Social media

Focus roundtable: The Rise of Pinterest in B2B

Focus1 300x300 Focus roundtable: The Rise of Pinterest in B2BBy Alexandra Reid

For those of you who have been living under a rock for the past few months, Pinterest is a new, visually stunning social bookmarking site that is breaking records for new visitors. It received nearly 11 million visits the week ending Dec. 17, 2011, outranking Google+, and experienced a fourfold increase in unique visitors from September to December. I’ve written on Pinterest here before, but I thought it might be helpful to also share with you the recording of a Focus roundtable I participated in yesterday on the rise of Pinterest in B2B.

The panel of speakers, which consisted of Constance Aguilar (Abbi Public Relations), Amanda Maksymiw (OpenView Labs), Karlie Justus (Yep Roc Music Group) and myself, along with our moderator, Anne Yastremski (MarketingProfs), answered a wide scope of questions from more than 200 participants on all aspects of Pinterest and how it could fit into a B2B social media marketing strategy.

Specifically, we discussed:

  • Where Pinterest can fit in your B2B social media marketing strategy
  • How Pinterest can help your SEO, content marketing, and other B2B marketing activities
  • What ways B2B brands are already using Pinterest
  • Best practices for your Pinterest account

Follow the link, listen in and see if you can answer some of these questions yourself in the comments section below. I’d love to hear your perspective.

https://www.hidefcorporate.com/wav/rec/30/conf50230_11379910.mp3

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The #1 rule for blog content SEO: Write for your readers

reading  The #1 rule for blog content SEO: Write for your readersBy Alexandra Reid

Blogs are widely known for their SEO-driving potential because they are comprised of content, which is what search engines use to locate and index results. With Google’s Panda update, content has taken centre stage and businesses that post quality material frequently have the best chances of being noticed when their audiences search for relevant terms.

In fact, as reported by Brafton via Search Engine Land, 92 percent of marketers say that content creation is either “very effective” or “somewhat effective” for SEO, and 57 percent of marketers have said that they have acquired new customers from their blogs. On the flip side, 60 percent of business decision-makers say branded content helps them make better purchasing decisions.

I’ve read a ton of information on how to optimize content for search engines, and the vast majority of it can be boiled down into one fundamental rule: write content for your readers, not search engines.

To faithfully obey this rule, you must frequently produce quality content that your readers care about. If they care about your content, they will click on it, link to it and share it through social media, which are the top drivers that boost search engine ranking. Most importantly, if you write content your readers care about, they will be able to find you. If you address their needs, they will come to regard you as a thought leader in your space and could ultimately become a customer, and recommend you to others. Attracting the right readers, the ones that will bring ROI for your efforts, is the criterion of a successful business blog.

Writing for people first and foremost means …

1) Knowing what your readers care about

As explained by Lee Odden on TopRank, writing SEO-friendly content “starts with understanding customer segments, behaviours and preferences for information discovery, consumption and sharing. Knowing what customers care about and how those concerns and interests manifest as search keywords and social topics folds very well into the keyword research practiced by professional SEOs.”

Our Francis Moran wrote a great piece on customer segmentation, which I suggest you read for an overview of what this requires.

2) Using keywords effectively

Branching off our first point, using relevant keywords and terms in your content is an effective strategy for getting noticed by search engines. However, search engines have evolved and continue to get smarter in the ways in which they find and index content that meets their searchers’ queries. Search engines are programmed to know that keyword stuffing is congruent with poorly developed content and favour articles that use keywords naturally. Not only do search engines know when you’re trying to trick them, your readers will be put off by redundant and repetitive keywords peppered into your posts. If you use keywords modestly and effectively, the quality of your content will improve, attract readership and boost your page ranking. There are a number of keyword tools out there that can help you plan relevant content that is optimized for your target readership.

3) Writing relevant content

Search engines know when a page isn’t about what it seems to be about, and you readers will find out just as quickly, resulting in a high bounce rate and a low search engine ranking. The benefits for delivering content that meets your readers expectations are numerous, including higher page rankings, more repeat and unique visitors, link backs and social media mentions. In fact, one in five social media messages include a link to content, and 60 percent of content-sharing messages specific to an industry mention a brand or product by name. Furthermore, Google is now using its +1 feature to improve the relevancy of its search results. So, writing relevant content that is likely to be shared is well worth your while.

4) Writing unique content

Search engines also favour unique content, because that’s what your readers are most interested in. If you’re spitting out the same old drab as everyone else, readers are less likely to read it and share it, reducing your search ranking. Writing about the same stuff as everyone else in your industry also pits you up against your competitors, which could be more established than you, using the same keywords.

5) Writing content that is easily digestible

With such an abundance of content on the Internet today, your readers need to be able to identify content they are interested in and consume it quickly. Use lists and subheadings in your posts to help your readers know immediately if your post provides the information they are looking for, and include links to additional helpful information. Apart from helping your readers, links inform other bloggers that you have used their content and direct them to your site. If they like what they see, you might receive a link back in return.

