Overview of the Construction Market

Sonnhalter is deeply involved with the professional tradesmen. We recently completed a market overview on the construction industry. The purpose of this document is to give the reader a quick snapshot of the industry, its players and trends. Markets covered are residential, commercial (light commercial), highway/heavy, institutional and industrial/manufacturing.

Highlights include interviews with editors of top trade publications. Also included are associations, buying groups, trade shows/meetings, industry trends and media publications.

To sign up to receive a copy of the Construction Market Overview, click here.

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What’s Changing With Social Media?

Businesses are getting more comfortable with social media and are continuing to integrate it into their overall marketing programs.

I recently read an article in Social Media Examiner, 8 Social Media Trends Impacting Businesses that I thought made some good points. The article highlighted a recent study done by SmartBrief and Summus Limited to over 6,000 readers across a variety of industries. Here are some brief highlights:

  • Companies are still new to social media – Most companies (66%) have adopted social media within the last 18 months.
  • Businesses focus on the BIG 5 – Facebook, Twitter, LinkedIn, YouTube and blogs are where people spend most of their efforts.
  • 2-year confidence mark – How long it takes most companies to gain confidence in their social media activity.
  • Companies are broadcasting vs. connecting – Brand building is their primary purpose. Many companies are missing opportunities to build stronger relationships by listening instead of talking.
  • Businesses turn internally for sources for social media support – Not surprising. They know the company, its products/services better than anyone.
  • Social media obstacles – Lack of management support and confidentiality are the two biggest stumbling blocks.
  • Lack of measurement – Less than 15% are measuring ROI. They are struggling with what to measure, how to measure it and how to interpret the data.
  • Companies lack confidence in their social media strategy – Less than 15% of companies surveyed describe their strategies as “very effective.”

The good news is businesses are moving forward. What are some challenges your company is facing regarding implementation of a social media program?

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4 Ways to Get the Most Out of Your Social Media Marketing

Social media is the “new thing,” everybody is doing it, maybe I should too! Sound familiar?

Don’t do it because everyone else is doing it; do it because it makes sense as part of your overall marketing plan. If I said it once, I said it a million times, social media isn’t a silver bullet! Social media should have a plan just like any other program.

I recently read an article by Clement Yeung in Social Media Examiner, How to Get the M.O.S.T. From Your Social Media Marketing  that  highlights steps we all can take to get the M.O.S.T. out of social media. Here are some highlights:

M. Marketing Intelligence. Do your research. Who do you want to reach? Use tools like forums, key word searches and Google trends to see what’s out there.

O. Set your objectives. Sowhat do you want to accomplish? Become a thought leader? Improve SEO?

S. Strategy. Create a social media strategy with a plan of action.

T. Tactics. Do you want to build a branded blog site or just create an online presence?

Once you establish a plan, then identify the social tools you should use to reach your audience. Go where they are whether that will be Twitter, LinkedIn, Facebook or YouTube. Interact with them and start building relationships. If you have a blog, start driving them there versus your website.

If you apply the same disciplines to social as you do to other programs, you will be successful.

If you like this post, you may want to read:

Are you Using a Blog to Reach the Professional Tradesmen?

Have you Started a Company Blog? Maybe you Should.

If you like this post, please pass it on to your friends.

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Why Integration of Social and Traditional Media is Important

Synergy-the combined effect that exceeds their individual effects.

This certainly applies with marketing. But it takes more than just playing lip service to social media by adding a Twitter or Facebook bug to your ads, PR and direct marketing plans.

You need to define a process that works for you. There is no cookie cutter approach that will work for everyone. Granted there are best practices to follow, but it begins with the question of “how do I think” about blending the old with the new. The key is that there is value in integrated thinking.

Tom Martin, founder of Converse Digital, outlines 6 steps in establishing a social media framework:

  1. What’s the goal? It’s simple but important. Start with what your business goal is.
  2. Who’s your audience? Go beyond demographics. What do they look like, where would they hang out?
  3. Where’s the audience? Go beyond the obvious like where are they in their lives?
  4. How can I connect? What’s the best way? It may not be traditional.
  5. How do you keep the conversation going? Once you open the dialog, what’s next?
  6. How can the conversation get going; can I get my audience to introduce me to others? People are afraid to ask people to pass info on. You’d be surprised that people if they know, like and trust you will be your biggest ambassadors.

