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Social media for small business


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This 2-1/2 hour presentation covers an introduction to marketing in social media for small business people. It covers Facebook, Twitter, LinkedIn, with a brief intro to geo-location services & deal sites.

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Social media for small business

  1. 1. SOCIAL MEDIA FORSMALL BUSINESS Karen Pelletier Marketing Consulting Twitter: @kjpelletier Facebook: kjpelletier LinkedIn:
  2. 2. My Background30 years experience in marketing; I am NOT a programmer Karen Pelletier Marketing Consulting
  3. 3. Housekeeping• Turn cell phones to vibrate• Slides available by going to − > Search on #scoresocmedsem > click on link OR − Go to my homepage and download the pdf file OR − Text 90210 / scorecv
  4. 4. How Many of You…• Are B2C marketers? B2B?• Use social media personally? − Checked out online reviews before booking a hotel or trying a new restaurant? − Have read reviews of a product online before purchasing?• Use social media for your business?
  5. 5. What I want you to get out of this seminar• Why you need to embrace social media• A feel for the social media universe• A basic understanding of The Big 3 and what they can do for business• An understanding of how to evaluate alternatives given your business’ objectives
  6. 6. What Is Social Media?• Web and mobile based sites that people are using to participate, create, share, discover, bookmark, argue & debate• Powerful communication channel that values authenticity and useful content
  7. 7. Why Should You Be In Social Media?
  8. 8. 1 - Reach
  9. 9. Your Customers Are There % of the age group that currently has a profile page on a social networking site 80% 76% 68% 63% 45% 31% 15% 12 - 17 18 - 24 25 - 34 35 - 44 45 - 54 55 - 64 65 + Source: Arbitron 2011
  10. 10. 2 - Opportunity to Engage with your Fans!
  11. 11. 3 - You can be very targetedFashionMusic
  12. 12. 4 - Ratings & Reviews Matter
  13. 13. This Holds for All Categories Category Purchased Number of information % of shoppers influenced sources used by the before the point of purchase typical shopper Automotive 18.2 97% Technology / Consumer Electronics 14.8 92% Voters 14.7 95% Travel 10.2 99% Over-the-Counter Health 9.8 78% Consumer Pkg Goods, Grocery 7.3 61% Consumer Pkg Goods, Health, 7 63% Beauty, Personal Care Quick Serve Restaurants 5.8 72% Banking 10.8 91% Insurance 11.7 94% Credit Card 8.6 81% Investments 8.9 89% Source: Google Shopper Sciences, Zero Moment of Truth Industry Studies, US, April 2011
  14. 14. 5 - Search Engine Optimization• Both Google & Bing use social mentions (FB & Twitter) in their search algorithms• Your website will be displayed right next to blog postings and reviews
  15. 15. 6 – It’s Effective for Lead Generation Both B2B and B2CHubSpot: 101 Marketing Charts & Graphs
  16. 16. 7 - Reputation Management• People are talking about you online, whether you are there or not Domino’s Pizza Crisis• Being involved in social media gives you the opportunity to respond before there’s a crisis
  17. 17. If you do nothing else…Monitor what’s being said about your company or brand• Set up FREE Google Alerts• Do periodic searches on YouTube & Twitter• If you have a restaurant or hotel monitor the review sites − Expedia, Orbitz, Travelocity, etc. − Trip Advisor, Urban Spoon, Open Table, etc.
  18. 18. 8 - Market Research & Opportunity for Customer Involvement
  19. 19. 9 - Competitive Research
  20. 20. Why Jump In Now?• Learn now… future changes will only make things easier and more intuitive• It’s an opportunity to connect with your customers• Cost effective (though time intensive) way to market your business
  21. 21. Overview of the Social Media Universe• Blogs• Sites like Facebook, Twitter & LinkedIn − There are millions of SM sites• Geo-location & Deal Sites• They all interact − Choose your HUB (social media page or website) − Drive traffic to your HUB − Create strong CTAs
  22. 22. Content is the Magnet!• What you want is for people to spread your message or content by “sharing”• To encourage sharing, your content must − Be useful, entertaining or both! − Answer questions your readers may have − Be clear & concise − Be EASY to share Source: Angela Maiers
  23. 23. “Repurpose” your content in many forms• Blog articles• Videos• White Papers• WebinarsPromote your content in social media
  24. 24. Blogging Drives Leads
  25. 25. Always include an Image in your blog post• If you include an image in your blog post, when it’s shared it will show up with the thumbnail of your image − Makes it more likely that people scanning their page will read it
  26. 26. The Big 3 750 MM Users 350 B Tweets/Day 130 MM Users
  27. 27. Why Facebook?Facebook includes It’s like a parallel universe to the• Pages -- a place to engage Internet, only it’s• Ads & Deals • focused on your brand• Apps • more customer oriented • all info in 1 place• E-commerce• Analytics A lot of ways to engage!