What do you think? Are you writing SEO-friendly content?

Image: Publishers Press

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The vital role of social media in a changing B2B revenue cycle

computer handshake 300x200 The vital role of social media in a changing B2B revenue cycleBy Alexandra Reid

With the rise of social media, today’s B2B sales landscape is more complex than ever before. There are hundreds of social media channels. Within them, a vast number of conversations are taking place, from short greetings to passionate discussions about businesses and their products, new social and technology trends, even what people had for breakfast.

The process of digging through these conversations, uncovering qualified leads, developing them into prospects and closing sales through social media is becoming even more complicated as revenue cycles shorten and large sales become less frequent in a struggling economy.

A recent report from MarketingSherpa explains the changing landscape of B2B transactions and states that average deal sizes have declined since 2010.

In 2010, 19 per cent of organizations indicated average deal sizes of $1,000-$10,000, and in 2011, this increased to nearly a third of all respondents. The percentage of organizations indicating an average deal size of less than $1,000 doubled from 2010 to 2011. The decline of response levels indicating any deal size category over $10,000 further supports the key finding.

In a subsequent report, MarketingSherpa explains that the relationship between average deal size and length of sale cycle is tight. Decreasing deal sizes for B2B organizations corresponds with shorter sales cycles. The reverse is also true.

MarketingSherpa adds, “The larger the deal size, the more complex the buying process will be. Organizations with larger deal sizes, longer sales cycles, and more parties to convince, may have a greater need to establish processes for lead generation, qualification, scoring and nurturing.”

As longer revenue cycles could mean fewer opportunities for large deals in 2012, B2B businesses must take great care to make every lead count. To maintain interest over the long-term, B2B businesses must provide information and engage in meaningful conversations to keep interest alive in each individual prospect. This requires great organization from community managers and social media marketers alike to attract and keep track of prospects to develop valuable relationships.

Here are some tips for B2B businesses to attract, uncover and nurture leads over the long run to ensure best chances of making the sale.

Attract

  • Calls to action are critical: This point comes from Jeffrey L. Cohen on MarketingProfs, who explains that CTA’s should be part of all content you create. “Many B2B companies go through all of the trouble of creating a blog and sharing the links through their social media profiles, but never provide a way to convert those visitors into leads,” he says. A suggested tip is to include a link at the end of a blog post that offers a reader the opportunity to learn about a topic in more depth by downloading an ebook.
  • Optimize your social media landing pages: Brian Massey at Search Engine Land explains the anatomy of a great social media landing page, how it can attract leads and nurture them into prospects or even brand champions. He says that educating people on your business and its product(s)/service(s), exposing the opinions of others, starting meaningful conversations and streamlining design are all vital to attract and convert leads.
  • Share great content that leads prospects back to your site and establishes you as a leader in your space. But don’t go overboard, especially with links. Follow on average the 80-20 rule that suggests only 20 percent of content shared by businesses is about the business itself. For the rest, provide information from outside sources that supports your cause and other helpful tidbits of information. Always remember to value quality over quantity.

Uncover

  • Determine your keywords: Knowing what to search is vital for uncovering qualified opportunities. There is a whole host of keyword tools out there that you could use. For instance, I use Google Adwords keywords suggestions. You could also search your competitors on LinkedIn and see what “specialties” they list.
  • Search your competition: Look at whom they are connected to, where they have established a presence and conversations in which they are participating to find additional opportunities to find and convert leads.
  • Follow conversations: Instead of simply engaging a prospective individual, determine if they have influenced or engaged anyone else in conversations that could be relevant to your business. For instance, if someone tweets something of interest to you, see if they used anyone else’s handle in the tweet. Conversations between two people can quickly become webs and spawn other, separate conversations that can span multiple social channels. Bridge conversations to uncover the most leads. However, you must be aware of how you jump into conversations to ensure you don’t come across as creepy. Some social media users have compared the business practice of following conversations to stalking. Tread lightly.

Nurture

  • Segment: Our Francis Moran wrote a great piece on the importance of segmenting your marketplace. “The key to segmenting the marketplace is to identify those traits – some demographic, some taste-based, many certainly geographic – that define the customers most likely to be interested in your product or service,” he says. This process tells you a lot about who you’re trying to sell to; it also gives you a lot of insight into the positioning and messaging that will be effective to reach them. As emotion-based appeal is the most effective, social media can be a wonderful tool for identifying and playing to the emotions and passions of the people you are targeting to develop valuable relationships.
  • Score: Lead scoring is the practice of using an algorithm to assign a ranking to a sales prospect based on an understanding of the prospect’s interests and buying intentions. Social media activities can be quite expensive, so in a tight economy, this is an important step for time management. There are a number of tools out there that can help you do this accurately. Otherwise, you can ballpark it yourself, using a scale of 1-10 for interest level. Spend more time engaging those prospects who are most likely to buy.
  • Spreadsheets: List the prospect’s name, contact information (social media and other), and the conversations you have had with them by date to develop relationships and ensure you don’t repeat information.

