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Marketing Professional Services: Three Stages of the Client Journey

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Marketing Professional Services- Three Stages of the Client Journey

No matter the industry we are marketing in, the end-game is always the same: a happy customer. How we get to that end-point is different depending on our industry, our product or service, our client’s needs or desires, and our ability to adapt to changing customer needs.

When marketing for professional services, this journey tends to be a much longer process. To ensure the happy ending, we need to follow the client’s journey from beginning to end, paying attention to each interaction with our business.

We accomplish this by creating and tracking a client journey map.  

What is a client journey map?

When you are planning a road trip, you might plot your course on a map, noting where the nearest gas stations, restrooms, and food establishments are to ensure you make it from point A to point B without a hitch.

Ok, you’d probably just use Google maps, but you get the idea right?

“A customer journey map is a similar concept to a regular road map. It allows us to view the path our clients take, from their first experience with our business through the buying decision—and every stop in between.”

customer journey roadmap

For the client journey map to be useful you need to view the journey from your client’s eyes, putting yourself in their shoes to truly understand the experience (and ultimately improve that experience).  

So where do you begin?

To plot a course on a map and follow the client journey from beginning to end, we must—of course—first know where the starting line is. When marketing professional services, sometimes that starting point isn’t so obvious.

Take my law firm as an example: When a potential client is considering engaging our firm they aren’t visiting our website, clicking on “business formation & planning”, adding it to their shopping cart and checking out.

Instead, when it comes to professional services, the process of buying decision could take days, months, even years. There are also multiple decision points to consider.  

To track these effectively, I have found it helpful to break each of those decision points up into three stages:

Stage 1: The Path to Engagement

Stage 2: Engagement

Stage 3: Post Engagement

Stage 1: The Path to Engagement

This is when a potential client has just realized you exist. They have recognized a need for the services you offer and are researching the best firm to help them address that need.

This stage is critical because they have to be aware you can assist them before they can ever engage you, however, keep in mind that this is the stage they realize your competitors exist too.  

Your competitors exist too

They’ll spend time researching your firm to determine whether or not your services are relevant to their needs. There is a decision point at the end of this stage which can go one of three ways:

No Thanks. No one likes this one of course, but it happens. A potential client looks into our firm and decides we aren’t the right one. An important fact to note is that many times, when a potential client has rejected our services during the path to engagement (or in this case path to no engagement), we don’t even know it! Often, they make this determination before ever contacting the firm.  

One thing we can do to address this is to watch what our competitors are doing.  Every time we see an ideal client being represented by our competitors we must ask the question: What is our firm doing (or not doing) that took us out of the running?  

Undecided. Sometimes the decision is to not make a decision at all. This isn’t necessarily a bad thing because when no commitment has been made, there is still hope.

When this happens, it is important to put yourself in the client’s shoes and ask that question: What is my firm doing (or not doing) that might be causing this decision to be stalled?

Let’s get started. This response is music to our ears. We’ve been hired!

That’s fantastic news, but again, we should still be asking: What is my firm doing (or not doing) that has led to this new engagement?

Stage 2: The Engagement

This is when a client learns what it is like to do business with your firm. A mantra at my firm is: Before we worry about bringing in new clients, we must be sure we are doing good work for our current clients.

The truth is, we want our to keep our clients long term. Sure, we end up with a one-off matter here and there, but the goal is to foster a continuing relationship. For that to happen, we use the engagement stage to show our clients value, exceed their expectations, and wow them at every turn.

wow your customers

A few questions to ask ourselves during this stage:

  • Are we living up to our promises?
  • Are we creating a comfortable working relationship?
  • Are we providing timely work?
  • Are we keeping a cost-effective approach?
  • What is our firm doing (or not doing) to improve the client experience?  

Stage 3:  Post Engagement

Hopefully, we’ve made a positive impression during stage 2 as we enter into this stage 3. In this stage, the initial engagement has ended, but remember: we aren’t after the incremental revenue of a one-off engagement. We want to follow this journey even after the job is complete to encourage repeat business.

the business engagement has ended

Very often, depending on the engagement of course, in professional services the client may not need to engage you again for a long period. So how do you remain top of mind, when that period could be years.  You must continue to touch, add value and exceed expectations after the engagement has ended so that when the time is right, they remember to call.  

Plotting each stage on the client journey map.  

The three stages of client journey are all connected to each other- a connect-the-dots path to the big picture. The client journey map is how we connect those dots and view that bigger picture, by identifying when we interact with our clients (we call these interactions: touch-points) during each of those stages and plotting those interactions on our map.  

