4 Lessons Marketers Can Learn from Local TV News Reporters
Send to KindleThis post was initially published on BostInnovation on July 28, 2011. To read the original post there, click here. Today – thanks to social media, smartphones and other new digital communications platforms and tools – what the savviest of consumers are asking of their favorite brands is almost as much as they’d expect from
The Importance of LinkedIn Recommendations
Send to KindleGiven my outgoing personality, my obsession with the latest news and the fact that I’ve always been an early adopter of new communications tools, it’s no surprise that I’ve been enamored with social media from the get-go. I can’t tell you how excited I was to launch my own blog in early 2004, where I’ve written nearly
10 Ways to Succeed as a Copywriter, Parts 1-10
Send to KindleIf you’ve been reading this blog for the last few months, you know I’ve been writing a series of posts on copywriting. Similar to the approach I took with my series on social media, I’ve looked at copywriting from a 30,000-foot level, focusing on the principles you need to be mindful of if you want to
10 Ways to Succeed in Social Media, Parts 1-10
Send to KindleIf you’ve been reading my blog for a while, you already know about the “10 Ways to Succeed in Social Media” series of posts I started writing on January 13 of this year and recently concluded on April 5. But what you wouldn’t know is how much I’ve been looking forward to stringing these posts together into one
The Importance of Character in Social Media
Send to KindleBy now, most people involved in marketing, advertising and PR have put aside any skepticism they may have had about social media and are using such online communications vehicles as blogs, Twitter, Facebook and YouTube to reach out to and engage with others. They’re finally realizing that — as I’ve said before here on this
No one can say that there aren’t many benefits of having a strong personal brand on social media. After all, your LinkedIn profile is where practically everyone goes to check you out if they’re considering doing business with you in any way, shape or form. If you have a few presentations uploaded to SlideShare, a few dozen posts published on a blog and a few hundred followers on Twitter, even better.
Using social media to showcase your background, skills, talent and expertise is a no-brainer.
But the benefits of personal branding on social media aren’t limited to the owner of that brand only. Everyone around those who are prevalent and popular online, the “corporate all-stars” of the business world, as Edelman’s Steve Rubel so astutely labelled them in 2009, enjoys the fruits of their labor, from direct reports to supervisors, colleagues to clients, partners to employers.
How? Here’s how. Here are 10 ways a personal brand on social media works to the advantage of the corporate brand behind it and is a win-win for everyone involved.
1. Reach. A small company may not have a big audience on social media, but it may have a handful of people among its ranks with their own extensive networks. Riding employees’ coattails makes sense if they can help get the word out to a broader, perhaps even better, audience. Like a good ripple effect, the more help brands can get from the people who work for them, the further and faster their messages will travel.
2. Thought Leadership. Social media makes it possible for almost anyone to establish themselves as a renowned expert. All you need is the time, talent and tenacity. Write a blog post. Record a video. Comment here, there and everywhere. Leaders within an organization should be leaders in their industry. From a selfish standpoint, that may be how to ascend the corporate ladder, but that’s also how to generously increase the visibility and credibility of the corporate brand behind you.
3. Education. Anyone who spends more than a modicum of time on social media knows what a treasure trove of educational resources can be found there. Never mind attending conferences and signing up for webinars. Log in to this channel or that one and boom, you’re privy to all the news and information that’s fit to share. Social media is a living, breathing education on demand, and more often than not it’s on the house.
4. Camaraderie. Imagine having access to a circle of like-minded professionals, connections you can count on to keep you up to date and in the know, wherever you are, whenever you want. That’s social media. People may not pick up the phone when you call or respond to your email, but if you mention them in a tweet or tag them on Facebook, suddenly you have their attention. That’s influence. That’s clout. That’s a big benefit to both personal and corporate brands.
5. Social Proof. People are more likely to trust and support other like-minded people, not distant, impersonal corporate logos and brands. When you earn likes, shares and comments as an employee, not only does it go a long way toward establishing a great reputation for your own personal brand, it benefits the corporate brand behind you. Your influence and authority on social media reflects positively on the products and services you represent and can be leveraged by those who employ you.
6. Inspiration. We all know the importance of keeping team members properly inspired. While often employers can’t afford to send their people to conferences and industry events, they can easily permit, if not encourage, employees to spend time on social media, listening, learning, reading and writing. Regular exposure to such resources goes a long way toward enabling and empowering people to go above and beyond in their work on behalf of the brands they represent.
7. Scalability. If practice makes perfect, social media is the place to go to hone your skills in the areas of writing, networking, research, thought leadership and branding. For the individual practitioner, work done with these tools and technologies can lead to something more valuable to the brand he or she represents. Status updates can result in potential new customers and clients. Blog posts can be turned into white papers. Time spent on Twitter can yield new findings, data, insights and connections that are ripe to be taken advantage of at an enterprise level.
