With all the choices we have for social media – Twitter, Facebook, Instagram, Youtube, LinkedIn, etc. – how do you ensure that you are getting a good ROI, while reaching your target audience with a message that resonates with and influences them?
To start, do you have a social media strategy? Likely you have a website and marketing materials that present a consistent brand image (and if they do not then that needs to be dealt with before you even get into social media). That branding will guide you through your social media strategy. The strategy needs to make sure that the content you provide aligns with your overall business and marketing goals. Make sure that you create specific KPIs that measure against the business goals. If you can’t connect a social media activity back to one of those metrics, then you probably shouldn’t be doing it (see this recent Forbes article). For a short video of how to create a social media strategy, click here to see this video created by the Moz Academy. For a more detailed discussion on social media measurement, please see this Social Media Examiner interview with Dave Fleet of Edelman
As part of the strategy, determine which audiences you want to reach (see this MavSocial article for some tips). The recruiting of drivers will likely use a different platform than trying to generate leads for your sales force. Determine what you want to do and then be on the online platforms that your target is spending time on. As an example, to reach drivers you will probably want a Facebook presence but if you are trying to generate leads for your truckload van division LinkedIn may be a better place to focus on.
Keep in mind the age of your target. This is also going to influence which platforms to use. If you are focusing on Facebook to help drive your recruiting efforts you may not be reaching enough younger candidates as they don’t spend as much time on Facebook as they do on something like Instagram. One additional note – if you are looking to engage millennials, take the time to talk with a few twentysomethings (or at a minimum use a consultant who is familiar with them) to determine which social media outlets they are using and expect to have to change those platforms on a regular basis (for more information see this MIT article here). The Moz Academy has another short video on identifying social channels here. Leading Results offers 3 platforms that have been shown to be effective for business-to-business marketing – click here.
Be prepared that how you perceive your image and how the public sees it may be two different things. You need to go out and ask people how you are positioned. Do not just sit around a table and think that you know how people see you unless you are actively having those conversations with your target audience. Otherwise at best you may be putting out content that does not engage your audience and you get ignored. However, you may be putting up things that alienate your audience and you end up harming your image. If you want people to understand or position you in a different way, it is very hard to do if you only look at your business’ perspective. Often you will get it wrong or it just won’t work.
Along this theme is the necessity to be yourself online. One of the goals of social media involvement is to build trust with your audience. If your posts just sound like generic pitches that have no context then it will not come across as authentic. Develop a narrative that explains why you are different and where you want to go. Consider things like what charities your business sponsors as a way of showing who you are. Whatever you do, make sure that it ties back to your goals. As an example, if you are targeting businesses in a large city like New York, Los Angeles or Chicago, then posting that you support the local 4H club (even though it is a worthy cause that means a lot to the business) probably is not going to mean a lot to your audience on that specific platform. Also, mix up your messaging. If you overuse a similar message, then it will appear scripted and will detract from your trust building. This Post Planner article by Ben Sailer can help you write better posts.
Remember that at first it is better to spend a lot of time on one or two platforms than spreading yourself out across many them. Gaining an effective digital presence takes time. Spend your time on platforms that are relevant to your strategy and spend time on them daily, especially as you are building your presence. Having consistent and engaging content is the key here. The use of some automated tools can be helpful but do not rely on them as your audience will quickly pick up on the fact that you really are not there. In an ideal situation you will be adding content in the times that your audience is using these platforms. Ensure that you have some sort of coverage to monitor and engage with comments and messages in real time or close to it. Your window to engage with those users may be as short as a few minutes. This is especially true of negative comments that people post. Every second that you are not engaging and interacting with that user, other people are seeing that negative message that you are not responding to. Negative comments are just an opportunity to have a conversation that ultimately should strengthen your brand. Keep your responses respectful and remember that if one person felt strongly enough to make a complaint, there are likely many others who feel the same way but might be just keeping it to themselves and just not considering your business to fulfill their needs. See this The Financial Brand article for some Dos and Don’t on responding to negative comments on social media.
Finally, social media is NOT the place where people go to be sold to. Much of your time should be spent having conversations, showing what you are about and what your values are. Just putting out sales pitches will cause your audience to lose attention to you. It’s much better to be an influencer that puts you at the top of your audience’s mind space. The key is to have a respectful and supportive two-way relationship with a genuine value exchange – very much like doing value proposition sales. It’s all about building online relationships that can lead to face-to-face conversations that will get you to your goals (see this MIT Sloan Review article here). It’s not going to happen overnight, and it will take a sustained effort so make sure that you do the upfront planning and align it with a strategy to ensure that your stakeholders get the maximum return on the time and money you invest in social media.