25 (Experience-based) B2B Social Media Tips You Can Start Using TODAY

Does B2B Social media need any convincing today? Not really.

When I ventured into marketing some 13 years ago, the whole world of B2B marketing was different. Companies relied heavily on brochures and such collateral, a lot of emphasis was given on website and SEO, and a lot of energies were spent in creating solid email marketing programs. Things slowly changed with the advent of social media and content marketing.

Today, the buyers don’t want to see your brochures. The buyer is more educated and well-informed. She is searching for information online and making her own decisions. Only after getting convinced, she approaches the vendors. Yes, social media and content marketing has changed the whole B2B sales scenario. No wonder companies are convinced that they not only have to be on social media but also do it well.

At Midas Touch, the B2B Specialist Social and Digital Marketing Agency, we help customers with their social media and content marketing efforts. Based on my experience of working with several B2B companies in various industry verticals such as technology, manufacturing, and engineering, here are a few tips which I would like to share to ensure that your social media marketing program is successful and delivers on its promise.

Putting these tips in simple lines below – if you need any clarification on any of these, feel free to reach out to me on Twitter at @radhagiri

1.     Start with a strong content marketing strategy – without a documented strategy; you are preparing yourself for failure.

2.     A good website is a must for deriving true value from social media marketing.

3.     Provide answers to the questions which your target audience might have rather than talking about your expertise and skills. Remember, helpful is new viral.  

4.     Focus on education rather than selling – nobody cares about your products and services. Your prospects are looking for solutions to their business problems. Provide those.

5.     Add variety to your content if you want traffic from diverse sources.

6.     Have a strong content promotion plan in place – Remember, “Content is king, but distribution is queen and she wears the pants”.

7.     Don’t debate on quality vs quantity – the point really is how well you can leverage each piece of content which you create.

8.     Each type of content has a different objective and its use, therefore, is different. Don’t try to force fit.

9.     The world’s most popular social network may not be the best one for your business – identify the social networks which work best for you and your business.

10. Don’t hesitate to reuse the content – convert your whitepaper into a series of blogs, or a PPT for SlideShare or an infographic. It’s absolutely fine to represent the same content in different formats.

11. Webinars, podcasts, LinkedIn Groups are your secret weapons of marketing – don’t forget to use them well.

12. For B2B companies, the personal branding of the top executives plays a key role – after all, people connect with people, isn’t it?

13. If you are just starting with social media, don’t start with too much which you cannot sustain and at the same time, don’t do too little that it will not show any impact.

14. B2B content marketing requires some key skills and knowledge - don’t make the mistake of thinking that anybody can do it and don’t have it as a side project.

15. Have a strong collaboration between teams – marketing, sales, and product teams need to work together to make social media successful.

16. Don’t forget to leverage offline events on social platforms.

17. Email marketing works – but requires good planning, relevant message, and right targeting.

18. LinkedIn is a great professional networking platform – make judicious use of status updates, LinkedIn groups, and LinkedIn company page.

19. Whitepapers and eBooks are great choices to build an opt-in list and showcase your thought leadership and expertise.

20. Use your employee network – today, marketing is not a job of only the marketing teams. Encourage your employees to share and spread the word about the company content and events.

21. Identify and engage with influencers – share their content, ask them feedback and questions, and engage with them.

22. Constantly monitor the results – see how the efforts are delivering to the set objectives and make tweaks based on the results.

23. Do social listening – know what people are talking about, what do they care about, what are their problems. Use this information to tweak your social media strategy.

24. Don’t use social channels for only self promotions. Connect with others, provide value to them, share other people’s content, and genuinely engage with people.

25. Hire experts who understand social media as well as B2B marketing to handle your social media.

Seven Deadly Sins of Startup Social Media Marketing

“Yeah, I made mistakes but…life doesn’t come with instructions.”

Sure it does not. But that’s not the case with social media - there is certainly some good advice out there to help you avoid blunders on social media. After all, mistakes are meant for learning and not repeating, right?

