by tradesmeninsights | Jul 1, 2009 | Marketing Trends, Social Marketing
Why should B-to-B companies use Social media? Oliver Young from Forrester Research sums it up, “Marketers who embrace social media will outdistance competition, build community following and boost loyalty.” Is there a better time than now to start making that impression? People are still buying things, and with budgets being tight, decisions 
are often made on relationships. I’m a firm believer that folks have to know, like and trust you before they start buying from you.
Laura Ramos, a marketing analyst for Forrester Research agrees in a recent interview with BtoB Online Marketing. She says today that most B-to-B buzz is around driving awareness, but it will ultimately have a bigger impact on things like customer loyalty and advocacy. With social media, you can give customers a way to engage with other customers and with like-minded individuals that can talk about the best products and services. Seeing a community like this is a much more compelling experience for prospective buyers than a case study or a pre-selected happy customer. Ramos went on to say that for B-to-B companies, social success will be about creating communities. The relationship is important, not the channel.
According to Lee Odden in a recent presentation at the Online Marketing Summit in Minneapolis, “Despite such optimism and benefits, social media is new territory for most companies. The notion of engaging customers in social is a new paradigm and will take a shift in thinking for most organizations to adopt. Companies that properly plan and implement social programs can reap a variety of benefits,” said Odden. These include:
- Building thought leadership
- Improving customer relationships
- Improving recruiting
- Reducing customer service costs
- Improving search engine results
- Increasing media coverage
- Influencing sales
So what’s a company supposed to do to take advantage of these opportunities?
- Identify a niche
- Make a plan
- Get senior management to buy in
- Get started by listening first
- When you do start communicating, make sure you always answer the question, what’s in it for them?
The opportunies are there for B-to-B marketers. Let’s make sure you take advantage of them.
Other posts that might interest you, Improving sales productivity and collaboration with social media – Laggards steps to success, by Nicky Jameson
by tradesmeninsights | Apr 13, 2009 | Marketing Tools
Reaching tradesmen through social media is very different from your traditional methods.
A recent Forrester research report highlighted the fact that a majority of B-to-B decision makers were going online to find information, and only 25-30% of the marketers were using social media.
Here’s a simple question: Are your customers online? If so, you should be considering social media strategies.
The business world is continuously moving online. Businesses are made up of people who make business decisions and look online for information. Shouldn’t you find those people who are important to you and make sure your company info is found in all the relevant places? Will they find you online, other than your web site?
The top 3 highlights of social media:
1. Social media is easy to use and even easier to manage and measure. You’re usually dealing with a defined audience with common interests especially in a B-to-B situation. Social media’s ability to engage niche audiences should be an essential strategy in your marketing plan.
2. Social media is cost effective. There are minimal outside costs for set-ups, with most being free. The most expensive thing will be someone’s time to write and monitor it. It is a way of very quickly and inexpensively doing some primary research and establishing metrics.
3. Social media is engaging. It’s not a one-way street rather a two-way conversation. Conversations build into relationships, relationships build trust, and who would you rather buy from, someone you know and trust, or an online shopping cart?
B-to-B marketers need to remember:
The voice and manner you approach social media is different from what you’re used to. You’re not doing a hard sell with features and benefits.
Instead you’re giving out info on applications, quick tips to solve problems and asking the reader questions to engage a conversation. No trade ad or web site does that.
by tradesmeninsights | Mar 28, 2009 | Marketing Tips
Blake Cahill, VisInsights blog, posted a review of a report from Forrester Research by Jeremiah Owyang, Josh Bernoff, Sean Corcoran, and Steven Noble: Bold Predictions on Social Computing in 2009 from Forrester Research.
Three of the most important highlights from this report that are of interest to Industrial Marketers:
- Social Technology becomes universal. “By end of 2009, more than 85% of US online consumers will be reading or interacting with social content.”
- New technologies will arise that allow platforms including email, the Web, and mobile devices to connect with communities and brands will begin to integrate social applications with traditional marketing campaigns and revise campaigns based on social feedback.
- Static advertising gives way to the flexible marketing campaigns.
Read the report: Bold Predictions on Social Computing in 2009 from Forrester Research
