Social Media Strategy Portland

–By Justin Albano, Director of Business Development at Bonfire Social Media–

B2B marketers and business owners often ask me if the benefits of social media only exist in the B2C realm. The answer is a resounding no. The core concepts of social media: establishing your brand as an industry influencer, engaging with your customers, leveraging brand advocates, and nurturing leads along a sales cycle are just as powerful in connecting with companies as they are with consumers. In fact, B2B companies that blog generate 67% more leads per month than those who do not [1], and 57% of B2B companies have acquired a customer through LinkedIn [2]. However, just like any other marketing tools, here are some best practices that will get you started in the right direction.

1) Know Your Objectives

What do you want? More customers? A better relationship with your customers? Both? As a biz dev guy I love “to do lists,” strategies, and most of all accomplishing objectives. Often, companies that I talk with are either focused on driving more leads or improving their brand’s perception and share of voice. Dependent upon your company’s objectives, you need to understand which, or both, of these categories your company falls into. Without defining your objectives, you stand no chance of measuring success or understanding the effect of your actions.

Action Items:

• Start macro and go micro. What do you really want out of your business? Do you want to grow a secure company that can be passed on to your kids? Do you have a quick profitable exit in mind? Start with your vision and let it set the framework for your strategies in every business facet. Then develop your bottom up action items, i.e. what will it actually take to get there?
• Set success metrics and milestones and review your progress regularly, not just at the end of the year.

2) Understand Your Demographics

It may seem obvious, but it never ceases to amaze me how few companies actually understand who their demographic is, what their buying cycle looks like, what motivating factors/events cause them to take action or where they get information on products and services.

Action Items:

• Create customer profiles that allow you to examine your demographics in a more intimate way. For example, Suzie is a mother of two who works full time, loves to play tennis and hike, cares about the environment, and prefers to watch movies rather than TV. Setting up these profiles gives you a great demographic snapshot and helps to focus your marketing efforts.
• Once you understand your demographic’s buying cycle, what info, education or resources can you provide to make their buying decision easier? This is not only important for brand awareness and brand perception, but should be the driving force behind your lead nurturing cycle.
• It is crucial for you to understand your industry’s keyword landscape. Which keywords are your demographic using to search for the products/services you offer or information related to your offering? Which keywords are obtainable? How do you currently rank for those keywords? Google provides some free tools for the Do-it-Yourselfers, but any digital marketing shop should help you build the list and give you the analytic insights that will enable you to make sense of it all.
• Discover which social platforms your demographics are already engaged with and focus your efforts there. Currently, there are over 800 million users on Facebook, 300 million users on Twitter, 116 million users on LinkedIn and only 60 million users on Google+ [3]. If you currently have an email database, run it through some social networks to discover who is already using which networks. This could save you mountains of time in the long run and allow you to target your unique demographics.
• Listen via social networks like Twitter, Facebook, blogs, and forums, as well as online news sites. Once you know your demographic’s hangouts and keywords, you can listen to social conversations via CMS platforms like HootSuite/TweetDeck and by setting up Google Alerts that monitor articles, blogs and forums that are currently talking about your keywords.

3) Create Value Based Relationships

Social media is not the place for old-school messaging tactics, and the concept of protecting your secret sauce is dead. Company decision makers typically go to your website, not social networks, to learn the benefits of your products or services. Companies and consumers alike are actively searching for value-based content that makes their lives and their buying decisions easier.

Action Items:

• Offer value-based content. If you help companies streamline their processes, don’t just talk about how you do it; offer them free templates or How-To whitepapers that teach them how to be more efficient. Providing this type of value will convert prospects in to fans of your company and customers in to loyal brand advocates.
• Understand the difference between relevant content (e.g. interesting articles, company update s, etc.) and compelling content that provides value and motivates visitors to take action (either by providing contact information or requesting a demo).
• Monitor conversations within social communities, like LinkedIn discussion threads, and offer advice or input wherever possible.
• Don’t be afraid to give away the secret sauce. As we all know, understanding how to do something and actually doing it are two very different things. Some of Bonfire’s best clients are those who tried to do it themselves first and quickly realized that their time and resources are much more effectively spent doing the things that they already excel at rather than learning how to develop custom Facebook tabs, constantly managing social networks, writing blogs or producing webinars.

4) Leverage Your Current Marketing Mix

A common and dangerous myth is that social media replaces traditional and costly marketing channels with free messaging. This is simply not true. Social media is at its best when it is amplifying other marketing efforts or when integrated in to a well thought-out campaign.

