B2B Social Media Marketing Techniques: Measuring the Impact from Creation to Closed Deal

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B2B Social Media Marketing Techniques: Measuring the Impact from Creation to Closed Deal

description

Social media is all the rage for companies, but the concept gets clouded by the tools. This intensive will share the special considerations of B2B companies when venturing into social media marketing.The three popular platforms will be discussed along with B2B best practices. Taking real-life examples, you will learn to set up benchmarks and measurement techniques to track the overall impact of your social media program from creation through a closed deal. Uncover the effects social media has on web analysis, lead generation, SEO and more. You will also take a look at the benefits of adding an online community to your mix by examining how Facebook Connect and Facebook’s Open Stream can attract prospects from the public social networks back to your website.The intensive will end with a “Social Media Makeover” for a lucky attendee. During this portion, the speakers will guide the audience through one company’s social media efforts: determine where their community is online, what social media activities they should participate in, and how they can measure the impact using the tools they have for CRM and web analytics.

Transcript of B2B Social Media Marketing Techniques: Measuring the Impact from Creation to Closed Deal

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B2B Social Media Marketing Techniques: Measuring the Impact from Creation to Closed Deal

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Kyle FlahertyDir. Of Marketing, BreakingPointTwitter: @kyleflahertyeMail: [email protected]: www.dancewithstrangers.com

Aaron StroutCMO, Powered, Inc.Twitter: @aaronstrouteMail: [email protected]: www.stroutmeister.com

Why You Guys?

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Agenda• What is social media really?

• Tools, Tools, Platform and Tools

• Social Media is in your marketing DNA

• Does it really work for B2B?

• Social Media + Content = Community

• Measurement TechniquesGetting Our Hands Dirty

Three Things to NEVER do in Social Media

Five Steps To Get Involved with Social Media Right Now

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What Is Social Media?

Social media: content created by people using highly accessible and scalable publishing technologies. At its most]basic sense, social media is a shift in how people discover, read and share news, information and content. […] Social media has become extremely popular because it allows people to connect in the online world to form relationships for personal and business. […]

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The REALLY Important Words

Social media: content created by people using highly accessible and scalable publishing technologies. At its most]basic sense, social media is a shift in how people discover, read and share news, information and content. […] Social media has become extremely popular because it allows people to connect in the online world to form relationships for personal and business. […]

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Tools, Tools, Platforms, Tools

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Twitter

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LinkedIn

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Facebook

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Step #1: Listen

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Step #2: Plan

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Step #3: Make Mistakes

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Step #4: Make It Part of Your Day

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Step #5: Integrate Campaigns

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Social Media Is In Your Marketing DNA

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Social Media Lives in Your Company

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Social Media Lives in Your Marketing

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OK, So Who Is Doing This Well?

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This is NOT Social

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This is ALSO Not Social

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Nor is this Social

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Social Media + Content = Community

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Sample subject: Running

Subject DepthSubject Depth

If you don’t know your audience’s preferences, start small and test - or just ask them.

article tutorial

workshop

video

Good Social Media Begets Good Community Begets Good Content

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Content: The 7 commandmentsTo create killer content, thou shalt…..

1. never (ever, ever, ever) create infomercials.

2. align content strategy to (community) business objectives.

3. be realistic about the community’s propensity to contribute content and commune.

4. offer depth and breadth of content topics.

5. acknowledge differences in learning styles and diversify formats.

6. keep the content fresh and relevant but create (some) content that will have a long life.

7. listen to your audience and optimize to meet their needs.

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Successful communities must be nurtured

February 2008 Forrester: “Online Community Best Practices”

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http://www.facebook.com/AtkinsDiethttp://community.atkins.com/

Community Case Study: Atkins

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And then Comes MeasurementCommunity Key Performance Indicators

• % more likely to recommend your brand

• Community referrals• Social syndication

• Actual online transactions & revenue

• Reported purchases

• % of clicks to brand products• % More likely to purchase• % Planning to purchase

• % return visitors• % retention year to year• Share of household/wallet• Planned brand purchases

• Community registrations• E-mail opt-ins• Time per visit

Content optimization measures: Views, clicks on calls-to-action, ratings, survey feedback

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$

Social Media = Marketing = $$$

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Measurement Techniques: Better Traffic

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Measurement Techniques: SEO Juice/Community Building

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Measurement Techniques: Sales Leads!

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