by tradespeopleinsights | Mar 2, 2021 | Social Marketing, Tradespeople Insights
by Andrew Poulsen, Content Engineer, Sonnhalter
In past blog posts, we’ve discussed some of the ways companies can hit the ground running with Instagram and make it a useful cog in their marketing machine. Now that you’ve set up an account, accumulated some followers and fired off some posts, you may be wondering why your posts haven’t performed as well as you had hoped. The reason may be that your posts aren’t optimized for the best possible engagement. What do I mean by that? Well, as you may have noticed, your Instagram feed is no longer chronological. Instead, the feed is actually run by an ever-changing algorithm that is constantly trying to figure out and prioritize and show you posts that you are most likely to interact or engage with.
While Instagram hasn’t publicly divulged the specifics of its algorithm, those able to read between the lines understand that getting the most exposure on the platform comes down to engagement, not just “likes” and a regular posting routine. What this means is that the algorithm is specifically looking for posts that users spend time and interact with, or content that will illicit more shares, saves, comments and longer video views. So, how can you get better engagement and overall performance with your Instagram channel? Here are five suggestions!
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Create content that users will “save” or “share.”
Instagram now has a “save” feature which allows users to archive photos and videos into a special folder that they can view later. Saving a post signals to the algorithm that a user found the post to be worthwhile, which helps boost the post’s visibility. Additionally, if a user “shares” a post via direct message, that also scores better for the algorithm than standard likes and comments. As a company, there are plenty of ways you can create savable or shareable content. Examples include infographics, how-to videos, tips, tricks and sharing fun content created by influencers.
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Post when your followers are most likely to be online.
While posting daily (or at least 4-5 times a week) is crucial for growing your channel, posting at the wrong time can cost you meaningful exposure. Since Instagram’s algorithm favors posts that receive a lot of interaction in a short amount of time, it’s important to post when your followers are most active and have the best chance to see your content. While early first thing in the morning, lunchtime and right after 5 p.m. are generally viewed as acceptable times to post, Instagram now offers business accounts an Insights tab that allows you see the exact hours your followers are most engaged.
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Improve the quality of your content.
This one might seem obvious, but if your content isn’t working, maybe it’s time to take a step back and see things from the user’s perspective and what they would like to see. Everyone on Instagram is fighting for attention, so what can you do to pull people in? Consider posts with real people, good lighting or some sort of action shot. If you’re making a video, try to get right to the point within the first couple seconds to grab people’s attention and try to make the length as short as possible to increase your views. Or, think of a thoughtful caption with helpful product or how-to info that your followers would want to read. These minor tweaks can help keep eyeballs on your content for longer periods of time, which will lead to a boost in the algorithm.
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Explore all of Instagram’s new features.
Another tactic that both pleases the algorithm and gives you more ways to interact with your audience is utilizing all of Instagram features for content creation. A few years ago, Instagram introduced Stories, a feature that allows users to share short clips and moments that disappeared after 24 hours, and IGTV, a feature for long-form videos that allows users to create content that more resembles vlogs and other web series. Last summer, Instagram introduced Reels to compete with Tik Tok and give users a space to easily share and swipe through 15-second and 30-second clips with all kinds of audio and visual effects. While not every company is the right fit for trying to replicate the kind of Instagram content that goes viral or participating in the latest meme or social media “challenge,” companies need to research these features and see if there is a natural segue to use them for fun product demos, instructional videos, Q&As and other types of engaging content your followers might engage. As previously stated, when it comes to engagement, the longer a user is looking at your content, the better. Plus, Instagram has been known to reward accounts that utilize more of its features.
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Monitor what works and what doesn’t work.
Any social media manager will tell you that a successful Instagram account is one that is flexible, persistent and versatile. Don’t be afraid to experiment with a variety of different content types and see which ones your audience responds to best. Analyze the elements of your posts that seemed to start a conversation in the comments or received a lot of saves and shares and let that steer you in the right direction. While some of these metrics can be viewed in your Insights tab, companies interested in taking a deeper dive into these analytics should consider social media listening and monitoring services like Agorapulse, Sprout Social and many others.
While we can’t anticipate the next big change in Instagram’s algorithm or user experience, I believe making a strong commitment to making quality, engaging content on a regular basis will always be in a company’s best interest.
To read more about optimizing your company’s efforts on Instagram, read:
Getting the Most Out of Your Company’s Instagram Account (Part 1)
Getting the Most Out of Your Company’s Instagram Account (Part 2)
by tradespeopleinsights | Feb 22, 2021 | Tradespeople Insights
by Michelle Laurey, guest blogger
The construction and manufacturing industries are enormous engines driving any economy.