Action Items:

• Install social plug-ins throughout your site. These allow visitors to share your content on their preferred social network quickly and with a minimum of effort.
• Utilize landing pages to capture leads and initiate your lead nurturing cycle.
• 59% of B2B purchase decision makers have used their smartphone to research products and services when they are considering purchases [4], so optimize your content and landing pages for the increasing number of mobile users.
• Include QR codes on in-print advertising and articles with compelling calls to action.

This is not rocket science and it’s not revolutionary. Instead, this is a new application of what the heart and soul of American business was when companies took the time to connect with their communities and develop relationships with their customers. As a B2B marketer your audience might be smaller than your B2C counterparts, but that means you can be much more targeted and strategic with your marketing. While a B2C marketer may segment their demographics down to niche communities, you can target specific decision makers within your target companies and develop a value-based relationship that not only nurtures the current sales cycle but also sets a positive framework for a long and supportive business relationship.

—-
Stat Citations
[1] Source: Hubspot, State of Inbound Marketing Lead Generation Report, 2010
[2] Source: http://www.hubspot.com/social-media-monitoring-in-10-minutes-ebook/?source=hspd-affiliate-PID-3701805-txt-ad-social-media-10-min-day-ebook-20110819&AID=10933127&PID=3701805&SID=skim1024X498223X8a5f920e568fa93e07c8561649950bf2
[3] Source: http://www.business2community.com/social-media/b2b-social-media-marketing-statistics-to-ponder-099980
[4] Source: http://socialmediab2b.com/2011/09/b2b-decision-makers-smartphones/#ixzz1jmUIeJul

Google+ may be the company’s newest hope for an increased social media presence, but YouTube, a Google subsidiary, remains a solid platform which is now becoming more social.

The recent updates to YouTube include streamlined channel design and improved back-end analytics. Many social media experts, including Mashable, also talk of the updates making the platform more “Google-like.” Another major feature of the updates is an emphasis on interacting with channel viewers and subscribers.

Outlined below are the most important updates, showing how they can both improve your channel’s views and improve interaction within the YouTube community.

What do YOU think of the new updates? Comment below!

Channel Design Updates

When switching to the new channel design, one of the first things you will notice is the tab design. The Featured tab now allows for greater customization. Whether you have one channel for your small business or you are trying to link multiple channels and dozens of videos, you can pick the right Featured tab template:

The Blogger Perfect for a channel which regularly updates its channel with fresh, focused content.

The Creator A good choice if your company has high-quality videos, but only a small number to display.

The Network If your company has a multiple channels, this template seamlessly ties them together.

The Everything The best choice if you need it all. The template allows for a featured video, featured playlists, and featured Channels.

It is good to note that you can test out the different templates before choosing which one is right for you. Also, the background and other design assets have had only minimal changes, so most assets will only need to be adjusted slightly, rather than completely re-designed.

The new design also has Feed and Videos tabs. The Feed tab is where comments now live, along with recent activity and other featured channels. The Video tab provides an ability to have all of a channel’s videos displayed in an organized way.

Want to learn more? YouTube’s online support documents will guide you through updating your channel.

Analytics and Optimization

YouTube “Insights” already provided a wealth of information for those looking for in-depth analytics on their videos. The recent updates have continued this trend and improved both their ease of use and analytic insight. In particular, engagement reports allow you to learn more about how people are interacting with your channel’s video content.

YouTube video optimization has also improved. While YouTube is rather straightforward when it comes to search optimization, adding description tags is a new feature which can boost the visibility of your content.

Interactivity

Finally, YouTube should not just be viewed as a static library for promotional videos or other content. While your channel can be a great way to store videos that are uploaded to your blog or website, it is also a perfect place to interact with fans. Fan comments will now be housed on separate tab and new features allow for channel owners to communicate more directly with subscribers. By increasing your subscriber count, you can boost the reach of your content and achieve greater virality for videos.

The new design also moves the “Subscribe” button above-the-fold, allowing for greater conversions from visitors to your channel.

Conclusion

These updates show that YouTube seems to be headed in the right direction. While many social media campaigns focus solely on Facebook and Twitter, incorporating an optimized YouTube channel is a wise choice. The platform has the ability to both enhance your existing social media platforms as well as create another avenue to grow, engage, and interact with your community.

There is a race happening you might not be aware of. The race is for how your business controls and manages your social media. With some major players getting involved and some serious money changing hands this could prove to be a sector to watch. In this post, I’ll try to quickly summarize the most relevant platforms and what kind of businesses they are best suited for. Most only focus on Facebook, but all platforms listed have aspirations to work with other platforms.