  28. 28. Your Goals on FacebookBe found by people searching for your product/servicePromote your business by• Getting “fans” − Get people to click your “Like” button• Getting your “fans” to interact with you − That spreads your content to your fan’s friends − Enables you to build a community around your brand or company − Promote your content and events Generate leads for your business
  29. 29. FB Fans are customers looking forDeals, News, Exclusives and Community
  30. 30. FB Profile vs. PageFB Profile is Your Own personal page• You must have your own Profile page to set up a business pageFB Page is a business page• 6 business “types” to choose from• The “type” you choose dictates the content in the info section
  31. 31. Components of a FB Profile Avatar Source: Hubspot, How to Use Facebook for Business
  32. 32. Sample Profile
  33. 33. To Create your FB Page• Choose a name that your customers will recognize − Search to see if the business name you want is available• At the bottom of your personal profile page click on “Create a Page”
  34. 34. Select the Type of business
  35. 35. Can have multiple FB Page administrators 180 x 540 pixelsKeyBrandingOpportunity Tabs
  36. 36. Importance of Fans to Sharing
  37. 37. Discussion & commentary increases the probabilitythat it will show up in your fans’ news feeds
  38. 38. Landing (Welcome or Reveal) Page • This is what your visitors see BEFORE they Like you • Purpose is to convert visitors into Fans • Incent them to click “Like” by offering exclusive content! • Use a strong CTA
  39. 39. Another Great Call to Action (CTA)
  40. 40. The Info shown here is Info Tab determined by the “Type” of business you choseThe avataris consistentthroughoutall pages ofyour site
  41. 41. Reviews Tabs
  42. 42. Other TabsBe as creative as you want! You can create any type of tab• Our Team with photos and names• Upcoming Events• Your Opinion Counts (polling or review apps)• Videos: demonstrations or your customer’s videos
  43. 43. Programming• Facebook uses iFrames to organize the elements on the page − The content of the frames resides on your website server − You can do it yourself or use a web development firm to create your branding element and set up your pages for you − If you use a content management system to manage your website you should be able to use it to update your FB pages
  44. 44. Post as yourself or your business• By going up to Account you can go around FB and post as your self, or as your business• If your goal is to promote your business and get fans, post as your business, − Just make sure it’s not spam (too self promotional)• You can “Comment” on others’ posts
  45. 45. Your Content• What content does your target market want? − Inside peak − Information that’s of value − Exclusive deals• The goal is to make it content that your fans will want to share• Try to adhere to the 80/20 rule helpful content/promoting your product
  46. 46. Create an Editorial Guideline• How frequently are you going to post• What types of media you are going to use• Will you post 3rd party content that you think is of value• Create Signature Experiences that your target will value − Zappos’ fan of the week − Social Media Examiner’s Expert Friday• Reply policy• How you will handle negative posts/comments• Ratio of helpful content to promotion (80/20)
  47. 47. Don’t postanything youwouldn’t wantto see on thefront page ofthe NY Times
  48. 48. Social Plug-ins• Use Twitter, LinkedIn & your website to drive traffic to your FB page• Go to http://developers.faceb to copy code to place on your website
  49. 49. FB for Business
  50. 50. FB Ads• You can target − Fans − Your Fans’ Friends − Interests − Geography − Even your competition!
  51. 51. Hilton example
  52. 52. Facebook Deals• Clicking on a deal shows up in your friends’ newsfeeds
  53. 53. Why should you pay for an Ad?• You can always post “deals” on your wall for your fans• If you pay for a FB ad, you get the ability to − Target your ad to people beyond your fan base − Target by interest, geography, demographics − Get robust Analytics
  54. 54. Facebook Insights
  55. 55. Best FB Video Tutorial
  56. 56. Questions?
  57. 57. Twitterverse
  58. 58. • Called a micro-blog − 140 character limit• Like a Headline News service − You scan it quickly − Post only if you have something of value to share (via a link) − If there is something that peaks your interest you click on the link• No one wants to know what you had for breakfast!
  59. 59. Ways to Use Twitter for Business• Drive people to your Hub (website or FB page)• Use Twitter Search to monitor your brand, industry, competition• Use your Twitter “Favorites” as a list of testimonials −• Build relationships by providing info that’s of value• Promote your blog, content, specials, sales or events• Customer service − User Twitter Search to respond to mentions of your company − Speed really impresses the customer!