So when you’re putting together a plan, make sure you think – Integrate!

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The Do’s and Don’ts of Social Media: A Fine Line

This is a guest post from Marc Levine, social media director for RiaEnjolie, a website developer for small business owners. Marc shares some best practices he uses to get the most out of social media highlighting some of the things we need to consider when jumping into social media.

Be Wary of the Fine Line.

We all must all do our part to ensure that the Era of Social Media is never referred to as the Age of Irresponsibility.

Every one of us needs to be extremely careful and overly thoughtful while engaging with others in Social Media. Social Networking is a honeybee with a huge stinger. In the same way that the honeybee is responsible for a bounty of beautiful flowers, Social Media offers us many of a wonderful way to connect with the world.  However, if we are reckless with our online relationships and are not careful choosing the words — and photos — we post online, we can easily be stung by the bee. The results can be very painful in a variety of ways, and in some cases, fatal to our reputations.

The fact is that full-blown Social Media has only been around for about half of a decade. It is still a very youthful and impetuous communications medium. It has a lot of growing up to do and so do we as its users. The problem with anything so new is that we really “don’t know what we don’t know” about it.  The human relations and legal implications of Social Media are not fully understood and those exposures inherent within its engagements are highly unpredictable and potentially dangerous.  This is largely because we are dealing with a myriad of people coming to us from diverse cultures and backgrounds; each having their own set of values, ideals, expectations, tastes and motives. The latter are not always respectable.

“Don’t tell me the moon is shining; show me the glint of light on broken glass.”

Anton Chekhov

Further complicating this complex dynamic is the understanding that Social Networking is a form of communication devoid of body language. This is particularly problematic because in Social Media we are only using words to express our thoughts. We are without the help of our usually telling gestures and universally understood facial expressions, which we exhibit to others in our face-to face exchanges. It is these expressions and gestures that give our words their correct meaning and proper context. 

If you have ever seen the hit Fox television show, “Lie to Me,” starring the accomplished British actor Tim Roth, you’ll know exactly what I mean. In that show, trained law enforcement experts read and interpret the body language of suspects to determine whether or not they are telling the truth. A slight facial tic, subtle eye aversion or prominent swallow at a key moment during interrogation might reveal their guilt.

Most Social Media platforms do not allow for any physical expression and this can often lead to mistaken interpretations of one’s actual intent. And, because most Social Media takes place on either side of a one-way computer monitor, our inhibitions are also sometimes short-circuited; permitting inappropriate behaviors to take place. Don’t forget that whenever we interact with other people, it’s all about their perceptions and personal interpretations. We must always be aware of this for our own reputation management and that of anyone else we may happen to be representing, personally or professionally. A false impression can be just as damaging as the real thing.

 “Consequences are the scarecrows of fools and the beacons of wise men.”  

Thomas Henry Huxley

Threat from anything with risk potential stemming from the volatility of casual and candid human interaction can sometimes bring with it the most unanticipated, unpleasant and costly consequences. When such exposures involve privacy matters, they represent — without a doubt — a potential landmine for somebody. Put all such concerns together in a single place and what you have created for yourself and often for others is a “perfect storm” of legal headaches. Since Social Media is a fairly new interactive phenomenon, there is very little case law on the books to help the legal system rule, fairly. What can judges and juries really count on to help them decide the innocence or guilt of individuals and businesses accused of crossing the lines of responsible and lawful behavior? It is much like a doctor performing a new operation for the very first time.   

Beyond the legal system, there is also the court of public opinion and its close relative — the news media. They often work hand-in-hand as judge, jury and even as executioner. Lives and reputations can often hang in the balance. Many a robust career and solid marriage have been ruined as a result of someone’s deliberate actions or even careless mistakes. And, others have unfairly suffered loss and indignity from an unfortunate misinterpretation or misunderstanding. After all, we are all not equally gifted as flawless communicators.

The stakes are very high. Social Media must always be respected and handled with kid gloves. After all, it is just a “thing,” with no soul and no conscience. It only does what we tell it to do and what we do may be viewed by millions of judgmental readers – some with significant influence in our own lives. 

