Posted
August 4, 2010
B2B Social Media that works provides real solutions to real problems. Nobody cares about your product. They care about their problem.
The mistake most B2B Social Media makes is being about the company rather than the customer’s problem. Product announcements. Company news. Awards won.
How to think about it:
- What are the real problems your customers have? Not the ones your product solves in your marketing materials – the actual daily frustrations.
- What do you know that would help them? Genuine expertise that is useful regardless of whether they buy from you.
- Where are they talking about these problems? LinkedIn groups, industry forums, Twitter hashtags. Be present there.
- Be useful first. The sales conversation, when it comes, will be warmer for it.
B2B Social Media that provides real solutions doesn’t need to be pushy. The value does the selling.