For instance, in the U.S., the construction industry employs more than 7 million individuals and generates more than $1.3 trillion.
On the other hand, manufacturers in the U.S. are responsible for 11.39% of the economy’s total output. They employ 8.51% of the total available workforce, and their overall output exceeds $2.3 trillion.
As a result, any changes that occur in those two major industries have far-reaching consequences on the economy as a whole.
Therefore, there are certain things you need to consider when you market disruptive technologies in those fields.
The Evolution of These Industries
Any industry changes in one of four ways:
- Progressive change
- Intermediating change
- Creative change
- Radical change, which is also known as disruptive change.
The change you aim to bring about falls into the final category, but it helps to be aware of how your target industries have evolved in all four of the above categories.
The Evolution of the Construction Industry
The construction industry is relatively new to disruptive change.
Over the past few centuries, it has mostly witnessed minor progressive changes. Engineers in the early twentieth century were relatively similar to those from the preceding centuries.
They drew plans by hand, used analog surveying equipment, and planned out projects using physical files and dossiers.
It was only over the past two decades that radical changes have occurred.
Today, engineers use advanced programs like AutoCAD and Revit to produce computer-aided designs, and almost every construction company worth its salt uses construction management software.
What’s more, the construction industry is on the cusp of even more disruption.
For instance, BIM software is changing the game, providing engineers with clear 3D models.
Modular manufacturing and prefabrication construction enable engineers to build structures in a fraction of the time it normally took, while also reducing waste.
The Evolution of the Manufacturing Industry
Unlike the construction industry, the manufacturing industry is no stranger to radical change.
Manufacturing has its origins in artisanal work. From blacksmiths and coppersmiths to shoemakers, laboring for hours and days over the final product used to be the norm.
However, this all changed with the industrial revolution.
For one thing, when Adam Smith introduced the concept of the division of labor, artisanal workers had a much more difficult time competing with large-scale organizations.
It wasn’t long before machines took over the manufacturing process, introducing mass production and rendering people who work with their hands all but obsolete.
Ford’s assembly line then took efficiency to a whole new level — and this isn’t even the end of the story.
Over the past fifty years, computerization has disrupted the manufacturing industry.
It has allowed automation, which has been buoyed recently by the introduction of AI.
Additionally, the collection of data has given us the field of analytics.
Needless to say, it is impossible to imagine what other disruptions the future holds for manufacturers all over the world.
The Problem With Disruptive Technology
Whether we’re talking about a relatively stable industry like construction, or a fast-moving one like manufacturing, most companies are slow to adopt innovative technology.
In his seminal book “Crossing the Chasm,” Geoffrey Moore has explored why many disruptive entrepreneurs have a hard time reaching the mainstream market.
He realized that adopting new technologies involves a high degree of risk, especially when the technology in question is so novel that there is little data to make an informed decision.
The problem is not only that these technologies are unproven: there is also a lack of supporting infrastructure to justify the switch.
It is often difficult to distinguish between something that will radically change an industry from something that will prove to be nothing more than a passing fad.
With this in mind, he broke down companies into different categories:
- Innovators and early adopters: They are the people so enamored with technology that they are willing to try anything new and take the risk so long as it may give them a leg up over the competition. You will also find visionaries in this category.
- The mainstream market: This category can be broken down into an early and late majority. These groups entail pragmatists and people who appreciate the benefit of sticking with the herd.
- Laggards: Those are companies and individuals so conservative that they might not adopt new technology even when the entire market has already turned to it.
Your marketing efforts will have to take all four categories into account.
How to Market to the Construction and Manufacturing Industries
We have already seen the inherent difficulties in marketing disruptive tech, with the construction and the manufacturing industries representing extreme ends on a spectrum of change.
In spite of their differences, both these industries are facing radical change. How can marketers smoothen the transition?
For starters, any marketing message consists of three components:
- The message.
- The target of the message.
- The proof that verifies the message.
Let’s look at each element separately.
The Message
When it comes to the message, your main goal is to communicate the value of your offer.
To make your offer acceptable to wary prospects, draw comparisons between the disruptive elements and things that might be familiar to the audience. Also, make sure you address their concerns. Here’s how.
Highlight Value
To begin with, you want to show your audience what they have to gain by adopting new, disruptive technology.
In fact, you need to offer such a compelling value proposition that it entices your customers to adopt it.
After all, change is hard, and adapting to a new piece of technology often takes effort.
However, if the value exceeds the costs of change, your customers will be happy to take the leap.
Additionally, you should shed light on the possible consequences of being too late to the party.
Show that failing to adopt these new technologies promptly puts the company at a disadvantage to its competitors.
