Businesses always face a challenge to balance their product with their message.
We know that we have seconds to capture the interest of a potential client.
Knowing this, our instinct is to bombard a potential client with as much information as we can while we have their attention.
The mistake we make here is that we dilute, confuse and alienate said potential client.
At the recent web2.0 conference the message that stuck to me the most was not even part of the conference. It was a display outside a shop on the way to the conference of 3 stacked boxes that read "We Sell Boxes"
They did not try to sell it as "Environment friendly, recycled, natural dyed, fair trade, pre-assembled containers for personal and corporate use"
Anybody who walked past this display knew exactly what they sold, they sold boxes.
If I really wanted to buy a box that day, I would have gone into the shop and asked the sales person (once they came back from their break) about the recycled pre-assembled nature of the boxes on sale.
If I did not want to buy a box but suddenly needed a box, I would remember I saw a shop that sold boxes (especially since I took about 10 photos of their display).
So what does this have to do with Web2.0 and social media?
Well everything...
The first message a prospect sees should state exactly what you do "We sell boxes". Once they have aligned their needs to your offering they will engage with you and a more meaningful discussion can follow.
Conclusion
No matter what your bells and whistles are, in B2B Social Media a prospect will not engage unless their needs align with your offering. So tell then straight up what you do and save the fluff for later.
Recent Postings:
Showing posts with label smwf. Show all posts
Showing posts with label smwf. Show all posts
We sell boxes: why simplifying your B2B message will yield greater results
Johan A Kruger | Wednesday, 12 May 2010 | Labels: communication, Email Marketing, smwf, social media, w2e
Social Media World Forum a.k.a #smwf fail or succes?
Johan A Kruger | Tuesday, 16 March 2010 | Labels: esm, events, smwf, social media
Ahh... well first off let me say im going to miss the old #smwf tag... but we preservere.
So I walk into the office on Monday morning, not in the mood for work.
I have my morning Lucazade. I log on to facebook and notice a colleague checking in at Social Media World Forum on Gowalla.
75 minutes, a frantic cab ride and a full access entry badge blag later, we're sitting in our first forum.
The location was to small, the WiFi dropped out the whole time and listed speakers we replaced with second rate speakers. I can go on and rant a bit on each point, but why? I enjoyed most of the show.
The most surprising presentation?
Sarah Cullen, Head of Events and Engagement at Asda.
Yup you read right, ASDA talking at a Social Media event, hence the "The most surprising presentation". Sarah spoke how ASDA is using social media to promote the brand not only to the consumer but to internal staff as well.
I was very fascinated by something called "the green room" which is basically a employee portal that is publicly available. It host numerous videos of staff neigh colleagues, as ASDA terms them, presenting the latest offers and staff training.
The one question that seemed send any presenter into a fit of avoidance:
Kerryn Dinsdale Senior PR Manager, Barclaycard owned up and said straight out:
His statistic laden presentation on "The future of newspapers in an online world" can be found here. Not a single mention of tablet's or iPad's, kinna makes me wonder if he is missing a trick. Over all a very good speaker, if a bit on the fast side.
Then again it wasn't until your mother started commenting on your facebook status that you realised she even knew how to turn on a pc
Sigh... its always the people who should know better that makes the fail list.
Some chair's and presenters listened and handled the backchannel admirably. I would really like to see future presenters / presentations leveraging and serving content to the backchannel.
It's a powerful channel that when nurtured can spread the message of any speaker to the four corners of the world, no matter how small the event is.
I had a long conversation with them about this as I just could not understand what ROI they were expecting. They were in the SaaS part of the show and footfall was near non existant. So to be honest 98% of Tweeters at the event would not even have been aware of the draw.
The reason I'm classing this as "Best use" is that I thought this was quite clever to piggy back on the event's tag, instead of running the risk of failing quite badly by no one using a tag of their design.
Closing view
There was a lot of talk about "They telling us things we already know", that is true, however they put it in context!
Technology and sentiment towards Social Media is changing on a daily basis. So I challenge anyone to say they are an expert. When it comes to Social Media we are all beginners.
Events like SMWF brings us all together and puts social reality in to perspective. All in all it was a good event and I'll definitely be back next year.
Possible post of interest:
So I walk into the office on Monday morning, not in the mood for work.
I have my morning Lucazade. I log on to facebook and notice a colleague checking in at Social Media World Forum on Gowalla.
75 minutes, a frantic cab ride and a full access entry badge blag later, we're sitting in our first forum.
The bad bits first
Unfortunately I want to get some negative comments about the event out of the way so I can relax into the rest of the posting.The location was to small, the WiFi dropped out the whole time and listed speakers we replaced with second rate speakers. I can go on and rant a bit on each point, but why? I enjoyed most of the show.
