I happened upon a blog post the other day about targeting and integrating all your social media marketing efforts. As I read through it, I realized that this is one of the next big hurdles for online marketing. An online presence is now standard, but it’s necessary to do more. Over the years, I’ve worked with countless organizations of all sizes, for which I’ve developed and expanded social media as well as performed some SEO and SEM. Many more recent clients appear to have all the “right” online elements in place but it isn’t helping their bottom line. I have found, through my standard analyses, which look at all outreach efforts, including social media, press, events and public relations, that a few common elements are almost always missing.
“An online presence is now standard, but it’s necessary to do more.”
First, and most important, companies need to keep their customers in mind when creating any marketing materials. This harks back to the most basic of marketing concepts – your core competencies. You need to determine what makes your company or product better than the competition. Why should customers/clients choose you? What makes you stand out? And, what exactly interests your potential customers? What keeps them coming back? Do you have the very best product? Are you the cheapest or quickest? Maybe you have the best customer service.
A high percentage of social media outreach does not address these questions. It’s not enough anymore to simply have a presence. You have to determine what will attract and keep your clients coming back. What’s in it for them? Why should they read your posts and ultimately become a client?
And who are your customers? This is equally important, and a lot of people miss the mark. For example, if your market is executives, you need to talk big picture and return on investment. If your market is the people on the front lines, you can include tips and specific information. Each of these two audiences will not be all that interested in the other information. If your information is not targeted to your main audience, you’ll be overlooked.
Second, you need to cross-promote. Ensure your web site, blog and social media are all connected and all addressing the same message. You can tailor your messages a bit more specifically for the different apps but it should all reinforce your brand and core competences to the correct audience.
Third, online analytics are essential. I worked with a company that had a large social media presence but used mostly Facebook because that’s the app with which they were most comfortable. However, they had no idea where most of their clients found them. I performed an online analysis and determined that 75 percent of their clients found them on LinkedIn. After much grumbling, the company president agreed to increase their LinkedIn activity, and he was surprised to see the business grow. My favorite online app is Twitter, but that doesn’t mean I can ignore all the other channels.
CALL TO ACTION
Lastly, you should include a call to action: email us for a quote, call us for an estimate, sign up for our tips. You get the idea. My call to action: if you’d like some specific suggestions about how to increase your bottom line via your online and other marketing efforts, call or email me. My web site is www.techsavvympa.com. I’ll give you a few tips for free.
Next post: Marketing encompasses more than digital outreach; don’t neglect other outreach vehicles.
*First image courtesy of jscreationzs at FreeDigitalPhotos.net
It is truly fascinating that just telling your customers what to do through a call to action increases engagement and sales by a noticeable amount.
[…] mistake. Yes, it’s important to have a strong, cohesive online presence. (See my previous post An Online Presence is No Longer Enough for important elements of online marketing.) But – is this where the majority of your customers […]