B2B Social Media Marketing

Using Social Media To Generate Sales Leads

For Your B2B Company

What is B2B?

Business-to-Business (B2B) means companies who sell their products and services to other companies.

What is B2C?

Business-to-Consumers (B2C) means companies who sell their products and services to consumers.

B2B Marketing vs. B2C MarketingB2B Marketing

Maximize value of the relationship

Small target market Long sales cycle Brand identity

through personal relationship

Rational buying decision based on business value

B2C Marketing Maximize value of

transaction Large target market Short sales cycle Brand identity through

repetition & imagery Emotional buying

decision based on status, desire, price

B2B Social Media Marketing

Many B2B companies are making the mistake of marketing themselves on social media as if they were a B2C company.

Just like there is a difference in marketing and customer acquisition between a restaurant and your B2B company, there's a difference in between B2B & B2C social media marketing

How Is B2B Social Media Marketing Different from B2C

Social Media Marketing?B2B

Platform – LinkedIn focus; target specific industries, companies, & execs.

ROI – Number & quality of qualified sales leads

Strategy – Thought leader positioning

B2C Platform – Focus on

Facebook to spread message as far as possible

ROI – Focused on PR & branding

Strategy – Focused on PR & branding

Does B2B Social Media Marketing REALLY Work?

57% of B2B companies have acquired a lead through this platform

45% rated LinkedIn effective, compared with just 33% who said the same of Facebook when it comes to lead generation

Visitors from a Company Profile Page spend average of 10 minutes on a company website.

Does B2B Social Media Marketing REALLY Work?

1 in 3 visitors from a Group filled out a form on the website

Group members are more likely to sign up for a webinar

100% of Fortune 500 company executives have profiles

Does B2B Social Media Marketing REALLY Work?

72% of B2B companies who blog on a weekly basis have acquired a customer

B2B companies that blog generate 67% more leads than companies that do not.

B2B companies that blog generate 55% more web traffic versus companies that do not.

Does B2B Social Media Marketing REALLY Work?

34% of B2B marketers have generated leads

41% of B2B companies have acquired customers through this platform

Measuring B2B Social Media Marketing Results

Leads - Quantify the amount of leads driven through social media as well as quality of leadsWebsite - Use analytics to measure stats such as amount of traffic driven from social media sites Social Media Audience - Growth in your social media audience means more eyeballs are focused on your B2B company

Case Studies

Canadian-based supply chain management company

Blogs – Used to position company as thought leader & aggregate industry content for potential & current customers

Videos – By using humor, able to show human side of the company.

Results – 270% increase in web traffic & 320% increase in the number of leads

Case Studies

Networking-equipment testing system provider LinkedIn – A group was created to discuss

industry topics with customers and peers. Blog – Used to break industry stories Twitter – Targeted & frequent posts to niche

audience Results – Contributes 75% of site traffic and

55% of sales leads.

Case Studies

Manufacturer of electric-related field products Blog – Commentary on industry topics,

interview industry leaders, links to “must read” articles

Twitter & Facebook – Establish connections with media and industry players

Results – Increased site traffic 70%, doubling of product submissions, creation of 5 new products, 4 products in production phase

Case Studies

Internet trading platform for the shipping industry

Blog – Opinion pieces on shipping industry LinkedIn – Create company sponsored group;

engage with industry realted groups Twitter – Use to promote news feed from

website Results – Website traffic increased 59%;

number of sales leads increased by 400%

Conclusion

B2B companies should utilize a B2B social media strategy, not a B2C social media strategy

B2B social media marketing can increase the number of qualified sales leads

There are already many B2B companies successfully utilizing B2B social media marketing

We Are After Interactive

Dallas-based B2B social media agency Services:

o B2B Social media management o B2B Social media consulting o B2B Social media ad campaigns

Clients across the U.S. Experienced team of B2B social media

marketers, researchers, bloggers / writers

Contact Us

After Interactive

www.afterinteractive.com

www.linkedin.com/company/After-Interactive

www.twitter.com/AfterInteract

www.facebook.com/AfterInteractive

www.afterinteractive.com/category/blog

888-559-8680