Dialing The Social Media Police

Engaging in social media is a risky activity. You never know what to expect from your audience. They can rave about you, but they can just as well cause you the big problems that seriously affect your image. The risk can never be eliminated and the consequences have to be expected, but there are two must-dos that mitigate the risk.

  1. Preparation: Before embarking on social media activities, you should have scouted out your audience. How social media savvy are they? How large is the audience? What is the level their clout? What typical conversations (about your brand) are already taking place? Et cetera. Finding the answers to these questions helps you determine whether the audience is willing and able to embrace you within the social media space. It helps you fine-tune your expectations, priorities and going-in position.
  2. Policy: Create a social media policy for those who will be involved. This creates clarity on what can and what cannot be done while engaging in social media. Prepare not only general guidelines for everyday social media activities but also prepare specific guidelines for special occasions such as publicity dramas and compromised accounts (hackers).

Know what to do when going in. Know what to do once you’re in.

A Little More Conversation And A Little More Action Please

It’s good to listen to consumers and it’s good to talk to consumers, both online and offline. But as they, talk is cheap. The conversation factor can have a positive effect on your brand image, but it doesn’t always drive the bottom line (and consequently shareholder value). If you don’t know why you’re entering the conversation, stop talking.

The conversation requires proper preparation. Set clear objectives on what you’d like achieve with the conversation. Document the required and invested resources. Measure the outcomes. Evaluate your outcomes versus your objectives and determine your return.

If the return is positive, then that’s great. Continue to engage in the conversation, look where you can improve your return and execute those ideas. If the return is negative, reevaluate your approach by changing variables like tone, content and frequency. Don’t be afraid to pull the plug if results aren’t positive but aim for improvement first.

Plan the conversation you intend to have. Turn conversation into conversion.

Opaque Transparency

Online customer reviews are one of the developments that have raised the popularity of social media. Many retailers offer customers the option to write and read reviews about the products they sell. Customer reviews form a great complement to professional reviews. Whereas professional reviews can tell us how good a product is to use, customer reviews can tell us how good a product is to own—and—how good the retailer is.

There is risk involved though. One recent case involved Belkin’s representative of Amazon.com. Mr Bayard not only offered to pay customers $0.65 per positive review of Belkin, he also wrote positive reviews himself using pseudonyms.

Social media can make a lot of a company’s marketing more transparent, but cases like these make it a false sense of transparency. I hope that companies take an ethical point of view when dealing with customer reviews, but there will be exceptions unfortunately.

There might be more than meets the eye. Be critical.

Social Media And Your Customer Contact Cycle

With every product/service you’re marketing, selling and servicing, you’ll have a customer contact cycle. The customer contact cycle consists of touch points that represent moments of interaction (contact) with your consumer. There are roughly four stages:

  • Awareness: When a consumer is first exposed to your product. Examples are reading a review or seeing an ad.
  • Interest: When a consumer becomes interested in purchasing your product/service. Examples are visiting the shop or trying out the product.
  • Purchase: When a consumer buys your product/service.
  • Service / Re-Purchase / Renewal: When a consumer comes back with a problem or with an intention to re-purchase/renew.

Social media provides new opportunities to enhance the customer contact cycle with new customer touch points. Using tools like Facebook and Twitter, it’s possible to have a continuously open channel with customers. Leverage social media as customer touch points to increase interaction with current and prospective customers, create an open brand image and enable cross-selling and up-selling.

Take advantage of social media to enhance your customer contact cycle.

Hello, Is There Anybody Out There?

When you’re broadcasting messages to people, do they listen? Do they respond to your ads, do they click on your links, do read your newsletters, et cetera? If the results are underwhelming, try some of these approaches:

  • Content: Rewrite the content to be more about them than about you. While messages should cover what you’re promoting, they should also emphasize the benefits to users. Scrutinize your content and check whether its relevance is high enough for your audience.
  • Form: Experiment with different types of headlines to different audiences. The headline of a press release should catch the attention of a journalist, but at the same time, it might not be enticing enough for a consumer. Play with the layout and the use of images to make your message more attractive or reader-friendly. Make use of consumer (eye-tracking) studies to see what areas should be focused.

Don’t be afraid to throw spaghetti at the wall and see what sticks.