8. Accountability. Those who are active on social media for business reasons are invariably those who are passionate about their jobs, careers and professions. They are bold, brave, outgoing and engaging, people who are blessed with the qualities associated with leaders, accountable to their respective roles and responsibilities. After all, like speakers, writers, artists, athletes, performers and entertainers, they’re putting their reputations on the line every time they share something with others. Their activities are both public and permanent, so they had better know what they’re doing or else they’re subject to criticism.
9. Networking. They don’t call it social media for nothing. The more active you are on LinkedIn, Twitter, Facebook and the like, the more connections you’ll amass. Yes, those so-called “corporate all-stars” Steve Rubel referred to have legions of followers, people who can help not just themselves, but the brands they represent. Unless a corporate brand is a household name or a celebrity of some type, it takes a lot of time to build a large, engaged audience. Those with strong personal brands can help their employers get there more quickly by providing access to their own networks and triggering engagement among their constituencies.
10. Authenticity. Even if you are well-known for one reason or another, a corporate logo will only get you so far along the path to long-standing, mutually beneficial relationships with your audience members. The trust factor looms large on social media. That’s where a good personal brand enters the picture. Employers can draft behind their employee ambassadors in order to win over new followers and fans, people who will give them much more attention if only due to their confidence in their friends.
The bottom line is that it takes a village to come out ahead on social media. Both personal and corporate brands should take great pains to work together and to realize that we’re talking about a collaborative activity, not one that exists in a silo. It pays for employers to not just activate their employees on these channels, but to join them in the conversation.
Note: This post, “10 Ways a Personal Brand on Social Media Helps the Corporate Brand Behind It,” was originally published on ClickZ on March 24, 2016, here, on LinkedIn Pulse on May 15, 2016, here — and a version of it was posted on the Overdrive Interactive blog on May 10, 2016, here.
Back in the day, when I was a member of Toastmasters, a public speaking and leadership organization, I was fortunate enough to be asked to be president of a local club. I was honored, of course, but I had no idea what the role entailed. Besides being briefed on the many responsibilities that came along with being the head honcho, I needed some advice, some good, old-fashioned words of wisdom.
Just be yourself, I was told. There is no need to overthink it.
That’s what I learned at that time about being a leader and speaking in public. And that’s what I’ve learned ever since then about communicating on social media. Don’t put on an act. Just keep it real.
After all, the path to success, or at least a modicum of effectiveness, on social media can be excruciatingly long and winding, as there are just so many variables that can get in the way.
Never mind the fact that so many people and brands have no idea what to say and share on Facebook, Twitter, LinkedIn and the like. Even when they have figured out the content conundrum, the time, talent and tenacity it takes to harness what is still a newfangled way of communicating can overwhelm even the best of them.
But it doesn’t have to be that way.
What if I told you that perhaps the most effective way to stand out on social media, whether you’re a big brand or small fry, is well within your means?
What if I told you that strategy can often be overrated in this space and that the size of your budget doesn’t have to equate to the influence you wield?
What if I told you that the easiest way to get from point A to point B on social media is to simply be yourself? No spin. No filter. No beating around the bush. Just showing up every day with energy, enthusiasm and enlightenment for anyone who’s paying attention.
Whether you’re streaming live on Periscope or sharing a candid moment with your Twitter followers, updating the crowds on Facebook or chiming in on LinkedIn, planning your every move will get you nowhere fast.
Yes, of course, you need a semblance of a strategy and a good idea of your objectives, but any obsessing over your tone of voice, brand and anything remotely resembling a corporate style guide is only going to muddy the waters.
Social media is different than anything you’ve ever done as a marketing, advertising, publishing or PR professional. Social media is the long lost art of conversation brought online. Social media works best when you are using it to engage with others in an honest, open dialogue.
That’s not to say you don’t need a steady cadence of content in your stream, because you do without question. Your presence on social media has to be felt on a continuous basis.
So on your own or with the support of a team, go ahead and schedule an indefinitely lasting series of status updates, messages and posts about who you are and what you do as a brand.
A steady drumbeat is important. But accentuate that beat with a strong personality and point of view that is indelibly you as the human behind the scenes. That’s where the rubber meets the road on social media.
Take a look at Beth Comstock, GE’s CMO, on Twitter. Not only does she talk about innovation and technology, she also doesn’t hesitate to share a picture of a beautiful sunrise in New York City with her more than 80,000 followers.
Magical Manhattan morning pic.twitter.com/clFsYyLBNo
— Beth Comstock (@bethcomstock) January 15, 2016
Then there’s billionaire businessman, Elon Musk, who’s not afraid to publicly reveal his sadness over the passing of David Bowie. Genuine. Heartfelt. Liked about 5,000 times, too.
Sad to hear that David Bowie died. He was amazing.