How are you closing sales using social media?

Image: KazExchange

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January roundup: What does it take to bring technology to market?

January calendar  300x225 January roundup: What does it take to bring technology to market? This week marked the one-year anniversary of our new blog. We thank you for being with us and participating in our conversations, which covered a whole host of technology marketing issues.

Last month, we offered new counsel for startups from startup founders themselves. Screenreach, Host Analytics, CommentAir, Genevolve and NanoScale all weighed in on the specific issues that all entrepreneurs should be aware of, including the importance of strong teams, ways to overcome the status quo, how to ensure your product meets a specific market demand, attracting a flagship customer, and how to bring to market a compelling product that is protected by a rigorous intellectual property strategy.

We also explored the benefits that could come from industry and academia working together, what an IP coordinator should know and tribes in a techno world. Of course, this list just scrapes the surface. Read ahead for more.

January 3: When selling yourself as faster and cheaper is no longer enough: Part 2 by Francis Moran & Leo Valiquette

January 10: Putting your assumptions to the test by Francis Moran & Leo Valiquette

January 18: Wanted: Partners willing to take a leap of faith by Francis Moran & Leo Valiquette

January 23: What an IP coordinator should know: Are we getting value for our money? by David French

January 25: Dealing with the devilish details by Francis Moran & Leo Valiquette

January 30: Preparing for a major offensive by Francis Moran & Leo Valiquette

January 31: You really can achieve great things when industry, academia work together by Jason Flick

And on a related note…

In addition to our series, our associates and guest bloggers were also busy writing on a great range of topics. Here are our other posts from January, as ranked by the enthusiasm of our readers:

January 17: The impact of infographics on marketing, journalism by Linda Forrest

January 19: Why we value blog comments, even if they’re not all constructive by Alexandra Reid

January 26: The camel’s nose marketing strategy by Francis Moran

January 24: Five reasons why B2B businesses should start looking at Pinterest by Alexandra Reid

January 5: The two-horse race most startups don’t even realize they’re running by Francis Moran

January 11: Important points B2B businesses should consider before launching a Facebook brand page by Alexandra Reid

January 12: Best of: Embargos and how to use them effectively by Danny Sullivan

January 20: How are you writing the story of tomorrow? by Francis Moran

January 4: The big and bold social media issues raise by Noah Kravitz vs Phonedog.com by Alexandra Reid

January 16: The prime minister is calling: Are you prepared for success? by John Craig

January 9: Tribes in a techno world by Bob Bailly

January 6: I’ve got some bad news…The role of PR in sharing bad news by Linda Forrest

January 27: Best of: Online communications can make or break your reputation for customer service by Linda Forrest

January 13: Have you got the write stuff? by Linda Forrest

Image: Yahoo

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B2B businesses should establish a PRO presence on Vimeo ASAP

vimeo  300x166 B2B businesses should establish a PRO presence on Vimeo ASAPBy Alexandra Reid

Vimeo recently announced a number of site upgrades that will help businesses upload, showcase and share videos faster, wider and more beautifully than ever before.

The video hosting and sharing platform’s popularity skyrocketed last year, with an 82 percent membership and 48 percent unique visitor increase from 2010. It’s a good thing then that Vimeo decided to update its features to compete with other popular video channels in 2012. As a huge fan of Vimeo myself, I look forward to seeing these numbers increase further, and with all the hype surrounding “new Vimeo” I suspect they shall. Vimeo even attracted the attention of BBC News, which reported that the channel could pose a significant challenge to YouTube in the coming year.

Vimeo is a popular channel among B2B businesses because of its PRO accounts, which are designed specifically for commercial purposes and therefore have superior player, compatibility and video quality. As explained by VentureBeat, “Vimeo has worked to differentiate itself from YouTube by providing a more professional, commercial-free service with fewer restrictions.” It also intended PRO accounts to be affordable for small businesses, providing a great platform for new ventures to showcase and promote their products and services, without the worry of advertisements creeping up in their videos.

With PRO, businesses can enjoy advanced statistics, unlimited HD uploading and HD embedding with mobile, tablet and TV support. PRO accounts also allow businesses to create unique, stand alone, fully customizable portfolios with built-in video SEO without any Vimeo branding. Businesses can choose to keep their accounts separate from the Vimeo community or join the community through a “Community Pass” system.

Vimeo’s upgrades are primarily intended to maximize the video sharing and viewing experience with a redesigned video page that allows faster uploading with simpler and more organized features that help users “share, connect and learn” more easily.

Vimeo says on its blog that it will share more information about its new features as they are rolled out in the coming weeks. For now, users must request to try the new site.

Features include: a new video page that provides bigger videos, better tools and new keyboard shortcuts, better browsing and search options, the introduction of a newsfeed to provide more information about your community, a follow feature, a recently viewed and related videos feature, faster uploading with the option to upload multiple files, better privacy control and the ability to search videos with creative commons licenses, which is possibly a reaction to the SOPA/PIPA protests, reports CMS Wire.

