The biggest mistake company’s make when working with social networking for B2B sales is using their social media mostly for sales and marketing. Another mistake they make is to underestimate the value B2B social networking sites can add to sales and marketing efforts. It is paradoxical and this is why many businesses struggle with using these powerful mediums to increase sales.
The rule of thumb for social networking success for B2B, or B2C businesses for that matter, is to network 80% or more of the time at social networking sites, and market 20% or less of the time. When a business can create a program that will meet these percentages they stand a much greater chance to succeed with their networking efforts.
The key objectives of pursuing B2B social marketing success should include increasing your contact base and becoming more visible to those that may need your services. Increasing revenue is an obvious objective, but it should come as a byproduct of the other goals you set for your social networking for B2B campaigns.
An important goal for your social networking for B2B is to establish your business and website as an authority. Make it a point to share your expertise by posting informational comments that your target market will find interesting, entertaining or helpful. While you are at it, personalize your social networking efforts. Always remember the SOCIAL aspect. The more you can help others feel that they are communicating with a person instead of a brand, the more engaged they will become.
Another important objective in social networking for B2B is to build and strengthen relationships with customers and potential customers. Remember, even though your sales and marketing are geared towards business to business, you are dealing with people. The more people feel like they know you, and your business, the more likely they are to contact you when they need your products and services.
While your business begins to outline its plan for effective social networking for B2B success, consider focusing on social networking sites that offer the best return for your time and costs. The most important sites to use to solidify your identity are Twitter, LinkedIn, Facebook, and Google +. You may know of industry specific social networking sites that would be valuable to invest the time and effort into developing as well. Set up accounts on each one and be consistent with posts, conversations and engaging with others. Imagine you are in a big networking party, complete with snacks and martini’s and enjoy yourself, on a professional level, while increasing your businesses success.