— Elon Musk (@elonmusk) January 11, 2016
There’s also T-Mobile’s CEO, John Legere, who’s as refreshingly candid as they come, especially for someone among the C-suite ranks.
— John Legere (@JohnLegere) February 11, 2016
Finally, check out what Bill Gates shares on Twitter. Go behind the scenes with the richest person in the world as he shares words and pictures on a multitude of subjects, from digital technology to the Zika outbreak to what music he’d listen to if he were stranded on a desert island.
— Bill Gates (@BillGates) February 1, 2016
Wait, there’s one more. Whoever is the writer behind the Georgetown Cupcakes Twitter account has a fabulously fun personality. That’s just the right image to portray, even if you are representing a logo, not your own personal brand.
— Georgetown Cupcake (@GTownCupcake) February 15, 2016
There you have it, five examples of big name brands who understand the importance of transparency and authenticity on social media.
Surely there are others, but if you ask me, not nearly enough. Unlike those above, far too many users are stuck on playing office and mired in corporate speak, lost in the noise of a madding crowd.
If they were listening, of course, I would tell them to follow the lead of Beth, Elon, John, Bill and even Georgetown Cupcakes. I would tell them to just be themselves.
Asking questions. Running contests. Sharing pictures. Promoting products and services. There are many ways for brands to attract attention on Twitter, Facebook, Instagram and the like. Included among this list of ways to get people to sit up and take notice on social media is to show the softer side of your brand and declare your support of a worthy charitable organization.
After all, almost everyone on these channels is trying to sell something, whether it’s a product, service or simply themselves. Almost everyone is like the carnival barker cajoling the passersby to step right up and come inside the tent.
But a small percentage of them are associating their brands with a noble cause, giving those in the audience a reason to feel good about making the decision to follow, like, share, reply or click.
The truth is, not everyone on social media is there as a consumer. If you appeal to those people’s philanthropic self-interests, meeting their need to help make a difference in the world, they may be more likely to engage with your account and ultimately respond to your pitch.
Call it cause marketing, fundraising or strategically placed altruism. Whatever you call it, it’s good for the nonprofit world, your audience and you. It’s good for everybody involved.
Here are 10 ways brands are doing well by doing good on social media:
1. Feeding the hungry: Anheuser-Busch on Twitter
You may associate Anheuser-Busch with drinking, but this is an example of the brand tying itself to eating, providing meals to those less fortunate during the holiday season. Crowdsourcing pictures of Thanksgiving celebrations, AB makes it easy for its customers and followers to participate in a kindhearted group initiative and have fun at the same time.
— Anheuser-Busch (@AnheuserBusch) November 19, 2015
2. Putting shoes on their feet: TOMS on Twitter TOMS puts their money where their feet are by making an impressive commitment to give a pair of shoes to someone in need for each pair sold. In fact, thanks to its generous One for One offer, since the company’s founding in 2006, TOMS has given more than 45 million pairs of shoes to children in over 70 different countries.
3. Standing up against bullying: Detroit Pistons on Facebook
Taking a stand and making a strong statement against an injustice can be more effective than simply making a charitable contribution, which is exactly what this NBA basketball team does here. Asking their fans to take the pledge and join them in going purple on #SpiritDay, they’re scoring big points in the cause marketing field, never mind on the basketball court.
4. Delivering presents for Christmas: Sports Authority on Twitter
There’s always an opportunity to give to the less fortunate among us, but the holiday season is an especially good time. Here the large chain of sporting goods retailers, Sports Authority, shows how they teamed up with the Universal Surveillance Systems Foundation to arrange for Santa to surprise 100 deserving kids with bikes and helmets.
— Sports Authority (@SportsAuthority) December 23, 2015
5. Caring for children: Kohl’s on Twitter There are a variety of reasons why people buy, most of which are wrapped up in emotion. Consumers may not necessarily need this or that, but in many cases their impulses get the best of them. Whether they’re being materialistic or benevolent, Kohl’s Cares gifts are a win-win proposition for those who have the urge to purchase a little something and make a big difference at the same time.
6. Protecting our oceans: Dell on Instagram
Taking full advantage of its technological prowess, specifically in the area of virtual reality, Dell is doing a whale of a job in helping to inspire people to care more about the health of our oceans and marine wildlife through its support of actor Adrian Grenier’s the Lonely Whale Foundation. While they’re talking about it on Instagram here, you can learn a lot more about it on YouTube.
We are proud to help support @adriangrenier and the @lonelywhale foundation. The Lonely Whale Foundation operates on the belief that in order to achieve a healthier ocean and environment for marine wildlife, we must work together to make positive change in the fragile and complex bodies of water that make up over 70% of the planet. #dellxlonelywhale #artbasel #globalgood #globalchange
A photo posted by @dell on
7. Showing solidarity with Paris: Cisco on Facebook Part of the responsibility of using social media – especially as a brand, for whom the bar is set higher – is to be aware of what’s going on in the world. The last thing you want to do is be promotional and pushy in the midst of a tragedy or any other cataclysmic event. Don’t hesitate to pause your regular flow of content and join the broader conversation with a message of support like Cisco’s on Facebook.