“The higher the risk, the more necessary it is to engage everyone’s commitment and intelligence.”
Margaret J. Wheatley

I have a rather unique professional background, which lends itself well to this discussion. After a long career in human resources and staffing industry management, I transitioned to Social Media Marketing. My intent was to try something different and to refresh my career interests. Should I be very surprised by what I have found in my new career? I have quickly discovered that Social Media, today, is where “personnel” was when I first met up with it back in the late 1970s. That was shortly before it matured into what we presently call “Human Resources.”  By the way, the late 1970s was still a long time before anyone ever considered the idea of PHR and SPHR certifications for the field. In fact, back in those days, “personnel” wasn’t even really a legitimate career field. It was largely an administrative job involving mostly paperwork completion, filing and almost no decision-making.

What made Human Resources a “meatier” career field? With the advice of their lawyers, average employees realized that they could sue their employers over matters of age discrimination, sexual harassment, exposure to toxic chemicals, accidents in the workplace and a whole host of other things. The increasing threat of potential litigation involving employees and even job applicants created the need for a new strategic partner in the executive boardroom. Almost overnight, the personnel clerk was morphed into the human resources generalist.

Over the past 30 years, Human Resources can be credited with saving companies billions of dollars in losses, due to their wise counsel and their vigilant oversight of their function.

“Nothing in life is to be feared.  It is only to be understood.”  – Marie Curie

My post is not written to scare people away from using Social Media. The ongoing legal challenges associated with the hiring and firing of people didn’t make companies stop doing these things. It just made CEOs and other business people take a few steps back and make some important decisions about what they needed to do to reduce their exposures. Their thinking gave birth to the field of Human Resources. Today and every day, these professionals work side-by-side with their senior managers and employment attorneys to react and pro-act to the threats that businesses may face from a variety of potential litigants. 

Fortunately, those in the business world engaging in Social Media have the benefit of having Human Resources and legal counsel around to help keep them out of trouble. But, without lots of solid planning and careful forethought, Social Media use can still result in embarrassing and costly mistakes. All parties must be willing to closely work together to better educate themselves and to train others in the responsible use of Social Media. 

Social Media DEFINITELY requires clearly written and strictly adhered to policies and procedures; comprehensive and up-to-date training; full ACCOUNTABILITY and reams of supporting DOCUMENTATION, just like the field of Human Resources also requires to defend a company and/or employee when it becomes necessary.

Please forgive me for saying this, but I have found that the more things change, the more they seem to remain the same. This is especially true during the evolution of Social Media. For me, coming from the field of Human Resources, it’s deja vu all over again.

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Tips for Putting on a Successful B-to-B Webinar

We have found that webinars are a very useful method of communicating, not only with customers, but with prospects as well. They are not hard to do and there are several services out there (we use Go To Webinar) that can help you put them on. The key is being organized and keeping the subject matter focused.

Here are some tips that might help:

  • Make sure the topic is relevant. Not to you, but to your audience. If your topic isn’t important and timely to your audience, it’s going to be difficult to engage them.
  • Show that you have a solution. In other words, answer the question of what’s in it for me from the partipant’s view. This can be done with pre-webinar promotions and it could be as simple as the webinar title.
  • Keep the topic focused and precise. Make sure your presentation is meaningful, and from a time element, it should be no longer than 30-40 minutes.
  • Engage them during the webinar. Ask questions, take surveys, keep them involved.
  • Give them a way to ask questions. If you have a big audience, it’s probably wise to limit questions to e-mail questions. If the group is smaller than 10, I have found that opening up the microphone for actual questions works better.
  • Follow up after the session. Thank them for participating. Ask them to rate your performance. Ask them if they have any specific issues/questions they’d like to talk about and give them a way to contact you. People who come and invest an hour of their time on a subject that they are interested in is obviously a qualified prospect. Keep the conversation going.

If you like this post, you may want to read:

Webinars-Tips on How to Promote Using E-mail.

Why Webinars are a Good Marketing Tool to Reach Professional Tradesmen

Those are some of my tips. I’d like to hear what works for you.

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