Social Media: What’s all the fuss and how do I make it work for my company? Part Two

This will appear next week in my CW Allen Group column:

As I mentioned in my last column, I am in the process of building a social media practice as it relates to events. For those who didn’t read part one of this article, here it is: http://www.cwallengroup.com/newsletters/sept09/social_media.pdf

In the last article, I emphasized the importance of making sure that you business philosophy aligns with the ‘rules’ of social media, those are:

• You must offer valuable content with no expectation of immediate payback;
• You must want to grow your market segment for everyone(including competitors);
• You must make a commitment to be in the social media sphere for the long term;
• Everyone must be welcome(although you can treat certain segments better than others) including potentially competitors.

Next, you need to know your customers and future customers intimately enough to be able to create ‘target personas’. For more detail on this, see my blog post here:

http://www.theeventmechanic.com/blog/2009/05/developing-target-personas-in-marketing.html


OK, the next stage is to pick the tactics of how you are going to do this. Here are the five major elements:

Content strategy

Here is where is points I made above come together. You’ll now need to establish a blog which linked to your website(or series of blogs if you are expansive). If you have identified the pain points of the your key personas, then you will want to find an expert within your company who can write intelligently about these subjects. You’ll want to do this daily if possible, but at least three times a week as you build your audience. Remember you need to keep up this consistency week after week, so three times a week is all you can do, please keep to that.

You have already assembled the key words that you associate your product or service with, so make sure the ‘tags’ of each post include at least one key word and make sure the title of every post includes a key word.

As you post more frequently and keep a focus on your key words, you’ll start to see yourself rise in the search rankings- this is called having ‘Google Juice’. Frequency of posts and newness of the posts contribute to a higher search ranking.

In addition, your content person should check out www.technorati.com or LinkedIn and comment on other articles(with links to your own blog), to start to stimulate discussion on topics relevant to your keywords, and to create further traffic to your website.


Search Engine Optimization strategy

This is probably one of the more understood parts of social media, that is, making sure your key words populate the website content and tags of your individual website pages. One tip I just learned at a conference was to occasionally make changes to the content or tags of individual pages as this will raise the Google rankings of those pages(per the point above).


Pay Per Click strategy

One of the ways to ‘artificially’ raise your product and service onto the first page is to pay to be seen on the right side(or top) on the search page for a specific term. This can be expensive depending upon how general a term you select, so be specific and make sure your choices relate to your key words.


Inbound Link strategy

Next to the content strategy, this is the most important aspect of your tactics. As part of your research, you want to have a list of the top 20 influencers in your marketplace. Next you want to connect with them and develop a relationship with as many of them as possible so you can get them to link to your content, website. Saying this and doing it are two different things however, as you have to make these people, pay attention to you where many are asking them to pay attention, and then have them see enough value in connecting to you.

Google also ranks you higher if you have a high number of inbound links, so this particular tactic should not be done by a junior person in your company, as the connection between an influencer is strategic and may include other elements.


Social Media Tool strategy

Lastly, we get to the tactical part which is often the first question I am asked when talking about social media. In the research portion of getting to know your customer, you should have asked which social media tools your current customers use(such as Plaxo, LinkedIn, Twitter, Facebook, YouTube, etc). If they are high powered LinkedIn users, you should spend a lot of time building content in LinkedIn and linking back to your website for instance. Bottom-line is that you should know which social media ‘watering holes’ your target personas visit, unless you want to waste a lot of time and endure a lot of frustration.

Now an interesting caveat to this is based upon something which happened with a client of mine recently. We had a 9% twitter usership from the database, but found that more of the ‘amplifier’ types were using twitter worldwide, which helped us get our message out beyond they people we already knew, getting us a lot of attention from the ‘dark corners’. Experiment a little, and have patience.


Ultimately being successful with social media is a long term play, and one which won’t bare initial fruit for 6-12 months(or more). In doing it properly, you will be making a statement to your marketplace that you care about it, and in doing that you will reap more benefit than continuing to broadcast product messaging.

Good luck and let me know how it goes!

Warwick Davies is the Principal of The Event Mechanic!, a consulting company which helps event organizers realize greater revenues and profits by fixing ‘broken’ events and launch new ones both in United States and internationally . He is an up and coming guru on Inbound Marketing and Social Media for event companies. His clients include event organizers in the information technology, healthcare, biotechnology construction and design engineering and executive event markets. Previously, Warwick was responsible for internationally recognizable event brands such as Macworld Conference and Expo, LinuxWorld Conference and Expo, and the Customer Relationship Management Conference and Exposition worldwide. For more information on The Event Mechanic! and past ROI-Q The Event Mechanic! columns please visit http://www.theeventmechanic.com/resources.html . He can be reached at Warwick@theeventmechanic.com or at 781 354 0119.