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Mastering B2B Social Media

Mastering B2B Social Media . I’m Brian Halligan . Nice to meet you. I’m Kipp Bodnar. Nice to meet you. @ KippBodnar. I’m Brian Halligan . Nice to meet you. I wrote The B2B Social Media Book . amzn.to/b2bsm2. #B2BSM. Your opportunity to shine.

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Mastering B2B Social Media

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  1. Mastering B2B Social Media

  2. I’m Brian Halligan. Nice to meet you. I’m Kipp Bodnar. Nice to meet you. @KippBodnar

  3. I’m Brian Halligan. Nice to meet you. Iwrote The B2B Social Media Book. amzn.to/b2bsm2

  4. #B2BSM

  5. Your opportunity to shine

  6. 60%of the sales cycle is over – before a buyer talks to your salesperson. 91 CORPORATE EXECUTIVE BOARD: bit.ly/zub2I7

  7. B2B>B2C

  8. Relationship based sales

  9. Already have the expertise

  10. Clear customer Personas

  11. People to People

  12. Closed Millions In Sales From Online Leads ROI – 2800%!

  13. #B2BSM

  14. B2B Myths Busted

  15. “ Marketing is an asset NOT an expense. ” Tweet This! #B2BSM @KippBodnar

  16. B2B SOCIAL MEDIA IS ABOUTREACH BUILDING

  17. The Social Web Rewards Reach

  18. “ B2B companies should obsess about building reach as much or MORE than B2C companies. ” Tweet This! #B2BSM @KippBodnar

  19. Social reach is the new word-of-mouth referral engine

  20. Share lots of links

  21. BITLY, 9/2011 The shelf life of a social media link is 3 hours.

  22. THE Links to company blog posts 10-4-1 Links to third-party articles Link to a company landing page RULE

  23. B2B SOCIAL MEDIA IS ABOUTSELLING

  24. “ Your goal shouldn't be to buy leads. Your goal should be to buy customers. ” Tweet This! #B2BSM @KippBodnar

  25. 73%of CEOs • don’t believe marketers drive revenue. 91 FournaiseMarketing Group: bit.ly/peNScq

  26. Leads fix the problem

  27. How Social Media Leads Happen 1 Landing Page Form Lead Tweet Like Blog Post CTA Landing Page Product Page CTA Landing Page +1

  28. Place CTAsEverywhere

  29. Embed Tweets

  30. Improve and Iterate

  31. #B2BSM

  32. B2B SOCIAL MEDIA HAS CLEAR ROI

  33. “ If you can’t count it, why do it? ” Tweet This! #B2BSM @KippBodnar

  34. Math Ahead

  35. TLV-COCA ROI (%) = COCA

  36. Total Lifetime Value

  37. Cost of Customer Acquisition

  38. First- Vs. Last-Action Attribution Last-Action Attribution: Clicks on a PPC Ad Attends Sales Call Buys Product Looks at Product Page First-Action Attribution: User Clicks Link on Twitter Signs Up For Webinar Reads Blog Post

  39. 10K-3K 233% = 3K

  40. B2B SOCIAL MEDIA IS ONLY ONE PIECE

  41. “ Social media amplifies the effectiveness of offline marketing. It doesn’t replace it. ” Tweet This! #B2BSM @KippBodnar

  42. Trade shows are social too

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