  60. 60. What Type of Account Should You Set UpPersonal or Business? Represents your company as a whole Establishes your personal brand • Keep your customers up to date on events • Network, build relationships • Promote sales, specials, etc. • Promote blog articles, content, events, • Promote recent blog articles etc. • Update customers on products and services • Provide customer service User name = Company name User name = name; namecompany; nameindustry; companyname Avatar = your company Logo Avatar = your picture
  61. 61. To Use Twitter• Go to• Set up a FREE account• Select your user name & upload your avatar• Fill out your profile. Describe who you are so that people will want to follow what you have to say − Include links to your website, other SM accounts• Your Twitter feed will be empty until you write a tweet or select people to follow − Their tweets and your tweets will show up in your feed• Find people to follow• Get people to follow you − Put Twitter buttons on your website and all your marketing material
  62. 62. Manage your interactions
  63. 63. Twitter Page Search Promoted Tweets
  64. 64. Components of a Tweet 140 Characters User name Hash tag Link to web page, URL shortener. Twitter also will automatically shorten your links.Avatar An @mention Ask for the RTMake it consistent When used at start ofacross all SM accts message it’s like an address
  65. 65. Other Twitter Resources• How to Use Twitter for Business: An Introductory Guide, HubSpot• Twitter For Beginners, Social Media DIY Workshop• Twitter Grader (free)• Tweet Deck (free)
  66. 66. Questions?
  67. 67. A great source for B2B
  68. 68. Social Media for B2BBusiness people are using social media• 86% of Technology Buyers engage in some form of social activity for work purposes. Source: Its Time For Tech Marketers To Go Big With B2B Social Media Strategies, by Kim Celestre on July 20, 2011
  69. 69. How to Use LinkedIn for Business• Establish a network − Upload contacts from Outlook, hotmail, gmail, etc. − Invite them to become a part of your network with a personalized invitation• Search for your target customers − People with the job title & company you want to target − Save your people searches by creating alerts − Browse your networks’ networks − Join Groups• Make direct contact with key people
  70. 70. LinkedIn Profile• Fill out your Profile completely − Compelling headline & summary• Optimize your profile to be found − Use your keywords to describe your website links • Marketing Consultant for − Link to your other SM accounts• Apps − Travel & Events − Amazon reading list − SlideShare − Blog links − Polls
  71. 71. LinkedIn Profile LinkedIn’s “Groups” are a powerful way to grow your network and spread a message. Like Facebook, LinkedIn now has a wall that drives “likes” and comments (as well as traffic).
  72. 72. LinkedIn Business Page
  73. 73. Create a LinkedIn Business Page must havea personal profile
  74. 74. Join Groups in your industry• Follow the discussions• LinkedIn Answers − Answer questions, add value where you can − Become a “go to” source in your field• If there is no relevant group you can create one
  75. 75. Some final observations on the social media world
  76. 76. New Apps and Sites Emerge Daily
  77. 77. Google+• Clean design interface• Integration with other Google products including search, gmail, docs, Picasa• Circles• 10-way video chat• Will be rolling out business pages shortly
  78. 78. Daily or Group Deal Sites
  79. 79. Use Extreme Caution
  80. 80. Groupon Example The consumer will judge 50% off dinner for 2 the value in terms of the Retail Value $50/person retail price Groupon keeps 50% of the revenue Consumer pays $25Restaurant gets$12.50 Revenue Cost
  81. 81. When Does A Group Deal Make Sense?When you are looking to• Generate trial• Clear out old inventory• Schedule the timing of a deal to eat up excess capacity, and you can net ≥ your marginal cost• Capitalize on upsell opportunities to make the total transaction profitable• Capture names for email or social media marketing
  82. 82. Which Site to Use?Do some research to determine which ones offer the bestterms and ability to reach your target market• Terms, economics, and control vary by site − As the space becomes more competitive you will be able to get better terms − Put time constraints on your offer to protect yourself• Some sites may be very targeted to your niche or industry − Daily Gourmet & BiteHunter for foodies − Yuupon & TripAlertz for travel − Doggyloot − RapidBuyr for B2B
  83. 83. Deal Site Checklist• Understand what your objectives are − Bring in NEW users − Reward current customers• Who’s your target market and what would interest them• Run the numbers• Make sure the “fine print” protects you• Think about the impact on perceived value for the money − Are these deal customers likely to come back and purchase your product at full price?• Track the results
  84. 84. Track• How many buyers are new customers?• Did they spend more than the voucher or coupon amount?• How many of these new customers came back and how much did they spend?• What was the breakage (people who bought the deal but didn’t redeem it)?
  85. 85. Summary
  86. 86. When creating your social media planFigure out what’s right for you and your business• B2B or B2C?• What is your marketing objective?• Who is your target customer?• Where are they (geographically)?• Where does your customer hang out online? − Find them and listen in on the conversation for a while − Follow influencers, blogs − Participate when you can be helpful − Are there any Industry vertical networks that would enable you to most efficiently reach and engage with your target market?• Brainstorm on how best to engage with them
  87. 87. Homework• Log onto and create an account if you don’t have one.• Do a Twitter Search #scoresocmedsem − Download this presentation• Create a Tweet: How helpful was this seminar to you? Rate it on a scale of 1 – 5. − 1=not helpful at all; 5=extremely helpful. − put the hash tag, #scoresocmedsem in your tweet• Do a couple of Twitter searches on your industry. Find 5 people to follow.
  88. 88. Questions?