation strategy, and how to measure every campaign. You can t manage what you don t measure.
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