Some features, such as follow, news feed and multiple file uploading, resemble those provided by Twitter, Facebook and YouTube, so you can see the strategic moves the channel is making to compete.

The surge in new membership and visitors combined with these new features will make Vimeo a powerful social channel in 2012. For these reasons, I suggest B2B businesses establish a presence there ASAP.

Questions or comments?

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Online communications can make or break your reputation for customer service

This is the next entry in our “Best of” series, in which we venture deep into the vault to replay blog opinion and insight that has withstood the test of time. Today’s post hails from December 2010. We welcome your feedback.

Fotolia 27389812 XS 300x2002 Online communications can make or break your reputation for customer serviceBy Linda Forrest

Customer service is an area of keen interest for us, as those who regularly read this blog will know.

It’s clear that the increased adoption of social media in recent years has had a tremendous, we think positive, impact on customer service. The fact is that online communications can act as a logical extension of effective customer service programs, but can also fail miserably if the organization doesn’t have a solid strategy in place as well as the systems to support that strategy, the people to run it and a commitment to ongoing success in this area.

Am I a customer service expert? No, but I am a life-long consumer, and an adept marketer of technology products and services. These two things combined give me a well-rounded perspective on how online communications, including social media, can be the lynchpin or the undoing of your reputation with customers, prospects and the industry in which you operate.

Let’s first examine the systems that drive your customer relations efforts.

Over the years, through various clients and prospects, we’ve been exposed to a variety of technologies that make the back-end of customer service systems more effective and efficient. Knowing that technologically there is a better way than the impersonal, automated, aggravating methods that many companies deploy, and suffering through these inferior systems is especially painful. We’ve all had the phone ring, only to pick it up and hear dead air while the predictive dialer connects you with an agent. We’ve all started a customer service session on one channel – phone, email, Twitter, live online chat, etc. – to then move to a different channel and have to reiterate all of the basic information all over again, as though the first part of the session never took place.

I know for a fact that there are effective technologies you can adopt that will make support sessions run smoothly. It’s a rare case when a customer calls your support center to report that everything is on track; rather, it’s usually when there’s a problem that they reach out. Why ruffle feathers further with ineffective systems that just add to the aggravation? In a word, don’t.

The fact that in our media-centric world the consumer is empowered to share their thoughts on a product or service, instantly, without barriers, over social media, is both exciting and terrifying, isn’t it? If someone has a great experience, they broadcast it and everyone knows it. If someone has a terrible experience, the same is also true. How you respond to customers – those with kudos and those with complaints alike – is what will determine your reputation at large.

So, you’ve got the right customer support technology in place. The next piece of the puzzle is people. This is a critical part of the equation, especially in this citizen-journalist climate where everyone has multiple broadcast channels of their own, be it YouTube, Twitter, LinkedIn, Facebook or the like.

You need to have sufficient team members monitoring these channels for mentions of your brand, good and bad. With a cohesive strategy in place, your team is empowered to respond to brand mentions and engage in reparations where appropriate.

These comments may reside on your own communications channels – forums on your website, comments on your YouTube channel, posts on your Facebook wall, Tweets to your handle, etc. On owned channels, monitoring of the discussion should be an obvious task that’s already taking place. There should be clear customer support mechanisms on your online properties. Don’t make it difficult for your market to interact with you. Obscurity is a fraud to hide nothing.

Savvy companies know that negative feedback is nothing to shy away from. If your customers are not shouting in your ear, they’re shouting in someone else’s about how crappy you are. Better that you know what’s being said about you so can make steps to fix whatever is wrong.

There have been some great posts written about this topic, that I would highly recommend reading if this topic is of interest to you, and it should be, regardless of if you’re in B2B, B2C or a consumer.

B2B Social Media and the Customer Service Funnel

A Loyal Follower Is Hard To Find (And Keep)

Why Social Media is Inseparable From Customer Service

Picture from: Yackie Mobile Blog

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Five reasons why B2B businesses should start looking at Pinterest

pinteres P Five reasons why B2B businesses should start looking at PinterestBy Alexandra Reid

Although still invite only, Pinterest is skyrocketing as a popular social media platform among businesses and consumers. And while it’s not critical that B2B businesses launch their own boards right away, it’s certainly worth your while to check out the site and determine if and how it could be worked into a social media marketing strategy.

I’ve played around and done the research on behalf of our clients, and thought it might be helpful if I shared my findings for other B2B businesses interested in pursuing the new social channel.

What is it?

Pinterest was founded in December 2009 in Palo Alto and achieved closed beta status in March 2010. In October 2011, the company secured $27 million in funding and in December the site became one of the top 10 social networks, according to Hitwise data, with 11 million total visits per week.

Pinterest is an image-based platform, similar to Flickr in some ways, which connects “everyone in the world through the ‘things’ they find interesting.” By creating your own board(s) you can organize and share things you find on the web. You can also browse the pinboards created by other people and repin and comment on their images.

