Using Social Data to Leverage Generation C

Source: Using Social Data to Leverage Generation C | Instant Lead Generation For Social Selling

One of the ways to grow your brand on social media is to use the huge amount of social data to target a new demographic. So, what about Generation C? Contrary to popular belief, Generation C is not some demographics in alphabetic order such as Y (people born 1980 to late 1990s) and Z (people born early 2000s and on), but it is composed of all generations of connected consumers.

Actually, Generation C changes the demographic concept based on the age gap to a psycho graphic mold. While it is composed mainly by people under 35 years old, it is really defined by their way of thinking and interaction in different social platforms and screens.

Creation, curation, connection and community are part of these consumer lives that they live out daily on the social networks. They are enthusiastic early adopters, have huge purchasing power regardless of age, and have new demands to be fulfilled by you.

This generation can be reached with the use of inside sales and content marketing through social media, where you are able to integrate social data to help orchestrate your business decisions.

Whereas there is no magical wand to effectively improve sales levels to this generation, here are 4 ways you can use social data to make sure social selling happens more effectively.

USE REAL-TIME INSIGHTS ON THE SOCIAL NETWORKS
On Twitter for example you can reach people in a space where they are spending their time and research in real time, interacting and finding people that are talking about your brand.

TARGET PROSPECTS AND CUSTOMERS WITHIN GROUPS

On LinkedIn, you are able to target people in selected groups across your industry and research what sales suspects talk about your brand or sector within your area to convert them into prospects.

CHOOSE THE RIGHT BRAND AMBASSADORS

Use social data to find an influencer who meets your idea of brand ambassador, checking if they cover the demographics that meet the criteria of your marketing campaign, size of their audience and especially, if they are open to engaging in a long-term relationship.

Once you find them, feed your brand ambassador team with both general and exclusive information, making their work easier and helping both parts to decide how to promote your brand or where to share reviews of your products or services.

The way you act partnering with the right brand ambassadors will put you on the right track to improving people consideration levels and to enhance your social media marketing.

PROVIDE ENGAGING CONTENT

Social Media provides unlimited information to understand which of your consumer’s or buyers aspirations and interests are at. So, take advantage of the data these networks can throw up by sharing substantial information that matches the considerations of your consumers motivations.

Today, people are time poor and just don’t have the patience or time to concentrate on content for a long time, but according to Google, a significant part of daily information needs on the web involves people learning a broad topic, which sets a great way to nurture existing leads and attracting new prospects.

You can grab people’s attention with good headlines, but to make your consumer really engage with your brand, strive to provide information they can learn from, mix in long and short content while always giving your public easy opportunities and ways to interact with you.

Social data now provides so many opportunities to grow your brand on social media. Marketing departments now have all the tools to use social data to target new demographics like generation C.

 

Content Marketing

Source: Content Marketing Done Right – The Bitter Business

Content marketing when done right can deliver exceptional results yet as many as 75% of marketing departments are doing content marketing the wrong way. One big and critical difference between content marketing and promotional marketing can be summed up in these two words: sharing versus telling.

Today’s digital savvy buyers and educated consumers are ignoring traditional advertising and sales tactics like never before. They have become immune to brands telling them what to buy. Banner ads and online advertising are also feeling the heat with ad blocking technologies like AdBlock and AdDetctor helping consumers avoid advertising altogether. As one marketing agency stated “Internet savvy people are more likely to sign up for a trip to Mars than click on some banner ads.”

So, the logic would follow as buyers and consumers turn away from interruption ads online and are even using tools to nullify them, then marketing have responded to this challenge to ad weariness, right?

Ah no, this is unfortunately not always the case.

Marketing is contributing to “Content Blindness”

When developing content marketing strategies, over 75% of marketing leaders report that product mentions are a regular tactic in their content strategies. (The Economist Group). Marketing departments have responded to the move away from online advertising or “ad blindness”by viewers and implemented content marketing tactics to counteract this decline in raising product awareness. However by flooding the social media networks with promotional lead content, they are in fact now encouraging “content blindness”.

The sharing of content has become a breeding ground for brand plugging and promotional stuffing. The result is audiences are now starting to see some content shared by brands as being deceiving, missing out on the fact that when you strip away the advertising pitch many of these brands have powerful stories to share.

Content marketing is primarily about sharing great stories and as you earn the audiences trust you can begin selling your products. The hard sales pitch tends to turn off potential customers, so rather going straight into selling mode, start with building trust and credibility through informative content that adds value.

Prior to publishing an article or blog post, ask the following questions:

• Does the content offer real insights on a market or interest OTHER than plugging how great a product or service is?
• Do the articles and blogs showcase the company’s expertise by providing actionable tips or research based analysis?

If the answer is, “Yes,” to these questions, your content is ready to publish.

Hold on I hear you say, so if we work diligently to create content NOT to sell to our readers, then how do we use content marketing sell?”

Well research shows that less is more, the least sales pitch orientated articles drive more sales when executed correctly. This is because the content will drive awareness (inform, educate, amuse, engage) and ultimately help prospects become qualified leads as they consider you as a viable purchasing option.

Any business can create a content marketing journey for their prospects and over time gently guide them to the solution to solve their problems: considering your product or service. But the patience and skill is you have to let them arrive at that conclusion at their own pace.

Educate Through Content – Highlight Your Expertise

Real content marketing is about sharing thought leadership or research, addressing problems or market trends your customers or potential customers face. This stream of valuable content acts like a seed, planting the ideas which overtime grows into the realisation to prospects that they need your product or service.

The stark reality is that the press release route and publishing in-depth product descriptions serves only to create a wall between you and your audience. Audiences just tune out if they have not been primed with educational content before you go for the sale with “sales content”.

Also B2B buyers now use social media to research trends, reviews and ways to improve their business. This presents a great opportunity for marketers. But are B2B marketers missing the mark?

Well, the CMO Council studied how buyers viewed content published by business-to-business marketers. This quote may help focus your content strategy: “Business to business buyers and influencers are turned off by self-serving, irrelevant, over-hyped, and overly technical content.”

Still lots of B2B marketers think that “content marketing” almost like a Trojan horse, publishing product descriptions in the guise of content. But buyers constantly remind us they are not ready to be sold the moment they see some sales content. Their journey is about accessing content that understands their problems first.

So when publishing content on forums, LinkedIn or on the company blog, keep these best practices in mind:

1. Hold the sell. As most readers are looking to learn more about a topic, do not start bombarding them with promotional jabber. Content sharing focuses on engaging them through quality articles packed with valuable insights to encourage them to learn more. Remember, in the sales process it takes anywhere between three and thirteen interactions for a prospect to turn into a qualified lead, so starting a “social conversation” with a sales pitch baked in will chase away potential customers, so the goal is to get them to stick around to learn something.
2. Think of your audience, not your product. When creating and sharing content, always prioritise an audience first approach. What would the readers want to learn more about? What obstacles are they encountering and how can you overcome those? When you tap into your prospects’ needs and issues, you can create content that they can align themselves to and encourages them to continue the education process.
3. Become a valuable information resource. Publish helpful content on a consistent basis will give readers a reason to visit your blog time after time. Becoming a go-to resource is critical to building up followers and readers. I also suggest that carefully offering a white paper, e-book or case study to visitors is a way to gain more in-depth information.

As your journey into content marketing continues, remember that telling is not selling so put your audience’s interests before your own. Content will only grow in quantity on the web, and the way to avoid content blindness and do it right is never use sales pitches disguised as articles. Instead focus on sharing your expertise and insights. Always write to benefit the reader. As time progresses readers will take note of your genuine approach to offering solutions and then will be happy to engage with the sales process.