Involver was one of the first Facebook application developers and continues to push out compelling products for companies. Bonfire has worked with Involver in past and overall they create a good product. They have jumped into the platform management ring with their “Enterprise” and “Business” solutions. They are very similar with Enterprise giving users every feature and product they make. I’ll focus on the features from Enterprise. If you want to read more about the “Business” product, click here. Below are Enterprise’s capabilities:

• 24 available “pre-made” white label Facebook applications
• Publishing on a claimed 40 media outlets. Most notable: Facebook, Twitter, WordPress
• Post scheduling on Media outlets
• Bit.ly analytic integration
• Social monitoring for keyword alerts
• Message Sentiment Measurement
• Message workflow management
• Internal analytic dashboard
• Up to 10 users

Price: Starting at $2,749 per month.

Wildfire started as a small FBfund (Facebook’s investing arm) company “way back” in January 2010. They initially created apps for pages that were simple to deploy and required no long term contracts.

As of June 2011 they have 120 team members and thousands of customers (we have used several of their products in the past). They have big aspirations to become not just an app developer for Facebook, but a fully functional social management system. In June of this year, Wildfire launched their Suite product. Here are their Suite’s capabilities:

• Drag and drop Facebook Tab creator: This feature requires no coding knowledge and can be updated frequently.
• Content Manager: The Wildfire content manager will allow for social media workflow simplicity and allow community managers to schedule and assign content posting on Facebook. This feature is very useful for companies with large teams or publish content with a high frequency.
• Promotion Builder: This allows companies to construct giveaways using a straightforward interface — drag and drop the text fields you’d like to require during the sign up, tweak the banners, then enter the official rules and you’re good to go.
• Dashboard: Facebook analytics can be difficult, but Wildfire’s dashboard can simply success metrics. Their dashboard shows analytics that are more detailed than Facebook’s standard Insights and you can even chart your progress against a competitor’s.

Price: Custom pricing. In a statement they say “low hundreds” to “low thousands”

Buddy Media is the gold standard when it comes to social media management. I mean gold as in both expensive and the best. They have every feature you could ever want in a platform and are fluent in all major languages. This is very important if you are a multinational brand that wants to segment your social media community. They currently service some of the largest companies in the world such as Starwood Hotels, Sony, Southwest Airlines, American Express and Ford. In addition to their impressive client list, they also recently received an additional $54 million in funding to grow out their infrastructure. Buddy Media can do everything Involver and Wildfire can and more. I’ll focus on the “and more” for the sake of time.

• Drag and Drop Facebook page development
• Multiple language support
• Real time analytics
• Scheduling and posting on multiple social platforms
• Large team workflow management

Price: Customized pricing. Most plans start at $5,000 per month.

I hope you have found this information helpful with any decision making in the future. If you have any you would add that I missed, please comment below.

Videos can quickly grab a customer’s attention and stay in their mind longer than a photo or even the written word. But how can you make your videos more interactive? Allow users to not only view your videos, but become immersed with them.

Annotations are a trusted, but under-utilized YouTube tool that can boost both page views and subscribers for a channel. A video’s power can be enhanced by using this simple (and free) tool.

Two examples of annotation creativity:

Interactive Promotions/Games

Annotations can be a fun way to promote products. Instead of a video showcasing a new line of toys, Hot Wheels used annotations and turned their YouTube videos into an online game. Users can choose both the type of car and add-ons to race. While it takes a lot of planning and video production, the end product is a seamless use of YouTube Annotations.

‘Choose Your Own Adventure’

Many adults remember growing up with ‘choose your own adventure’ stories. The digital versions of these use YouTube annotations to create a fun story. Fun and interactive, they can be a nice way to promote products or services in story-form.  And, unlike their hard-copy predecessor, you can’t skip ahead and change your mind!

More Practical Uses
While creativity is key to utilizing annotations, this tool can also be used to increase the number of subscribers.

• Subscribers: By using the Subscribe link type, your video can have a great call-out for viewers to subscribe to your channel, allowing for more video views and greater channel reach.
• Linking : If your channel has a lot of content, annotations can link these videos together. It not only keeps viewers on your channel longer, but also allows for a deeper understanding of your services, products or mission.
• Promoting Other Channels: Does your company have more than one YouTube channel? Annotations can help link these by promoting another channel in a relevant video. This can help to promote smaller channels from a large, central channel.

Where to begin?
Start by mapping out your annotations. Whether they are simple links to other videos, words of wisdom, or interactive elements, planning is key. Try to create a virtual path where users will be compelled to spend more time on your channel.