So what are some of the common mistakes which companies, especially startups, make while defining and executing their social media strategy? Here is what I have found -

#1 Incorrect Platforms

Agreed – Facebook has 1.44 billion monthly active users (as of Mar 31, 2015). But you can’t have the whole universe as your target audience. In today’s time and age, when everyone is spoilt for choice, the most important marketing decision you need to make is defining the target audience. Targeted marketing is the key of the game – and targeted marketing is by definition exclusionary. You need to clearly define your target audience and once that is done, you need to identify the platforms on which YOUR target audience is active. Remember – nobody searches for a job on Facebook or looks for a Hotel review on LinkedIn. Being present on the most popular platform does not make sense if your target audience is not active there. Here is some quick help when it comes to popular platforms:

Facebook – It’s a good platform when

• You have highly visual content. 
• You want to leverage the community effect
• You want to build trust in the minds of the users by leveraging their friends network
• You are ready to spend on ads – the recent changes in Facebook algorithm have made it very difficult to organically reach out to the fans 

Twitter – It is a good platform to

• Broadcast your message
• Join the on-going conversations 
• Connect with thought leaders and people that matter to you 
• Build a position for yourself

LinkedIn – Consider using it when

• You are a B2B company
• You want to connect with the professional audience and establish your thought leadership within a group of homogeneously targeted audience

Google+ - Good platform to

• Help you with your SEO efforts
• Participate in Google communities to connect with like-minded people

Pinterest – You can use it when

• Your primary target audience include women
• You have highly visual content to share

These of course are just guidelines. You need to do a more thorough research and brainstorming to finalize the social platforms for your brand.

#2 Doing Too Much or Too Little

Once you choose a social platform, you need to commit to it. Having an inactive presence on any of the platforms creates a bad impression. Having the last tweet date as 2 years back is worse than not having a Twitter handle. You need to show activity on the social platforms and need to have consistency. The opposite is also true – you just can’t do too much. Don’t bombard your LinkedIn company page followers with 10 updates a day just because that will give you more number of impressions!

#3 Ignoring Content Marketing

Content marketing is the gasoline of your social media efforts. You need to have good blog articles to showcase your expertise. You need interesting infographics to share with your audience. eBooks are good to share as a free giveaway. Whitepapers are excellent way of establishing your thought leadership. You need content. Period. Just don’t ignore it from your social media strategy. Not having enough bandwidth to create content cannot be an excuse today.  

#4 Inappropriate Content or Self Promotion

Each platform has different content need. Don’t make the mistake of pushing the same content on all the platforms just because there are tools available which allow you to do so. Each platform requires different tone of messaging and different type of content. More importantly, you also need to mind the timing of your updates. Your audience is not going to be present on all the platforms at the same time. Social media does require some serious time and attention commitment and it demands that. Don’t get away with easy options of auto schedule without giving it a serious thought or having a proper plan in place. Another thing to keep an eye on is the type of content you share. Too much of self-promotion is a big turn-off. Just because you are excited about your product or services does not mean that you can talk about it all day long. Have a good balance of education, industry insights, engagement, and self-promotion in your content sharing. 

#5 No Personal Branding

People relate with people – and this is especially true for startups where people are buying the services from the founders more than from the company. So it is important that startups include the personal branding of their founders in their social media planning and strategy. You need a face for your company.

Photo Courtesy: http://bit.ly/1P0yIp6

#6 Canned Responses to Negative Comments

Lot of companies shy away from social media because of the fear of negative comments. But note that negative comments are in-fact good opportunities for you to build trust in the minds of your readers. Read more about it here. One of the foremost thing you need to remember while handling negative comments on the social platform is that you should NEVER give a canned response to any negative comment. Be personal and show genuine interest in solving the problem. Acknowledge the issue, take genuine actions to resolve it. If the there is a mistake, accept it and take all efforts to resolve it. Check this example here from Zappos – simply brilliant. Isn’t it? 

Photo Courtesy- http://bit.ly/1dNplZm 

#7 Not aligning with the target audience in terms of tone and messaging

Try and align as much as you can with your target audience – if you are targeting the youth, introduce some quirkiness in your overall messaging. If you are targeting CXOs, maintain a professional tone. Just make sure that your marketing tone matches with your company culture. After all, today, marketing is no more the job of marketing department only. It is the job of each and every person representing the company. Here is a latest brilliant example of this –

Do share your experience on what worked and what did not work for you. It’s all about sharing knowledge, isn’t it? 

This article was originally published at yourstory.com/2015/05/social-media-marketing-deadly-sins/