Now to get on to the good
The best thing about #smwf? The people I met, the bloggers that blogged and the tweeters that tweeted... There were times I felt we were all in a Social Media type "Group therapy".
The most surprising presentation?Sarah Cullen, Head of Events and Engagement at Asda.
Yup you read right, ASDA talking at a Social Media event, hence the "The most surprising presentation". Sarah spoke how ASDA is using social media to promote the brand not only to the consumer but to internal staff as well.
I was very fascinated by something called "the green room" which is basically a employee portal that is publicly available. It host numerous videos of staff neigh colleagues, as ASDA terms them, presenting the latest offers and staff training.
Fascinating stuff, yet somehow evil in its engineering.The most avoided question
The one question that seemed send any presenter into a fit of avoidance:
"How do we measure the ROI of Social Media".Ok admittedly this is a difficult question to answer, yet a few people actually made a decent go at it.
Kerryn Dinsdale Senior PR Manager, Barclaycard owned up and said straight out:
"We do not measuring social media ROI, We rather focus on delivering the message"After absorbing it all, the best answer I could distill out of the waft was:
the best way to calculate ROI is to drive social Media trafic to traditional quantifiable marketing channels.
Presentation that made you feel like you've been hit by a truck
Hats off to Dirk Singer, his presentation was loaded with goodies and he delivered it as if he was drowned in redbull. I don't think I have ever scribbled as fast before.His statistic laden presentation on "The future of newspapers in an online world" can be found here. Not a single mention of tablet's or iPad's, kinna makes me wonder if he is missing a trick. Over all a very good speaker, if a bit on the fast side.
Biggest fail
Chair Paul Armstrong, Director of Social Media at Kindred kept on calling X-factor, British Idol, second only by Martine Edgell from Mercedes Benz with her comments: "My boss does not understand what I do" and then "Don't worry he's not here"which was immediately tweeted, hashtagged and blogged. But don't worry her boss is not on twitter.
Then again it wasn't until your mother started commenting on your facebook status that you realised she even knew how to turn on a pc
Sigh... its always the people who should know better that makes the fail list.
Slickest Presentation
There were many that were really good, but the one that comes to mind is Adam Graham founding partner of the digital agency, Saint. You too can relive the excitement of Adam's presentation The Future Of Social Media And Its Implications For Brands. Now on slideshare.Most prolific tweeter
Was by far dani_dutra She constantly beat me to some juicy tweets.Backchannel
There was a rather large backchannel at the event, well seeing that it is SMWF its not surprising.Some chair's and presenters listened and handled the backchannel admirably. I would really like to see future presenters / presentations leveraging and serving content to the backchannel.
It's a powerful channel that when nurtured can spread the message of any speaker to the four corners of the world, no matter how small the event is.
Best sound bites
Most of these came from twitter so apologies if source is not included- "Control is so 20th century"
- Saint Agency's 4C's of brand social media: Culture, Conversation, Collaboration, Compensation
- Users engage first and refer second. So make sure your content is engaging enough to push referrals.
- Biggest mistake in B2B SM, not having employes authentically connect to customers.
- The more social media feature you add to a network the more sticky the network becomes
- Biggest challenge of social web today is sentiment analysis.
- It's not alchemy: Social media won't turn a bad story into a good one
- Would apear the best way to calculate ROI is to drive social Media trafic to traditional quantifiable marketing channels
- Social media is pushed through from the top before strategies are ready
- 62% of users consult a social media website prior to an online purchase... Chris Tradgett- Buy.at
- Just because u are 22 doesn't mean you get socialmedia & should run the digital engagement strategy
- The "geeks and gurus" hype up social media while the normal people just use it
My favorite soundbite
The "geeks and gurus" hype up social media while the normal people just use it
Best use of the #smwf tag
Surevine latched onto the event tag and gave away a bottle of magnum champers each day to the best Tweet using the #smwf tag.I had a long conversation with them about this as I just could not understand what ROI they were expecting. They were in the SaaS part of the show and footfall was near non existant. So to be honest 98% of Tweeters at the event would not even have been aware of the draw.
The reason I'm classing this as "Best use" is that I thought this was quite clever to piggy back on the event's tag, instead of running the risk of failing quite badly by no one using a tag of their design.
Closing view
There was a lot of talk about "They telling us things we already know", that is true, however they put it in context!
Technology and sentiment towards Social Media is changing on a daily basis. So I challenge anyone to say they are an expert. When it comes to Social Media we are all beginners.
Events like SMWF brings us all together and puts social reality in to perspective. All in all it was a good event and I'll definitely be back next year.
Possible post of interest:
Subscribe to:
Posts (Atom)