The actual creation of new annotations is relatively easy. Be sure to keep in mind both the placement and type of annotation.

Like anything, however, annotations can get out of hand. It is important to remember what makes videos great is the actual viewing experience. Annotations should be used to enhance and not detract from the experience. By having timely call-outs it can help increase the amount of time users both spend on your channel as well as the amount they share your content with others.

Learn More

Here are a few great resources for getting started on a YouTube annotations project:

How To: Use Annotations to Promote Your Brand on YouTube – A great step-by-step guide on YouTube annotations.

YouTube Help Guide - A simplified guide that can be used as a resource when getting started.

Television shows are a natural match for interacting and engaging with their fan base via social media. Part of this effectiveness stems from shows being serial in nature and the fact that many shows have a branded mythology behind it. While these factors can aid the conversation when the show is not airing, how do you interact with a television while it airs? Proper social media planning can make fans not only feel engaged with the show, but also appreciated.

A recent TV Guide study found that over a third more users Twitter to discuss a show while it is happening than Facebook. This begs at the question: How are shows utilizing Twitter and what can they do to make it better?

I have outlined a few examples below of how shows from different genres are using Twitter to ramp up real-time interaction with a show on-air, what they are doing right, and how (in my modest opinion), they can make it that much better.

Trueblood

True Blood does a wonderful job of creating an interactive Twitter environment. Beyond the usual show hashtags, they have created Bloodcopy.com which is the official place to follow all things related to True Blood on Twitter.  By compiling both the official profile and the character profiles, fans can interact and follow everything in an efficient, streamlined manner.

Glee

Glee is an interesting case. The show does an amazing job in general with social media. By acknowledging a Gleek of the Week each episode, they are fostering an engaged audience who feels valued and  appreciated. However, the various Twitter profiles from the main official profile to the various cast and characters seem to have a disjointed feel.

NCIS

Even though it was named one of the Top 10 most tweeted about shows by TV Guide, their official Twitter profile leaves a little to be desired. Despite having a handy branded hashtag (#NCSI), the profile does little to interact with the community, instead relying on mainly just promoting the show.

Top Chef

Finally, there is Top Chef, everyone’s favorite cooking competition show. Their Twitter profile (and the Bravo network in general) are leaders in real-time fan interaction. Both during the show and afterwards, the official Twitter profile acknowledges fans and answers their questions. A simple RT of fan feedback can go a long in making an audience member feel appreciated.

Summing It Up

How to make it better: Official profiles should not shy away from interacting with fans. By simply thanking fans or answering their questions directly, fans feel like their comments are being heard. While a fanbase may be interacting during an episode, engaging them can go even further.

Centralization: Part of the fun when interaction with TV shows is the blurring between reality and fiction. A tweet from Sue Sylvester can be a whole lot more entertaining than an official tweet. The key, however, is creating a central location where cast, characters, and fans can all tweet together (see the True Blood example above).

Fun Hash Tags: Branded hash tags are great for everyday use, but to keep fans engaged in real-time discussion, why not choose a catch-phrase from the current episode? This helps not only to increase interaction, but spur further conversation.

As both a Portland Timbers season ticket holder and a social media professional, I thought it would be a great idea to celebrate the Portland Timbers’ social media success.

As the Portland Timbers made the move up to Major League Soccer this season, the club faced a situation of how to market itself to not just soccer supporters, but Oregonian sports fans as a whole. Unlike the Trail Blazers, soccer (or football) is still considered by most mainstream sports fans as a niche competition. By integrating their large grass roots following with an innovative social media campaign, the team has been able to win over new fans while keeping their loyal fanbase engaged when they’re not chanting during the games.

Almost half-way into its inaugural MLS campaign, the team finds itself having won over many hometown supporters in terms of both their play and social media marketing activities. Out of the 18 MLS teams, the Timbers Facebook Fan Page currently rank 7th in terms of Facebook ‘likers’ which shows the support of the Rose City!

Integrating Traditional Media
Driving around the Rose City prior to the new season, Portlanders could see a number of Portland Timbers billboards. Portraying a wide variety of Timbers fans, the billboards were a huge success. The Timbers were able to make the billboards ‘social’ by creating a contest in which every fan could get their photo taken with the famous Timbers axe. These were then posted online and the online community voted for their favorite. This type of promotion shows how social media and traditional forms of marketing can be integrated for optimum results. continue

Bonfire Social Media recently conducted a survey and there was one stat that really stood out. A whopping 94% of businesses surveyed felt that adding social media to the marketing mix would help meet overall business objectives. That was expected since social media has become THE marketing buzz word over the last few years. The shocking part was that 68% of those businesses neglected to allocate resources to social media. So many businesses completely get the value of social media, but haven’t made the move to put their money where their mouths are.