8. Volunteering their time: Eli Lilly and Company on Instagram
Last fall, thousands of Lilly employees took part in this global pharmaceutical company’s eight annual Global Day of Service, proudly sharing their good deeds on social media with the tag, “WeAreLilly. Clearly there are countless beneficiaries of such a massive demonstration of volunteerism, including the brand itself whose initiative goes a long way toward building camaraderie and unity among its workforce. To see even more pictures from this campaign, visit here.
A photo posted by Eli Lilly and Company (@elilillyco) on
9. Responding to emergencies: Lowe’s on Twitter After the area was hit by a devastating wave of violent tornadoes, members of Lowe’s Heroes, a volunteer program involving store employees, joined first responders to provide emergency relief. Coming through for the local community in such a meaningful way not only makes your team members feel good about themselves, it sends a strong, positive message about your corporate culture to anyone who’s paying attention. To learn more about Lowe’s Heroes, go here.
10. Helping kids with cancer: Sevenly on Facebook
Founded less than five years ago, Sevenly is a hip, philanthropic online retailer that donates a portion of its revenue to a number of different causes, in this case The Young and Brave Foundation, a nonprofit organization dedicated to helping young people fight cancer. I’m not a customer (yet), nor am I a fashionista, but I love their unique business model. Given the idea that you can help others with your purchase makes their clothes even more appealing to me.
Note: This post, “10 Ways Brands are Using Social Media Marketing for Good,” was originally published on ClickZ on January 27, 2016, here and on the Overdrive Interactive blog on February 2, 2016, here.
There are less than two months to go until the Iowa caucuses and less than a year until we elect a new president of the United States on November 8, 2016. And while each of the candidates for the highest office in the land is more than competent and capable, there will only be one winner at the polls.
To some of us, however, what happens between now and then is just as interesting as voting day itself. Who doesn’t enjoy sitting on the sidelines and watching a good, old-fashioned, knock-down, drag-out presidential campaign, especially in this digital day and age?
The candidates may be crisscrossing the country on what seems like an endless campaign trail, but they are also sharing news and opinion, commentary, quips and barbs across the social media landscape as well, especially on Twitter.
If you ask me, no matter how they feel about gun control, homeland security, healthcare or the economy — whether they lean to the left or to the right — all of them are getting the job done in 140 characters or less. In fact, in many cases they’re taking businesses and brands to school. Even if you don’t agree with their politics, you could probably learn a thing or two from following them here.
Here are 10 ways all the presidential candidates are winning on Twitter, each and every one of them a lesson for those vying for more votes of confidence from their own constituents on this channel…
Opinions are like noses. Everybody’s got one. But not necessarily on Twitter. Seriously, businesses, brands and corporate executives are all too often afraid to share how they feel online. Yet that’s how they’re going to gain the most traction. Toeing the line is boring. Your followers want to know what you think. And the presidential candidates know it. They pull no punches when it comes to their points of view. And that’s putting it mildly.
Example: Bernie Sanders
It is absurd that corporations are allowed to make a profit by building more jails and keeping more Americans behind bars.
— Bernie Sanders (@SenSanders) November 25, 2015
When you’re running for office, every second counts. And honestly, it should be no different for those who are running a business. Every presidential candidate realizes he or she can’t afford to miss a beat. They’re on the clock, practically 24/7. Their tweets are a reflection of what’s happening in their world almost up to the minute. Brands should take note. Real time is big time when it comes to success on Twitter.
Example: Chris Christie
— Chris Christie (@ChrisChristie) November 29, 2015
If you’re a one trick pony on social media, you’re going to get nowhere fast. And in the race for president, the candidates – and the teams behind them – know it. Their tweets stand in stark contrast to the verbiage they dispense in person. Their streams are far from a monotonous barrage of the same old, same old. They’re as varied as possible, full of candid pictures, customized graphics and short video clips pulled together especially for this channel.
Example: Martin O’Malley
— Martin O'Malley (@MartinOMalley) November 26, 2015
In direct mail, the industry in which I earned my livelihood for so many years, the axiom was that a bad offer to a good list performs better than a good offer to a bad list. Same goes for social media. You could be sharing the best content in the world, but if you don’t have an audience, what you have to say is moot. The more people following you, the better the chance of your voice actually being heard. Except for Jim Gilmore, who surprisingly has less than 3,000 followers, each of the presidential candidates has an incredibly large number of followers, from George Pataki’s just under 100 thousand to @therealdonaldtrump’s over five million.
