BtoB vs BtoC in Social Media

A few times now I have heard someone ask if I/we have BtoB social experience. In a way I get that. Clients always want to find people and agencies with relative experience. However, in the social world my belief is that is not the question one should be asking.

After all, there is an active social conversation happening about nearly every possible topic. So how do we engage in that? How do we provide content and information that is relevant, interesting and constant to that community? Whether they are making business decisions or personal decisions they want to have a discussion.

As always, one needs to decide why you are spending time and money in social. If it is to connect with decision makers in the business world consider where they want to have these conversations. And what type of content can tell your story best?

For example a BtoB play may have a Twitter play to engage in conversation. There could be LinkedIn content in your calendar for paid reach and targeting. This is longer content than Twitter and can should be very specific to the business goals. Next there should/could be a YouTube effort. Creating content in here gives you many benefits. It helps by telling the story exactly like you want it told due to video. It is the second largest search engine behind Google Search. And Google indexes this before most all other content and gives it a higher “rating” due to it being video content. Speaking of search, there should be a Google+ page. This is also indexed immediately and given preferential treatment by Google Search. Links to dot com order pages or location pages are always great to pepper in your calendar. Repurposing good content from other platforms is acceptable. Next level and usually more intimidating than even YouTube is a blog. Creating long form content for brands has always been difficult. But can the agency do it? Maybe you need to hire subject matter experts to do it on your behalf.

Notably missing from the list is Facebook. It may or may not be relevant. There is no advertising platform available that can give you more data on the consumer or potential consumer than Facebook. They can target like nobody else and they can give reach in scale that very few can. Consider the context for the target. If, in general, they use this to share kid photos and connect with relatives this is likely not the place to sell them on how awesome your widget can be for their fleet. And keep in mind this will cost. Facebook organic reach is essentially at zero now. So a budget is needed.

I suggest giving different levels of possible engagement. In sequence from above it would be Twitter, LinkedIn, YouTube and a blog. Move the consumer up the ladder of content consumption. Help them and make the life easier or better. Tell them stories that you want but make sure it is relative to them and not a big-company message that you bark out.

As with all marketing efforts decide on KPIs. Set goals and run towards them. Use micro and macro insights to adapt. There are infinite possibilities but typically they should ramp up to business objectives.

So after the whole rant I come back to connecting and story telling. The question that should be asked is, “how do we connect with the target in an already-active social community?” Stop getting hung up on the industry or the product. If you are willing to engage in conversation there is a place for you and your brand in social media.

BtoB vs BtoC in Social Media

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