Five Steps to B2B Social Media Marketing Success
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This document outlines 5 steps for B2B social media marketing success. Step 1 is to create a strategic plan with goals, objectives, strategies and tactics. Step 2 is to build the right team with skills in social media, branding, communication and management. Step 3 is to select the right social media tools based on goals of marketing, sales or service. Step 4 is to embrace content marketing through tools like white papers and blogs. Step 5 is to embrace partner amplification by supporting other accounts. The overall strategy presented is to start with a clear plan and use social media to support goals of marketing, sales, and customer service.
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Five Steps to B2B Social Media Marketing Success
- 1. 1 5 Steps To B2B Social Media Marketing Success @heidimiller heidimillerpresents@gmail.com @spokencomm www.spoken.com
- 3. Know where you’re going 3 If you don’t know where you’re going, any tool will get you there Goals Objectives Strategies Tactics What are your marketing goals? Increase sales, improve credibility and visibility in the market, raise brand recognition? What are the specific objectives? E.g. grow LinkedIn connections, engage in conversations on Facebook, increase site traffic What is your core strategy? Create thought leadership content, build and engage a niche following, etc. What are the tactics that will help you reach those? E.g. posting daily, including weekends, responding to comments within 6 hours, forming a Twitter team
- 4. Top 3 Reasons Brands Use Social Media 4 From UK survey source Creating brand awareness – 83%1 2 3 Encouraging social sharing – 56% Gaining trust – 55%
- 5. 5 #2 Build the Right Team
- 6. Who Owns Social Media? 6 Marketing, PR, web team, customer service? Source: http://unbounce.com/social-media/b2b-social-media/
- 7. 5 Skills That Make a Great Marketer 7 Courtesy Jenny Sussin, Gartner analyst Social dialogue Social dialogue skills to determine acceptable brand cadence, content, and messaging on various social channels Brand communication Brand communication skills to embody a brand personality Communication strategy Communication strategy skills to identify the appropriate social media channels for a brand to be present on Persuasion Persuasion skills to bring complex conversation, seamlessly offline. Management Management skills to maintain and prioritize multiple conversations
- 8. 8 #3 Select the Right Tools
- 9. 9
- 10. Your goals dictate your channels and tools 10 Social for marketing ‣ Identify user generated content ‣ Identify market characteristics ‣ Define campaign success ‣ Research and engage influencers Social for sales ‣ Research prospects ‣ Deliver prospect lists ‣ Identify engagement opportunities Social for service ‣ Service feedback ‣ Cost impact analysis ‣ Measuring customer service process
- 11. 11 General Electric on Pinterest
- 12. 12 General Electric on Pinterest
- 15. Yes, B2B Favors LinkedIn 15
- 16. Despite High Usage, B2B Still Unsure 16
- 17. 17 “B2B customer service is about the relationship more than the individual transactions.” -- Diane Gordon, Senior Vice President of Customer Care for Brainshark
- 20. 20
- 21. Example: Free White Paper 21
- 22. Example: Free White Paper 22
- 23. Example: Blog 23
- 24. Example: Blog 24
- 25. Example: Blog 25
- 27. 27 Focus on THEM ‣ Share their posts ‣ Like their photos ‣ Leave comments on their posts ‣ Respond to their comments ‣ Treat them like rock stars Rock star!!
- 29. Know where you’re going 29 If you don’t know where you’re going, any tool will get you there Goals Objectives Strategies Tactics What are your marketing goals? Increase sales, improve credibility and visibility in the market, raise brand recognition? What are the specific objectives? E.g. grow LinkedIn connections, engage in conversations on Facebook, increase site traffic What is your core strategy? Create thought leadership content, build and engage a niche following, etc. What are the tactics that will help you reach those? E.g. posting daily, including weekends, responding to comments within 6 hours, forming a Twitter team
- 30. Add accounts 30
- 31. Invite members and form teams 31
- 32. Schedule content according to your content marketing plan 32
- 33. Respond 33
- 34. Set up reports, evaluate, revise 34
- 35. 35 5 Steps To B2B Social Media Marketing Success @heidimiller heidimillerpresents@gmail.com @spokencomm www.spoken.com