Pinterest supports cross-platform engagement, as it allows individuals to register via Facebook Connect and Twitter. It also encourages attribution of the original source of images, directing people to “pin from the original source,” “pin from permalinks” and “give credit and include a thoughtful pin description.” While the site does not have an e-commerce function (yet), it serves to direct people to sites where items can be purchased, even allowing individuals to post price tags through descriptions.

While the site is currently most popular among consumers and B2C businesses, its features also cater to B2B marketers. Here are five reasons why B2B businesses should take notice.

1) SEO

As explained previously, Pinterest encourages people to pin from the original source and so provides a wonderful inbound link opportunity. Not only can you pin images with links to your own website and social media pages on your boards, others are directed to do the same with your content. To help users do just this, Pinterest provides a bookmarklet to let users pin as they browse the web as well as a “Pin it” button for websites. Search Engine Land recently offered some good tips on how brands can use Pinterest for local SEO, which I suggest you check out.

2) Content marketing without the huge demand for engagement

Unlike other social sites such as Twitter and Facebook that can demand heavy user engagement on content shared, Pinterest requires little, if any, interaction with others, according to Social Media B2B. While Pinterest provides the opportunities to repin and comment, the requirement to do so is less demanding than other social media channels, while the platform offers the freedom for brands to “push out content on their own time.” Pinterest allows promotion of many different kinds of images, including product shots, infographics, photographs or even websites. For brands that are active on Facebook and Twitter, Pinterest encourages social sharing through channel integration.

3) Niche marketing

Pinterest encourages users to pin what they care about, helping brands visually demonstrate their niche expertise. Well-tagged images can be searched through the site, helping users find exactly what they are looking for, no matter how focused the request. People using the site are known to seek items that are interesting and unique, presenting a great opportunity to B2B businesses to showcase their offerings. I’ve read that the search function is still in need of work, however, so do be sure to use tags and appropriate descriptions on your images to help others find you.

4) Market feedback

Pinterest images can be commented on much like blogs, in a chain of conversation attached to the pin. Organized comments are a great way to determine a market’s receptiveness to a given product or service and also reply to important questions and concerns. Repins can also provide some indication as to a visually represented product or service’s popularity. For new businesses, or established businesses launching a new product, this feedback can be invaluable.

5) Collaboration

In addition to personal boards, Pinterest provides open boards, which allow multiple users to contribute images. This is a great way to encourage users to post their own images of a product or business alongside those pinned by the company itself. For example, if your business attends a trade show, you could post your own images while encouraging other trade show contacts and influential attendees to post images too, bridging valuable relationships while demonstrating to others your involvement in your industry’s community.

What are your first impressions of Pinterest?

[tags] Pinterest, B2B marketing, B2B social media, B2B, business to business, social media marketing, social media [\tags]

Why we value blog comments, even if they’re not all constructive

blog comments 300x228 Why we value blog comments, even if theyre not all constructive By Alexandra Reid

Whether or not blog comments are valuable has been debated for a long time in the blogosphere, but recently it seems more people are standing even firmer on their chosen side of the debate.

In a recent article by GigaOm, blogger Mathew Ingram brought up the comment debate once again by calling attention to the ongoing battle between TechCrunch writer-turned-venture-capitalist MG Siegler and VC Fred Wilson. Siegler “doesn’t have comments on his blog and has written several posts defending his decision, saying they are 99-percent bile and a waste of his time,” writes Ingram. While Wilson says “Siegler is missing a lot by not allowing comments.”

Ingram goes on to list some of the prominent individuals who have decided to turn off blog comments for various reasons, including Matt Gemmell and Seth Godin.

Some of the arguments against comments cited by these individuals include:

  1. They allow anonymity which encourages unhealthy behaviour and unconsidered responses
  2. They are distracting, burdensome and have the potential to influence the way you write
  3. A significant percentage of readers likely don’t go on to read the comments of others

Both Gemmell and Godin said that turning off comments was a hard decision, and in many ways they love comments offered on their work. However, the detriments outweighed the benefits in too many cases.

Despite these claims, and holding fast to the fad of hard lines, I will state that I agree wholeheartedly with Wilson and attempt to tackle each of these arguments in this post.

Comments are invaluable to blogs, even if an individual comment isn’t valuable on its own. As for everything in life, the key is moderation.

On the issue of anonymity

It’s a sad truth that comment trolls lurk online. These sorry individuals wait for opportunities to pounce on unsuspecting bloggers, anonymously (but sometimes with their real names) attacking the author, subject(s) and/or commenter(s) for the purposes of attracting attention and steering the conversation in whatever ways suit their perverse objectives.

Moderating comments will prevent trolls from entering your space. But, while it’s important to prevent obviously senseless negative comments from tarnishing your conversations, blocking comments won’t stop the trolls entirely – some will prevail by finding other outlets and conversations to smear with their disagreeable dribble.