Example: Marco Rubio
— Marco Rubio (@marcorubio) November 24, 2015
Too many accounts on Twitter are either afraid to step out of line or downright incapable of thinking out of the box. Watching what they tweet about is like watching paint dry. Not that all the presidential candidates are completely innocent in this category, but by and large they’re creative and clever, willing and able to mix it up every once in a while.
Example: Ben Carson
— Dr. Ben Carson (@RealBenCarson) November 21, 2015
Those who want to be elected the 45th president of the United States in 2016 are nothing if not themselves. Even though their goals and objectives are surprisingly similar, each and every one of them is the genuine article, their own man or woman through and through. Whether they’re delivering a big speech or sharing a few words to a few thousand followers on Twitter, there’s no mistaking who’s who among them, and for what they stand. Which is how it should be for anyone on this channel.
Example: Jeb Bush
These men and women are the future of our nation. As commander-in-chief, I’ll have their back. https://t.co/17FOLlw9re
— Jeb Bush (@JebBush) November 20, 2015
The writer in me hates to admit this, but it’s true; still and moving pictures tend to increase your engagement rates. Yup, it’s not all about the words. What you say is important, of course, but what you show counts even more. Just ask the presidential candidates. They know the value of an opportune photo op. They know a picture is worth a thousand words.
Example: Mike Huckabee
— Gov. Mike Huckabee (@GovMikeHuckabee) October 16, 2015
One of the biggest mistakes made on Twitter is not realizing just how much time you have to spend on the channel in order to succeed there. Tweeting once or twice, even three times a day is probably not going to get the job done. Unless you’re a celebrity or a household name, you have to work hard for the attention. Follow the lead of the presidential candidates, who in many cases are household names yet tweet like there’s no tomorrow.
Example: Donald Trump
Sarasota was an unbelievable success. We expected 5,000, a record, but 12,000 showed up! Great love in the air! pic.twitter.com/utmlCpGNGu
— Donald J. Trump (@realDonaldTrump) November 28, 2015
Another way that so many in the corporate world drop the ball on this channel is to miss the opportunity, unintentionally or not, to have a conversation with their followers on this channel. In underestimating the importance of a reply, share or like, they’re failing to close the loop between themselves and their audience. For the presidential candidates, engagement with constituents is even more important. That’s why they not only shake so many hands in real life, but also acknowledge as many followers as possible on Twitter.
Example: Ted Cruz
Thank you. Glad you liked it! https://t.co/9bCFbgAIvK
— Ted Cruz (@tedcruz) November 27, 2015
Something like this is easy for this bunch. Wake up. Look at the calendar. Turn on the TV. Tweet about what’s trending. In many cases, you are the news when you’re running for the highest office in the land. But anybody has the opportunity to inject themselves into the national, even global, conversation on Twitter. As I wrote here, “Taking advantage of trending news by writing about it as it is breaking can be a very effective way to inject your brand into the conversation if it is done in a clever, timely, and tasteful manner. The Grammys. The Academy Awards. The Olympics. Special events like these are ripe for the picking.”
Example: Hillary Clinton
So much to be thankful for. Wishing a happy Thanksgiving to you and yours. -H pic.twitter.com/BxnKu5CKwt
— Hillary Clinton (@HillaryClinton) November 26, 2015
Note: This post, “10 Ways the Presidential Candidates are Winning on Twitter,” was originally published on ClickZ on December 3, 2015 here and on the Overdrive Interactive blog on December 10, 2015 here.
Direct mail, even email, may be addressed to your customers, donors, members and prospects by name. But short of face-to-face conversations, there is nothing quite so powerful and promising for a marketer than having the opportunity to interact in real time with someone who is genuinely interested in what you have to offer.
Social media makes it possible for brands – and their proxies like me – to connect with members of their target audience directly and instantaneously, building strong, mutually beneficial relationships that have the potential to last indefinitely.
Of course, to traditionalists, luddites, skeptics and naysayers, social media is like the proverbial uninvited dinner guest who never leaves.
They can blame it on technology. They can blame it on millennials. They can blame it on whatever and whomever. But like it or not, social media in some way, shape or form is here to stay.
Social media is a disruptive, revolutionary change in how customers and prospects are courted, one that marketers, advertisers, publishers and PR people ignore at their own peril.
Yet there are still a surprising number of holdouts, people who are desperately clinging to old strategies, tactics and channels like life buoys on an open sea, afraid they will drown in today’s new marketing waters.
What they’re doing to attract and retain business may work for them today. But chances are that very same business will fade away soon if they don’t adjust to the times.
Twitter. Facebook. Instagram. YouTube. These are not just new marketing channels at the disposal of the corporate world. These are outrageously popular social media properties which our industry shares with the general public. The playing field is level and the competition is fierce, as it is no longer simply paid media we’re talking about, but owned and earned as well.