For example, when it comes to the construction industry, you can point out how drones can save money in surveying or how 3D printing will finish a task that used to take days or even weeks in mere hours.
You can do this through webinars, case studies, or any other form of educational content.
Explain Through Analogies
One of the most efficient ways to market new products is through analogies.
This comes in handy when the customer struggles to see the potential value of the new technology.
Analogies help demonstrate how things will improve once the new technology has been adopted.
They also show how the new technology relates to older technologies, which makes people feel safer.
For example, if you are trying to convince a manufacturer of the value of using AR and VR technology in their factories, this is what your spiel might look like:
“Investing in AR and VR will cost you X amount of dollars, which is about twice the amount you invest annually to train your workers.
However, while a trainer’s fee is recurring every year, AR and VR will only require an initial investment, and the maintenance fees will be a fraction of your training costs.
In essence, it will be like having a trainer on your factory floor 24/7, increasing productivity and keeping your workers safe, and you only have to pay once.”
Analogies offer reference points, enabling customers to make better-informed decisions.
Address Fears
When marketing disruptive technologies, many potential customers will express skepticism and even fear of jumping into uncharted waters.
It’s the marketer’s job to address these concerns and assuage them.
Start with listening to your customers and learn how to respond to each individual objection.
For instance, one common concern that is bound to pop up time and again is that these new technologies aren’t widespread yet and that the switching costs may be too high to justify the shift.
You can reply by pointing out that this is always the case with innovation.
Show that while there may be switching costs, there are even higher costs to delaying the inevitable.
You can go one step further and explain that there are several innovative technologies already being adopted by visionaries, thanks in part to the rise of industry 4.0.
For instance, there are construction companies that use IoT to keep their workers safe, and there are manufacturers relying on AI-based analytics tools to give them an edge in the marketplace.
Your prospects can get that same competitive edge with a little audacity.
The Target of the Message
Apart from the message itself, you have to be mindful of who you’re communicating with.
If you choose the right target audience, you increase your chances of success.
Start With Innovators and Early Adopters
Remember the classification of buyers with regard to adopting disruptive technology?
Well, you want to begin with targeting the innovators and early adopters. These are the companies that will be most receptive to trying out new technologies.
After all, you will have a miserable time selling innovation to people who are frightened by change.
To identify these visionaries, seek out companies that have already begun digitally transforming their outfit.
You can also look for companies with a history of adopting new technology and embracing change rather than running away from it.
For instance, you might have a better chance of finding your target market if you reach out to young professionals unafraid to challenge the status quo.
Talk to the C-Suite
If you are going to create educational content, you should direct it to the decision-makers — the C-level executives.
They are the ones who will give the final go or no-go decision, and they will do so according to their perception of the disruptive technology’s value.
Conversely, directors and their underlings tend to make purchase decisions based on the features of the technologies, the functions offered, and the price.
Ergo, they don’t necessarily look at the larger picture and the associated value, which is why it is best to sell them commodities instead of disruptive tech.
The Proof That Verifies the Message
One of the strongest tools in any marketer’s arsenal is social proof, so the main issue with new and disruptive technologies is the lack of it.
Therefore, to spark interest and reach a wider audience, you might want to consider collaborating with influencers and thought-leaders in your field.
Their endorsement will give weight to your message and attract mainstream audiences.
For example, working with a construction influencer, such as Kim Bates or Jay Bowman, can help you explore how companies can benefit from the abundance of data in the construction industry.
Other decision-makers in your targeted fields will be more open to giving you a chance if you’re backed by thought leaders they trust.
Putting It All Together
At the end of the day, marketing is all about crafting the right message, targeting the right people, and providing the right evidence.
When it comes to disruptive technology, things can be a bit trickier due to people’s natural hesitancy to embrace change.
Nevertheless, with a little creativity and plenty of perseverance, you will not only capture the early adopters and innovators, but also find different ways to reach the mainstream market.
It might require building the right partnerships and offering the right value propositions, but with a little grit, anything is possible!
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About our guest blogger: Michelle Laurey works as a VA for small businesses. She loves talking business, and productivity, and share her experience with others. Outside her keyboard, she spends time with her Kindle library or binge-watching Billions. Her superpower? Vinyasa flow! Talk to her on Twitter @michelle_laurey.
by tradespeopleinsights | Jan 27, 2021 | Marketing Trends, Tradespeople Insights
by Jeff Pugel, CEO and founder, Ignition
…And How You Can Use Them To Grow Your Business
No matter what your company’s specific goals are, the ultimate aim is always to achieve sustainable growth.
Whether you want to increase your total number of customers, annual revenue, lead generation or overall market presence, you need an effective marketing strategy to grow your business.