This article is for those who recognize the value of social media but due to lack of time, knowledge or fear have refused to step-up and commit to implementing a social media campaign. continue

by Lisa Peyton, VP Bonfire Social Media

Last week Facebook began reporting on some interesting data within their ad platform. They are now including ‘Social %’ within the campaign data table (highlighted below) and ‘Social Impressions’, ‘Social CTR’ and ‘Social Clicks’ within exported reports. (Use the highlighted button to export a report and access the new social data.)

Facebook defines ‘Social %’ as:

The percentage of your ad’s impressions where the viewer saw at least one friend who likes your page, event, application or ad.

Targeting friends of Facebook page ‘likers’ has been around for several months and savvy marketers have been touting the power of such targeting. Until now, we had to guess at just how successful endorsements from friends were at boosting campaign results. I have to admit that this technique has coaxed me into liking some items on Facebook that I may have otherwise overlooked.
However, can social impressions make a significant impact on ad campaigns? Facebook is now reporting on data that can help marketers make this determination.

Targeting friends of page fans or ‘likers’ is as simple as ensuring that you have added the relevant page to the ad settings when creating a new ad. Within the ‘Targeting’ section of the ad creation or editing platform there’s a box where you can ‘Target users whose friends are connected to’ your page. If you are running Facebook ads, I would recommend checking to ensure this feature has been added to all of your campaigns. This will provide you with additional ‘social’ data and allow you to make more informed management decisions.

After taking a closer look at the new social data, I was a bit dissapointed with my findings. I didn’t see a clear relationship between campaign performance and Social %. Here are my key findings:

• Highest CTR for the month, 1.15% occurred on a day with NO social impressions. The same day also had the highest Action rate, again with zero social impressions.

• Social CTR trended towards being SLIGHTLY higher than overall CTR.

• Data fluctuated greatly depending on the client, leading me to believe that the ad image, copy and industry were more influential than social endorsements.

For example the lifetime stats of  two  B2C clients compared side by side pointed to little or no correlation between increased CTR and Social Impressions:

Client 1 -  Impressions: 1,864,982  Social %:  78.6% CTR:  0.041%
Client 2 -  Impressions: 1,451,355  Social %:  2.9%  CTR:  0.046%

• Actions didn’t appear to get a boost from social impressions either. Using the same example as above, the client that had the highest percentage of social impressions had the lower action rate. If social impressions were successfully sending more targeted and qualified users, it would follow that the action rate would be higher for accounts running a higher percentage of social impressions. When comparing all our client accounts this wasn’t the case.

• When comparing data there seemed to be little to no correlation between Social % and a lowered CPC. There was an apparent relationship between campaign CTR and CPC. Our clients running the lowest average CPC also had the highest CTR. But these same clients DIDN’T have the highest Social %, in fact our client with the lowest CPC ranked in the bottom when it came to social impressions with only 2.4% of all impressions being served to friends of page ‘likers’.

Overall, I feel this analysis points to other campaign factors as influencing campaign success more than endorsements from Facebook friends. I have seen the most drastic improvements coupled with compelling promotions and strong ad creative. With all the hoopla and hype over social endorsements, it’s easy for some marketers to overlook the basics. It’s still important to build a strong foundation focusing on the tried and true principles of ‘The 4 P’s: Product, Price, Place and promotion.

I’m eager to discover if other Facebook advertisers are making similar conclusions or if they are seeing more of a lift from the elusive ‘Social Impression’. Comment below with your own campaign results, trends or tips.

Company: Mio Gelato
Social Media Marketing Team: Lisa Peyton/Ryan Lewis, Bonfire Social Media
Campaign Length: 3 months
Result: Up to a 44% increase in sales at various locations
SoMe Award ‘Peoples Choice’ Winner 2010

The Challenge

Mio Gelato is a locally-owned cafe with 4 locations around the Portland metro area. Best known for it’s  frozen gelato, Mio’s owner wanted to combat slower  sales during the winter months. He hoped to utilize the power of social media along with great promotions to keep patrons coming back; not just for gelato, but for soups, Italian hot cocoa and/or a quick lunch.
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As many Gmail users might have noticed, Google launched a program called Buzz last week. I wanted to suspending appraisal until I had the opportunity to test it out and get a good sense for it’s purpose. Much like anything new that is socially related, it must make it easier to decipher information from connections in order to be successful and valuable. continue