As the late, great Marshall McLuhan said more than 50 years ago, “The medium is the message.” And today, given the ubiquity of social media, never mind the mass appeal of television and radio, those words still ring true, perhaps more than ever.
Social media is the message of the millennium so far. It has changed everything about how we communicate with relatives and friends, fans and followers, customers and colleagues, even complete strangers. It has changed the world as we once knew it.
Yet many brands, B2B and B2C alike, are still fiddling and diddling when it comes to social media, or even scarier, aren’t using it at all. Thinking the jury’s still out on whether it’s worth the time or not, they’re missing the opportunity to join the biggest revolution in communication since the printing press.
I hate to break it to you, but this is not the time for hesitation. Seriously, we’re closer than you think to a turning point in social media. You’re either all in with it now or at risk of falling alarmingly far behind the competition.
For brands that are dabbling in it, but not fully on board, consider doubling down on your investment. Don’t rely on only one person for all your social media activities. Have a team at your beck and call. And don’t be just putting anything out there to see what sticks. Think strategy, not tactics. Create content that puts not just your products and services, but your people in a positive light. Keep it real. Be yourselves. Make a commitment to the long haul, but make sure you’re on the grid every single day, not just every once in a while. If you’re out of sight, you’re out of mind. If you’re out of mind, well, you could be out of business.
For brands that haven’t even begun to establish themselves on social media, you have no time to lose. Learn from the activities of your customers and competitors who have beaten you to the punch in setting up shop there. Hang your own shingle on all the major channels today. Chop-chop. Build your audience. Announce your presence. Publish. Broadcast. Post. Tweet. Engage. Take whatever steps are necessary now to connect with your constituents online and convert them into believers in everything you have to share before it’s too late.
Note: The original version of this post, “Social Media: A Revolutionary Change That is Impossible to Ignore,” was published on ClickZ on November 15, 2015 here.
Social media. It’s not just for B2C brands anymore.
More than just dipping their toes in the social media waters, many of those in the B2B space are now diving in head first, making a big splash not just on LinkedIn, but on Twitter, Facebook, Instagram and pretty much every other related channel.
Like everyone else, of course, they’re publishing the requisite stream of news and information. But more and more of them are beginning to resemble their counterparts on the B2C side, going above and beyond to express their opinions, let their hair down and reveal the personalities behind the brands.
But don’t take my word for it. See for yourself. Here are 10 examples of B2B brands that are killing it on social media.
1. IBM on Twitter
Known for having had one of the corporate world’s strictest dress codes back in the day, it’s no surprise that IBM’s social media channels are equally buttoned up in 2015. I mean that in a really good way, of course. After all, not only does the largest computer company in the world know its way around social media best practices, it’s not afraid to push the edges of creativity, either, as this animated GIF on Twitter illustrates.
— IBM (@IBM) September 23, 2015
2. Cisco on Instagram
Many brands, B2B and B2C alike, are at a loss when it comes to developing new content to share on social media. Not this brand. In this classic case of newsjacking, Cisco shares a perfectly executed graphic to commemorate World Wide Web Day, complete with hashtag and logo. Great copy. Great picture. Great example of how to work the crowd on Instagram.
A photo posted by Cisco (@cisco) on
3. Oracle on Twitter
The social in social media is what many companies overlook, but not Oracle. The softer side of this global computer technology behemoth is front and center here, giving nearly 400K followers an indication of how much they care about philanthropy, not to mention a good look at the heart and soul of their brand.
— Oracle (@Oracle) September 22, 2015
4. Intel on Facebook
In support of last summer’s #ILookLikeAnEngineer movement, Intel used social media to celebrate the diversity of their own engineers. Jumping on this viral bandwagon with such enthusiasm called attention to the strength of Intel’s corporate culture and surely went a long way toward helping its recruitment efforts.
5. Raytheon on Twitter
It’s understatedly written, but this tweet speaks volumes about this big defense contractor’s caring corporate culture. Ambiguously worded to leave you in wonder, it’s referring to the fact that so many Raytheon employees are happy to honor U.S. servicemen and women on RED (Remember Everyone Deployed) Shirt Fridays. Awesome picture. Awesome cause.
— Raytheon (@Raytheon) September 25, 2015
6. Novartis on Instagram
You’ve got to give props to this pharmaceutical giant not just for having an Instagram account, but for using it in such a clever way. Calling attention to a rather fascinating interactive exhibit about the role nature has played in medicine, Novartis does an excellent job of piquing its audience’s curiosity and coaxing traffic over to beautifulmedicine.com.
A video posted by Novartis (@novartis) on
7. GoTo Meeting on Instagram
With so many brands competing for the audience’s attention, the quality of what you share on social media is as important as the quantity. Consumers and customers expect to see you on these channels, but they have very little patience for content that isn’t either informative, helpful, pertinent or entertaining. Don’t waste anybody’s time. Follow the lead of Citrix GoToMeeting on Instagram, where you’ll find less than 100 posts, but almost every single one of them of the highest quality.
