The Forward Observer

Expert Sales and Marketing Advice to Help You
Generate Better Leads and Close Sales Faster
All Posts

The 4 Keys to Successful B2B Social Media Adoption

the 4 keys to b2b social media success resized 600B2B companies that take the right steps in adopting social media can thrive and profit from the new realities of business in the era of customer connectedness and empowerment.

Social media is not just a technology that can be bolted on to the traditional way of doing things: it's an entirely new way of relating and doing business. Many B2B companies have begun to realize that adopting social media requires organizational changes.

But, change is hard. It is not easy to adapt to the power that is shifting to the customer as a result of social media. And if your company is experiencing difficulty in making the transition to social media, you're not alone. .

The biggest hurdle to jumping into social media is not knowing how to get started.

Radian6 has developed an excellent eBook which outlines the 4 steps necessary for organizations to successfully adopt social media:

  1. Make a Case for Social Media - To make the case for social media, demonstrate how your company is very likely missing out on important ongoing social media conversations. Are there any discussions going on about your company right now that can be monitored with social media? Similarly, social media can be used to monitor what's being said about your industry, and perhaps most importantly, your competition.

  2. Overcome Cultural/Company Obstacles - This is probably the toughest step. There are normally several obstacles to overcome such as: the notion that social media is a passing fad (the numbers speak for themselves), social media is only for consumer products (social media actually works better for expensive, complex products with long sales cycles and multiple points of contacts - sound like a B2B sale?), social media can't be controlled (you can't prevent anyone from talking about your company), fear of a social media crisis (your absence is likely to make a crisis worse), it's a waste of time (if you distrust your employees this much, you have bigger issues than social media adoption), fear of legal complications (set up clear guidelines), and effect on the bottom line (demonstrate the ROI).

  3. Set Up a Social Media Council - A social media council can help you turn the legal department into an ally, get buy-in from HR, identify and share best practices, overcome internal objections (see #2 above), eliminate duplication of effort and speak with a unified voice.

  4. Get Started - This includes setting clear goals and objectives, building a social media team, developing a social media policy and plan and training the company.

What social media obstacles are you encountering?

Click here to download a copy of the 18-page eBook "Social Media Blueprint: A Step-by-Step Plan to Prepare Your Company" or view the SlideShare presentation below.

photo credit: martinak15 via photo pin cc

Douglas Burdett
Douglas Burdett
The Principal and Founder of Artillery, Douglas Burdett is a former artillery officer and Madison Avenue ad man. He also hosts The Marketing Book Podcast, where he interviews authors every week about the latest in modern marketing and sales.

Related Posts

How to Find More Qualified Sales Prospects and Stop Chasing Your Tail

Not all sales prospects are created equal, and the better you’re able to quickly spot the differences, your prospecting and sales efforts will become more efficient and pay greater dividends.

Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting.

Your Customers Are Calling You. Are You Picking Up?

  In today’s world, there are many easy ways to connect with others -- you can text, email, or video chat someone on your phone all with a click of a button. Even with all of these easy ways to communicate, old habits die hard when people want to reach a company. Believe it or not, people still pick up the phone and call companies ... but not all companies have someone there to answer their calls.