For this reason, I find it rather odd that Gemmell states that he prefers people to connect with him on Twitter if they wish to comment on his content. Um, I hate to break it to you, but it’s pretty darn easy to whip up a fake Twitter account and post the same ill-considered comments there. I suppose you could always flag them as spam and report abuse, but I don’t see how this saves you any more time and burden than if you had just done so on your own blog through moderation. (Side note: Seth Godin only uses Twitter to tweet his blog feed and follows no one). On the contrary, directing people to post comments on various social media channels disperses opinion in such a way that makes it harder to track. Why not have all comments centralized in one, easy to access location such as your CMS?

The good news is that the majority of anonymous commenters that do get their comments on your site don’t get positive reactions from other commenters. In a recent study, popular comment system Disqus reviewed 500,000 comments and concluded that just 34 percent of anonymous comments received positive reviews from other readers, compared to 51 percent of comments left by people using their real identities and 61 percent of comments left by users using pseudonyms.

So, allowing comments with moderation will prevent trolls and ill-considered responses while allowing real people with real opinions that receive positive reactions to come through. In addition, by fostering healthy blog conversations through moderation, people can be quick to point out when someone’s comment is feckless, often ignoring the comment completely, stating outright that it is wrong, or by going the extra mile and explaining why it is wrong.

The benefits of receiving and making public these comments are numerous.

In a social media world, where ideas can become diluted and stretched across a vast number of accounts and in various forms of media, the value of a well-thought out comment is amplified.

Mitch Joel over at Twist Image said it well:

Forget the popularity of platforms like Twitter, Facebook, Google+, LinkedIn and more. Focus on this: if someone reads and appreciates a blog post, they now have many more options to share what they think about… Knowing that people can share, comment or create in their own space (with their own friends) means that the value (or dare I call it a gift) of a comment on the blogger’s environment is not only the highest of praise, but it could well be one of the highest forms of engagement.

B2C blogger Dana Prince builds upon this point:

… if you allow comments, even ones that aren’t always gushing, you’re showing that you’re open to discussion and that you are interested in what people have to say. If you see an issue you can deal with, you’re working on your reputation management publicly. You always have the choice of posting or not posting a comment but letting the less-than-rave comments through demonstrates a genuine desire to continually improve.

On comments being distracting, burdensome and influential

Anil Dash, an entrepreneur and blogger living in New York, has managed to foster an environment on his blog that encourages excellent comments. In a great post called “If your website’s full of assholes, it’s your fault” (it has received 218 comments to date) Dash explains that if you run a website, you need to “take some goddamn responsibility for what you unleash on the world.” In other words, if you feel that moderating comments is too much of a burden, too bad. It’s your responsibility to do so and you had better budget for it. He offers some helpful steps for allowing comments with moderation (while also tackling the issue of anonymity):

  1. Have real humans dedicated to monitoring and responding to your community
  2. Have community policies about what is and isn’t acceptable behaviour
  3. Your site should have accountable identities: people don’t have to use their real names or login via social media, but truly anonymous commenting often makes it really easy to have a “pile of shit” on your website, especially if you don’t have dedicated community moderators. Instead, let users pick a handle (pseudonym) that is attached to all their contributions in a consistent way where other people can see what they’ve done on the site.
  4. Have the technology to easily identify and stop bad behaviour
  5. Set a budget that supports having a good community, or else find another line of work. You must allocate resources towards moderating your website. If you want to save money, turn off your web server, says Dash.

Continuing along Dash’s trail of thought, I also think that if you are a writer, you should have the ability to absorb the opinions of others and decide what you want, and don’t want, to influence your work. If you are so easily persuaded, find another line of work. I am a huge fan of Seth Godin, and know he’s an individual who consistently writes unique and thoughtful posts. I respect that perhaps blog comments don’t work for him. But I also agree with Ingram’s statement that “A blog without comments is simply a soap-box.” As bloggers, I believe we have the responsibility to listen to the opinions of others, take into consideration what we deem valuable, and explain to others what isn’t valuable. Otherwise, what’s the point of blogging in the first place?

Readers don’t read other readers’ comments

I’m sure that many people don’t read comments, but I know for a fact that many people do. I’m an avid comment reader myself and have seen the chains of conversation that initiate from individual comments, often creating enough content to become blog posts of their own. I use comments to come up with interesting angles for blog posts and social media discussions, and as validation for my arguments and that what I’m reading is important to other people. I read comments to discern whether an organization is transparent and really cares about its fans. I read comments to improve my understanding of a topic, as they often lead me to pursue other resources. Comments lead to conversations and help me develop relationships with others. Sure, lots of people simply post comments for the selfish reason of linking back to their sites, but with regular moderation you should be able to comb through the garbage and foster those helpful converations that matter to your readers.

I hope the arguments raised in this post serve to assure you that it is entirely worth the effort. What say you?

Image: John Chow

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Important points B2B businesses should consider before launching a Facebook brand page

facebook logo 300x300 Important points B2B businesses should consider before launching a Facebook brand pageBy Alexandra Reid

Francis Moran and Associates now has a branded page on Facebook. As the community manager here and a social media professional, I’m delighted. But I think it’s important to explain why we took so long to decide that this was a good idea, in case any of you are also humming and hawing about allocating resources to support activity on this platform.