Tim Wright of GrandBanks Capital believes one of the most important aspects of a compelling pitch is having the right team in place before you even walk in the room. #FutureofWork #C100VentureNorth #VentureNorth #GrandBanksCapital #VCPitchTip #CdnTech #entrepreneur #pitching #business #tech #funding #presenting #finance
A video posted by GoToMeeting (@gotomeeting) on
8. Salesforce on Facebook
Far too many brands focus too much on selling their products and services on social media rather than promoting the virtues of their employees. Not Salesforce, which salutes its team for reaching a one million-mile milestone in movement. Humblebragging about those who work for you shows you care about their health and happiness. Demonstrating pride in your people not only makes them feel good, it assures anyone who’s thinking about doing business with you that you stand behind your team.
9. Illumina on Twitter
Two of the most important characteristics of any social media program are transparency and immediacy. Case in point is this example from Illumina Live Events. Thanks to the author’s introduction, you know who’s doing the tweeting, which helps her build a bond with you right off the bat. Anytime you have the opportunity to extend a warm, personal greeting to your audience and engage with them in real time, take advantage of it. The trust and credibility you’ll gain will be more than worth the effort.
— Illumina Live Events (@illuminaLive) September 21, 2015
10. Gartner on Facebook
Not every post you share on Facebook is going to stand out in the News Feed – unless it’s accompanied by a graphic such as this one. Gartner may appear to be merely driving its audience back to a blog post, but it’s also doing a superior job of branding its Smarter With Gartner series of stories. Good for them. And good for those who are taking this legendary research and advisory firm up on their offers. It’s a win-win all around.
As social media becomes less of an afterthought among brands and more of an essential ingredient in the marketing mix, it is increasingly difficult to stand out on these online channels.
There is only so much attention from consumers and customers to go around, after all, and the social streams are overflowing with content in all shapes and sizes.
So unless you want to be like the wallflower at the dance, being boring is not an option on social media. Even if you’re a B2B brand in technology, a regulated brand in healthcare or the biggest brand in an industry of one, there are simply no excuses not to be sharing a deep repertoire of content on Twitter, Facebook, LinkedIn and everywhere else your audience is hanging out online.
And I mean everywhere. If your customers and prospects are spending time on Pinterest and Instagram, you need to establish your own solid presence there. Same goes for Vine, YouTube, Tumblr and Snapchat. Be there or be square.
Industry events and developments. Company updates and corporate culture. Promotions, offers, news and opinion. What you share is important, but sometimes where – and how – you share it is of even greater significance.
That’s where Periscope enters the picture. Launched on March 26 of this year, this live video streaming app owned by Twitter recently eclipsed the 10 million user mark and reports that over 40 years of video are watched per day. To say that Periscope is kind of a big deal right now would be an understatement.
Of course, you can and should use other channels to share your videos, but to ignore Periscope is to overlook an unparalleled, unprecedented way to connect with people in instantaneous, unfiltered fashion. The brand that uses Periscope comes across as both transparent and authentic, unafraid to cede control of the conversation and willing to share its true identity. Greater trust, better business and a stronger bond between those on either side of the medium is a likely result.
To use Periscope:
1. Download the app to either your Android or iOS device.
2. Log in with your Twitter user name or phone number.
3. Adjust your settings.
4. Set your notifications.
5. Look for people to follow.
6. Prepare to broadcast your own videos live.
It really is that easy.
You can use Periscope for everything from streaming breaking news to giving your audience a behind-the-scenes tour of your office. You can conduct interviews on Periscope, give product demonstrations, take surveys, you name it. What’s streamed on Periscope is limited only by your imagination.
Here are three great examples of videos created with Periscope.
1. Ryan Pinkham’s Live Tutorial
Constant Contact’s Ryan Pinkham used Periscope to record a live tutorial from his desk entitled, Email Design Mistakes Your Readers Hate. He also turned his broadcast into a blog post and archived his recording on YouTube to give his content an indefinite shelf life.
2. Michael Hyatt’s Blog Commentary
Another excellent example of Periscope use is author and speaker Michael Hyatt’s discussion about his original blog post called No, You Don’t Have to Work 24/7 to Succeed. In the blog, Michael also mentions that he broadcasts on a daily basis during the week at 12:30 p.m. CDT.
Keeping a regular schedule like that is a great idea, regardless of what you’re going to cover, as an audience can grow accustomed to tuning in to watch you at the same time every day.
3. An Interactive Tour with the Mayo Clinic
Finally, the Mayo Clinic’s interactive tour of its Rochester, Minnesota campus was originally streamed on Periscope, like the two other videos above. This “after-hours, behind-the-scenes” tour has also been subsequently uploaded to YouTube.
