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7 Keys to B2B Social Media Success

7 Keys to B2B Social Media Success

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Published by Jeff Ogden
New simple and graphic cheat sheet on how B2B sellers can better use social networks.
New simple and graphic cheat sheet on how B2B sellers can better use social networks.

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Published by: Jeff Ogden on Oct 25, 2011
Copyright:Attribution Non-commercial


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7 Keys to B2B Social Media Success

Social media is young and red-hot, but businesses, especially companies that sell complex products (software, hardware, insurance, etc.) struggle to get their arms around this exciting new capability. Precisely because it is so new – companies are continually trying to get their arms around it.
To help you navigate this new world, we share our 7 Keys to BtoB Social Media Success – tips to help you navigate this new and exciting world for marketers.

Here are the 7 Keys to B2B Social Media Success

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It’s not television – so don’t treat it like television Television is a one-way medium – the ad runs and people passively watch. Social media is interactive. It is more like small talk at a cocktail party. Don’t just keep posting useless information (Like what you had for breakfast.) Social media is about building relationships – listening, sharing, conversing. Take time to plan before you do anything What do you wish to accomplish with social media? Are you looking to generate sales leads? Are you trying to brand your company? Are you trying to change how your company is perceived? Taking the time to think though your goals is a helpful step every business should do. Listen more than you talk Social media is a great platform for listening. Ask a question and tons of people will answer. Gathering information is one of the greatest strengths of social media, so use it well. Understand your audience For B2B sellers, understanding the personas of your buyers is critical. For instance, social media covers Facebook, Linkedin, Twitter, Google Plus, Digg, Delicious, Reddit, and more. You need to understand where your audience frequents and what is important to them. The better you understand your audience, the more effective you will be. Share content that has value to your target audience Once you understand your buyers, you can share content that matters to them. For instance, if you sell car insurance, you might want to create content about protecting child drivers on prom nights. Write a blog and publish your articles. Create ebooks and videos too and share those. As Seth Godin says – you must ship. It does not have to be perfect – just keep shipping. Find the sneezers Seth Godin coined this term. Sneezers are people who spread disease. They are the ones who infect lots of people. You should make a list of the top 12 most influential people in your business. Use social media to build relationships with these men and women. Comment on blog articles, follow them on Twitter, connect on Linkedin – there are many ways to engage those important people. Don’t give up too soon Patience is critical in BtoB social media. Don’t expect results too soon. Keep doing it and stay active. Social media is a marathon – not a spring.

Jeff Ogden (@fearlesscomp, which scores a perfect 100 out of 100 in twittergrader.com) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Jeff Ogden, the Fearless Competitor Find New Customers sales@findnewcustomers.com www.twitter.com/fearlesscomp Visit: www.findnewcustomers.com

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