The value of Facebook to B2B businesses has been debated for some time. While the platform was launched in 2004, it didn’t gain major traction among businesses until 2009, and even then it was considered to be primarily a B2C channel. Only until recently has it become more or less conclusive among social media professionals that Facebook can also be an extremely powerful B2B channel.

As Facebook is still so new to businesses, best practices for using brand pages are still in the works. In fact, Facebook didn’t launch it’s own advisory guide, Facebook for Businesses, until July 2011.

Reports on brand progress on the channel have emphasized evolution, maturation and even triumph, with many highlighting “experts” who have seemingly managed to conquer the platform and steer their brand pages towards success.

Indeed, in 2012, brands are expected to become more sophisticated in their use of the channel. Last year, the focus of brands on Facebook was engagement, but in 2012, “it’s going to be all about performance and monetization,” reports VentureBeat.

Return on investment — that’s the social media kicker. While we have long understood the value of Facebook for spreading brand awareness, promoting content and establishing thought leadership, the real value is in fostering great relationships with individuals for the purpose of business development. While we agree that many businesses have “figured out Facebook” in that they use it for more than simply broadcasting messages, the vast majority is still working out kinks in their strategies.

While there may very well be Facebook pros out there, I’m skeptical of the inclusiveness of reports and the tooting of self-proclaimed experts who say businesses are dominating the channel and therefore all businesses must immediately establish a presence there. I can’t conceive of why we are producing all of these guides and “how to” blog posts if there is not still a substantial number of brands out there seeking help.

That’s why we gave ourselves the time to pause, think deeply and take three long breaths before joining. We learned the potential pitfalls, studied the merits, developed a deep understanding of the challenges and opportunities for success and worked out a sound strategy for engaging on the channel before diving in with shallow knowledge headfirst. We recently joined because we feel that more businesses have ironed out major wrinkles in their strategies and are starting to engage more effectively. It is now more discernible to us how ROI can be achieved.

A lot of learning is done through doing, yet arming yourself with knowledge before jumping into action can only be beneficial.

Here are some points you should consider before launching your B2B brand page:

  1. Identify your goals: You can’t determine ROI if you don’t know what you’re measuring. Goals could include, but certainly aren’t limited to, brand awareness, thought leadership and business development and sales. Once you know exactly what you want to get out of the channel, you’ll be able to conduct further research to devise a strategy to meet those goals.
  2. Research your competition: What is your competition doing on the channel and what potential areas are they failing to address? This step is the start to developing a unique voice on the channel and providing competitive content.
  3. Find your people: A lot of these individuals will be uncovered as you research your competition, but you can also seek them out on other channels such as Twitter, LinkedIn and personal Facebook profiles and address books. Build a list of connections that you can invite on your launch day.
  4. Lay out a content strategy: What, exactly, will you share with your community? How often will you post? You should be able to determine this by researching your competition and also the individuals themselves on their own social channels. Lay out your content strategy for the first three months if possible. This should include both written and multimedia content.
  5. Determine your promotion strategy: How will you let people know you’re on Facebook? For example, you could use other social channels to promote your page, add a like button to your website, comment on other blogs of relevance while linking back to your page and even blog about it. (Gasp! My motive for this blog post has been revealed!)
  6. Set up measurement methods: Facebook provides insights for its pages, but this information is quite limited. Depending on your goals, you will want to set up separate spreadsheets for measuring progress over time. For example, I measure page likes, comments made on our content, comments I make on other page content and number of posts published per week. I will also keep track of important individuals with whom I’ve engaged and track any leads, if and when they come about.

If you are a B2B business facing problems or have questions regarding any one of these activities, we’d love to hear from you. You can drop us a line in the comments section below, tweet us, connect with us on LinkedIn or Facebook or contact us through the additional options provided on our website.

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Putting your assumptions to the test

This is the fourth article in a continuing monthly series chronicling the growth path of Screenreach Interactive, a startup based in Newcastle upon Tyne in England’s North East. Screenreach’s flagship product, Screach, is an interactive digital media platform that allows users to create real-time, two-way interactive experiences between a smart device (through the Screach app) and any content, on any screen or just within the mobile device itself. We invite your feedback.

FM startup banner head ART1 300x145 Putting your assumptions to the testBy Francis Moran and Leo Valiquette

In our last post, we looked at Screenreach Interactive’s recent inroads in the radio and television industries, including its appearance on Popular U.K. television program The Gadget Show at Radio Festival, Europe’s top radio industry event, and its new “experience” for long-running U.K. current affairs program Dispatches.

But making a splash at major industry events and with high profile clients demands one thing – a compelling product. But a compelling product can’t be developed in a vacuum; it must address a clear market demand. As we have emphasized time and again on this blog, marketing and product development must work together from the get go. To quote guest commentator Ronald Weissman, “Great companies constantly test the market, for validation and feedback.”