Unfortunately, you can’t watch a replay of someone else’s Periscope video after 24 hours unless they’ve repurposed it elsewhere such as YouTube or Vimeo.
That same inconvenience, however, helps spur real-time viewership, creating a sense of urgency every time you see the words “LIVE on #Periscope.” Chalk it up to the fear of missing out.
Given its immaturity, Periscope is a relatively unproven app, of course, but that certainly hasn’t stopped many brands from having jumped on the Periscope bandwagon, tooting their own horns and throwing any fears of revealing who they are as people to the wind. If you haven’t already, now is the time to try the next big thing in social media.
When I give presentations on social media, I often refer to Dale Carnegie’s How to Win Friends and Influence People. After all, so much about social media is about building strong relationships with others. And that’s what Dale preached as well as anybody, especially in this classic book.
Yet I really only have to look as far as my parents for reference in this case. They may not be on social media, but so much of what I’ve learned about interpersonal communications I’ve learned from them.
And that’s what it all boils down to on Twitter, Facebook, LinkedIn and the like. The most successful business people and brands on these channels are those that have a knack for engaging effectively with others as human beings.
Sure, it doesn’t hurt that they have either a wealth of knowledge and expertise or a line of ridiculously cool products and services. When all is said and done, however, they are simply themselves – which just might be their most endearing quality.
They are like my parents, in a way, who are nothing if not the real deal. Ages 84 and 90, respectively, my mother and father have always been as authentic and unassuming as they come, people I look up to as the embodiment of character in every way, shape and form.
Specifically, here are the lessons I’ve learned from my parents that can be applied to activities on social media by individuals like you and me as well as small and big brands alike.
1. Be trustworthy.
This should go without saying, of course, but when it comes to sales and promotion, even the best marketers have a tendency to push the edges. Don’t even think about it on social media. Everything should be kept on the up and up. We’re not making deals here. We’re making friends, followers and fans.
2. Don’t brag.
If honesty is the best policy, so is modesty. No one likes braggadocio. A small shameless plug every once in a while is okay. Your audience should be made aware of your strengths and accomplishments. But the more you talk about others, not yourself, the more inclined they’ll be to pay attention to what you have to say and to eventually do business with you.
3. Stay positive.
Remember that nobody likes a complainer. It doesn’t matter if we’re talking about the Internet and not real life. There’s no difference anymore. Lift people’s spirits with your hope and optimism. Look on the bright side of life. See the glass as always half full. A positive attitude makes everything a lot easier not just for you, but for those around you.
4. Ask questions.
My parents are great conversationalists, always showing concern for what another person has to say. That’s why they’ve had so many long-lasting, mutually beneficial relationships with others over the years. They know that people are happy to share how they feel with you – and that they’re even happier if you actually take an interest.
I was taught as a child not to be selfish, to share with others, especially if they were less fortunate than me. While this notion that “sharing is caring” was ingrained in me at an early age, it applies to everybody on social media today. News and opinion, knowledge and information, activities and whereabouts. All of this is great fodder. All of this is what people and brands alike are expected to dole out to their friends, followers and fans.
6. Don’t knock others.
If you don’t have something good to say, don’t say anything at all. I can’t be the only one who heard this as a child. Such timeless advice applies to practically every opportunity we have to say something publicly. What you express on social media ties back to your brand. People want to feel good about their interactions with you, not deflated because you’re a downer.
7. Be empathetic.
If you’re there for your audience, they’ll be there for you. Listen to what they have to say. Respond in a supportive, timely fashion. Put yourself in their shoes. What can you say that will make them smile? What can you do to add dazzle to their day? What do you have to offer that will help them get more out of life? An empathetic ear and a kinder, gentler voice will go a long way toward winning over your audience.
8. Play fair.
If you look at social media as an extension of who you are in real life, this lesson is one of the most important. Be a good sport and don’t cut corners. Don’t step on any toes to get to the top. Be someone others can look up to for your values, principles and moral code. Play well with others. Corporate citizenship counts.
9. Take pictures.
When I was a kid, my dad loved his slide projector. That and stacks of photo albums were how our road trips, family reunions, summer vacations and campouts were documented. Pictures brought us together. And while they’re obviously still kind of a big deal, pictures aren’t just for families to share in the privacy of their own homes anymore. They’re to share with everybody on social media.
10. Look up.
As much as my parents appreciate what I do for a living, they’re the first ones to remind me to look up from my electronic devices as often as possible and to enjoy real conversations with real people. I can’t argue with them. Not only is it healthy and refreshing to go unplugged, it’s actually where most deals are made. Take your online relationships offline. Have lunch together. Play golf. Take a good long walk. Talk to each other face to face. Social media should be a complement to everything else you do as an individual or a brand, not the be-all and end-all.