How can B2B marketers develop and leverage a trusted leadership relationship with their business audiences into leads and revenue.
According to Paul Gillin, co-author of Social Marketing to the Business Customer, certain social media outlets reach B2B customers and prospects more effectively in that regard:
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Blogs crafted around search-specific key words play the major role in establishing a leadership position for brands in specific markets.
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LinkedIn, a business targeted, helpful online community generates higher quality leads.
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Entertaining YouTube videos that offer valuable information to address specific business issues are the most effective way to educate a business market.
Above all, Gillin emphasized that in the current business environment where customers “own the conversation,” companies looking to succeed with social media must remember they have to “get permission” to sell to customers and prospects by helping them first.
He urged marketers to enter into social media efforts not with the attitude of “How do I sell?”, but by asking, “How do I help?”
You can find a full report of his presentation here. (link to press release in pressroom)
A video will be posted on this page soon.