You can get by on referrals and passive client acquisition techniques for a while but, eventually, the industry will pass your company by if it is not growing.
So, the question is, how do you achieve sustainable growth? Is there a competitive strategy being used by top U.S. companies that you can use yourself? How do you position your company so it is no longer at the mercy of fickle customer relationships and fluctuations in the market? How can you increase your market share while stimulating organic growth?
The best approach is to come up with a marketing plan that incorporates a proven go-to-market strategy that top companies use to generate new leads and sales. Below are five of the best business growth strategies used by top U.S. companies to gain a competitive advantage.
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Define Your Company’s Ideal Buyer Profile
Stop chasing unproductive leads. It is a time consuming and unprofitable use of your resources.
Top U.S. companies in every industry do not waste time on leads that don’t translate to sales. There are some audiences that, no matter how skillfully you nurture them, will never be a viable option.
This is why you should create a reliable profile for the type of customer that is not only likely to become a sale but also the type of customer that is a good fit for your company’s services.
Stop concerning yourself with how you can attract the highest number of leads. Narrow your approach and focus on the most productive ones.
Which audiences have you worked well with in the past? Which characteristics set those audiences apart from your other customers? Answering these questions helps you narrow down the type of your ideal buyer.
Remember, top companies are extremely efficient. They do not waste time chasing down pointless leads. Neither should you.
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Know When a Lead is Engaging With Your Company
The top companies know when to strike. They know when a prospect is showing genuine interest and how to take the next step.
You have to separate the people who are looking at you out of curiosity from high engagement leads that are indicating legitimate interest.
Again, the goal here is to make the best use of your time and resources. Don’t chase down leads that won’t make a purchase. Define the threshold where someone becomes a qualified lead that is worth pursuing.
Once a lead is determined to have shown genuine interest in your products and services, actively pursue their business and move towards the next part of the sales process.
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Provide Your Leads With a Solution to Their Unique Problems
Top companies sell their products or services as needs rather than wants. They don’t say, “Here’s why you might like us.” They say, “Here’s why you can’t afford to be without us.”
There is no way around it, people these days have short attention spans. You need to stand out if you want any chance of securing new business.
The top U.S. companies find a way to make their products and services appear as a solution to a problem. To do this, you have to identify the problem first then show how you can provide the solution.
Identify a problem your ideal lead has then tailor your marketing content around a specific solution to it. What can you do for your prospect that the competition cannot do? Make your offerings appear valuable. This helps you transition them from a potential customer to a successful sale.
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Separate Yourself From the Competition
Top companies know that to grow, they need to stand out in their industry.
Entering a crowded marketplace is difficult. You need to demonstrate your competitive advantage over others. Why should your leads choose you instead of someone else?
Growth depends on conversion. To convert leads into sales, discover what you do differently from everyone else in your industry. Find your niche and narrow in on it.
If the competition is doing one thing, do something different. Make sure your leads know that you offer an alternative to what the competition is offering.
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Modernize Your Marketing Techniques
The top companies are not where they are by accident. They adopted the latest technologies and data capturing techniques to secure the biggest share of the market they could.
We are now firmly in the digital age. You need a strong online presence without question. Without one, you will not just fail to grow, but your company will become irrelevant. All of the top companies are taking a professional approach to managing their digital, online, and social media presences.
Go where the best leads are. If the leads you want are using a specific social media platform, have a presence there. Are you trying to target a younger client? Chances are advertisements on Facebook, Instagram, and Twitter will resonate with them.
Do not overlook the effectiveness of LinkedIn. LinkedIn allows you to connect directly with the decision-makers at the businesses you’re trying to land as clients.
Do not neglect email marketing. Most people use email for the majority of their business conversations. You need to make your agency a part of those conversations.
Learn From the Best
In this day and age, there is no excuse for ignoring what the leaders in your industry are doing. Successful companies plan for growth and work for it.
Be like the top companies and do what it takes to secure the business that allows your company to grow.
These strategies are designed to help your company, but your efforts should not stop there. Study the top companies in your industry and keep evolving.
About Jeff Pugel:
Jeff’s goal is straightforward… to help serious business owners generate more clients, close more sales and increase their overall revenue and profits… quickly and inexpensively.
Jeff specializes in sales and marketing for small business owners. Over the years, he’s developed a keen understanding of the complex issues facing small business owners in the type of volatile economy we have today and foreseeable future.
A 20+ years career in marketing working with top marketers including AT&T Wireless, Intel, Advil, American Express, and Esurance prior to becoming a marketing coach has helped Jeff develop the skills to quickly and effectively teach small business owners how to successfully apply the right strategies in the right order that allows them to grow their business to its maximum capacity.