The team at Screenreach has taken this to heart. With a new version of the Screach app expected to launch in February, every effort is being made to solicit input from beta testers and prospective users. In this post, we’ll look at how Screenreach approaches the beta testing process, what third-party tools it has found to make life easier and the lessons it continues to learn along the way.

In beta with social media

While the team is reluctant to reveal too much about the new features and functionality that will be included in the new version of Screach, it is safe to say the app has been in a constant state of evolution since its launch in the summer of 2010. Market feedback has been fundamental to the process, with social media emerging as a primary means to attract and engage with users.

Screenreach’s blog has proven to be a useful tool and this time around, the lure of winning a MacBook Air is an added incentive. But building a community following on Twitter has been fundamental to mustering a strong and outspoken group of testers. The team has built its following by getting involved in specific industry conversations on Twitter and constantly discussing Screach through the micro-blogging platform.

“There is a need to strike a balance between too few and too many beta testers,” said Screenreach CEO Paul Rawlings. “Realistically, you may have a lot of people signed up for beta testing but experience has shown us that only 25 percent of those will actively download the app and provide feedback – perhaps even less. So from that point of view you need to account for drop off.”

The mobile platform being tested also impacts how large the group can be. At this stage, Screenreach is only testing the iPhone version and Apple limits beta tester groups to 100. Google, on the other hand, imposes no such limitation for the Android.

Finding the forest among the trees

It’s one thing to build a strong community of beta testers who are willing to provide useful feedback and quite another to manage the logistics of all that crowd-sourced input and distil it into meaningful data. For that, Screenreach has found two useful third-party tools.

The first is Test Flight, a free web service that provides developers with an easy means to distribute their beta apps for testing. For the Screenreach team, there just isn’t anything else comparable.

“TestFlight has proved to be a useful tool for us, it has a great dashboard and organizing tools,” said Rawlings.

However, its current version does have one drawback.

“One problem we have experienced with TestFlight is that it only allows you to assign one account to your device which has posed problems when a beta tester has previously registered another account,” said Rawlings. “It means they have difficulty swapping the accounts over – this was something we were already aware of and could help the testers resolve but it’s definitely something you need to be aware of. Anything that inhibits the tester from downloading the app as quickly as they need to obviously isn’t great.”

The other tool is Get Satisfaction, an online platform for brands to host their community of users.

“We looked around at a number of tools that could be used to collate feedback on the new app and we chose Get Satisfaction for a couple of reasons,” said marketing manager Sarah Athey. “First, we really liked the way it allows a user to categorize their posts, it means we can manage feedback based on whether it’s a question, idea or problem. It has useful admin features too, such as a management view which helps to track and stay on top of all your posts.”

The Screenreach team never really considered handling these kinds of logistics in house.

“Third party apps like Get Satisfaction are good at what they do and make it easier to categorize feedback topics and assign the best team member to respond to a specific question, problem or idea from a tester,” Athey added. “It also creates a forum for testers to compare notes with each other and for the whole team to get involved in these conversations.”

In some instances, however, nothing beats good old fashioned face-to-face contact. While Get Satisfaction has proven effective for engaging in conversations through online forums, the Screenreach team has still found it useful to hold focus groups for feedback on the Screach experience for versions that have been customized for a specific market vertical, such as television programming.

“We’ve also had a couple of testers who have really gone the extra mile and their fresh perspective on Screach has been fantastic, so we’ve thought about inviting them in to meet the team and see the impact their feedback has made,” said Athey. “Some of the testers put a lot of their time and thought into the process and we’re very grateful for that.”

Lessons learned

Despite the benefits of using social media and specialized third-party tools, the team has found that the process can be more complicated than expected, with a host of small details to manage around the release to ensure the install of the beta version is as painless as possible for testers.

“One thing we’d say is make sure you have the full team involved in the process. Everything that comes out of this involves just about every aspect of the organization,” said Rawlings. “It’s also an interesting way to generate new ideas within the team. We’ve always placed great emphasis on every team member being deeply involved in the user and client perception of Screach so this is an important part of that.

“For example, your developer needs to be ready with the technical aspect of things but this has to be correctly communicated to your marketing person for them to translate that message to the user. Then there will be feedback that revolves around design or bugs or product questions in general – you need to have all of the correct people on board to answer these questions.”

One risk the Screenreach team took was opening beta testing during the holidays.

“We took a bit of a risk, but as it turned out, it meant our core testers had free time on their hands to get more actively involved,” said Rawlings. “You need to be aware of things like this.”

The important thing, Rawlings added, is to immerse yourself in the feedback that you receive by asking followup questions to understand the thought process behind why a beta tester is making a specific suggestion.

The learning process never ends. The new version of Screach will soon be pushed out to Android beta testers, which promises to provide a whole new flood of feedback given the growing variety of Android devices that are now available.

“We’re aiming to launch in February so things are very full on at the moment and the beta tester feedback is at the heart of everything we are working on,” said Rawlings.

In our next instalment, we will take a closer look at the launch efforts for the latest version of Screach, provided, of course, that the team’s best-laid plans do not go astray.

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