For most companies today, the answer is yes. Social media not just the "flavor of the day" for marketers. There are real opportunities to engage with your customers to build a loyalty and commitment to your brand or company that can differentiate you in an increasingly commodotized world. And we now have real world case studies in almost every business category that prove its power.But surprisingly, there are still some Luddites who haven't at least explored parts of the social media scene. And, I've spoken with more than one marketing manager lately who is questioning the value of social media for their company.
Here's a news flash folks. Social media won't work without a real understanding of what it can do for your company, a realistic plan for implementation, and the patience (and passion) to make it happen.
With humblest apologies to Will Shakespeare for my play on Hamlet's famous words, "to blog or not to blog" is not the right question. Let's talk about the real questions you should be asking before you launch your corporate blog, draft your next tweet, upload that video to YouTube, or whatever social media you want to use. Even if you are already using social media, it's not a bad idea to stop, take a deep breath, and really think through what you want to accomplish with the new digital marketing tools that are available.
Here are the real questions you should be asking about social media:
1. What is my goal for social media?
It is certainly logical to start with the big picture, but you would be surprised at how many companies say "we need a Facebook page" without a clear understanding of its potential value for their company and its role in an integrated communications plan. Just because everyone else has a Facebook or Twitter account is not a good reason for opening one.
If you are already using or considering how to use new technologies like blogs, podcasts, online video, wikis, widgets, etc. you need to make sure you know what you want to accomplish or you may end up using the wrong tool.
2. Who do I want/need to reach? Can social media reach that audience?
Technology has added a new dimension to analyzing and defining the optimum target audience. In addition to understanding their demographics and their psychographics, we also need to factor their technographics into the evaluation. How comfortable are they with using the new technology tools? Do they use their smart phone or their home computer most often? What new technology tools are they currently using? How would they prefer to interact with your company?
Good marketing still requires the basics of understanding your target audience, their media consumption habits and the benefits you can deliver.
3. What are the best strategies and tactics to reach this target?
This seems so basic, but is still a critical question that must be answered in order to optimize your ROI. Notice that I used the plural "strategies and tactics", not the singular. In most cases, you should be considering multiple social vehicles, but before you jump in you should make sure you have mastered one vehicle before launching another.
I believe that many companies that are failing or disillusioned with social media are simply trying to do too much at one time. They've launched a blog, added a Facebook page, YouTube page and Twitter account and are trying to monitor and evaluate, etc. with limited resources or without a realistic understanding and appreciation for the time and effort it takes to mount a successful program.
I recommend that you stop what you are doing and take advantage of the many free reports and white papers on social media for guidance on who's doing what. For example, a 2010 study concluded that Facebook is more popular for B2C, while LinkedIn is used by more B2B companies. But is that still the case? The challenge, and beauty, of social media is that it is continuing to evolve. Some have described the social media scene in the past as the Wild West. In many ways, that is still the case. So take the time to read current case studies that show the effectiveness of different options. And decide what is best for your business.
Internet search can help you gain better understanding of the best strategies and tactics to consider for your social media program. Just type "social media research" into your search engine and see how many hits you get!
4. What resources do I have available or need in order to implement an effective, on-going program.
Contrary to popular belief among many companies, social media is not a free alternative to traditional media. It will take time, money and patience to use social media effectively. Too many companies jump into social media without understanding how much time it really takes. Unlike Kevin Costner, you cannot assume that "if you build it they will come". That may be the most misunderstood element of social marketing. You can just set up a Facebook account and expect people to automatically LIKE you and visit regularly. You've got to give them a reason. And in many cases an incentive to do so. There are many tools to help you post, share and monitor your efforts more efficiently, but it will still require time on some one's part.
And it will require someone who understands the company and the audience, as every social media "expert" will tell you that content is king. So if you think you can just hand it off to that recent college graduate who is more comfortable with technology than some of your older staff, you should make sure they not only understand the technology, but also know how to write well and can represent your company brand.
There are many other questions that come up along the way, but these are the basics for anyone who is considering starting or expanding their social media effort. And if you've been using social media for awhile, it never hurts to stop, take a deep breath, and analyze what you've been doing based on these questions. Whatever you do, don’t make the mistake of putting the cart before the horse, as my dad used to say. Know the basics of who you need to reach and what you want to accomplish before you decide which new technology to explore.
And keep this thought in mind. Most of your customers don't want to have a relationship with your company unless there is some value associated with the effort that is required on their part. It's up to you to figure out how to engage them and keep them engaged. Good marketing still requires good marketing.