How do we identify each touch-point?

Many marketers will use surveys or client interviews. It’s a good way to gather data, but don’t forget when you are not chosen in stage 1, often you don’t know you were being considered. So we can’t ask the client that never was for feedback.

Instead, step into your client’s shoes and view the journey from their eyes. Make a list of all the different instances where they may come into contact with your firm during each stage. For example:

The Path to Engagement:

  • Social Media
  • Review Sites
  • Firm Website
  • Conversations with other clients

Engagement:

  • Website
  • Phone calls/emails
  • Interaction with Partners & Staff
  • Office visits

Post Engagement:

  • Billing
  • Follow-up Emails
  • Website
  • Newsletter
  • Announcements
  • Conversations with other clients (or potential clients)

This isn’t a cookie cutter list—it changes depending on your client’s needs, goals, and business. Breaking down each stage of the decision-making process, however, makes it easier to note each touch point, plot it on the map.  

“When we take the time to learn how our client’s are engaging with our firm, we are better able to control how they feel about our firm.”  

At the end of the day, it is the ability to deliver an exceptional experience that will lead to long-term (read: revenue boosting) engagements.  

At the risk of sounding cliché: We don’t need to make every client happy. Only the ones we want to keep. 

Denise is the Director of Marketing for the NYC law firm, Ingram Yuzek Gainen Carroll & Bertolotti LLP. Denise has been specializing in the legal marketing space for over 10 years. She is the mother of 3 amazing people and the wife of the luckiest man on earth. You can also find her on Twitter (@heydeniselee) or on LinkedIn.

Content Marketing

How to Jack Attention from News & Trends

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the dos and donts of newsjacking

What is newsjacking?

Newsjacking is the process of following the topics and trends that are happening in industries relative to your business so that you can tap into audiences that are already interested in something that’s happening now.

One of the things we talk a lot about as marketers is “keywords.”

We all want to know what people are typing into that search bar on Google so that we can connect them first.

That’s what SEO and SEM is all about.

But what we don’t talk about as much are the topics and trends that are happening so fast that Google, SEMrush, BuzzSumo, Alexa, or whatever keyword tracking tool you may be using isn’t tracking on it.

They’ve already missed it.

That’s where newsjacking comes into play.

If you’re paying attention to what’s happening on the news—or trending on Google, Twitter and Facebook—there’s an opportunity here to grab attention that a keyword tracker won’t be quick enough to show you.

If your brand has a relevant stance or positioning on a specific topic or trend that’s happening right now and you can provide legit content around that topic, then you can tap into new audiences.

Audiences that would never find you if you hadn’t showed up in their search query about that topic or trend.

Newsjacking, or trendjacking as some call it, is a lot like influencer marketing.

The only difference is there’s not a third party involved.

The topic itself is the influencer.

The topic has that attention.

What you’re really doing is attention jacking.

But here’s the thing about newsjacking: It can work really great for bringing traffic to your business, but it can also go horribly wrong if you’re not careful.

There’s a lot of factors at play when you’re hopping on a trend, so you have to be wary of your timing, your message, and your context. There’s a fine line you have to walk for newsjacking to work for you.

I’m going to break this down for you with some do’s and don’t’s of newsjacking so you can understand where that line is.

Let’s get it.

DO Your Research

You have to keep in mind that trending topics, particularly ones in the news cycle, are always developing stories.

So when a story first breaks, that’s only a part of it.

Most of the time, it’s better to wait a bit until there’s more information out there before you write about a news topic.

do your research

Otherwise, if you’re too quick to publish, you could miss out on some critical information that drops later—information that could have been even more useful for your content had you known it before publishing.

Avoid “more later…as it develops” type of talk.

You really want to get as much information as possible before writing. In this day and age where everyone’s wary of fake news, it’s important to get your facts straight and to be as accurate as possible. Or else you risk losing credibility with your audience.

So spend some time browsing the news sites, the comments sections, and talk to other people about the topic. Sometimes people in your immediate circles have some insight on the topic you may not have thought about before.

DON’T Write Without Providing Context

If a topic isn’t relative to your industry and you write about it anyway, it’s really not going to make sense. Maybe you’re passionate about that topic and you have thoughts about it, but it’s not going to do you any favors within the context of your business.

Sorry, but your audience doesn’t care about news topics unless it affects them.

On the other side of the coin, you always have to keep in mind who you’re writing for (or speaking to, if it’s on video or audio). A topic you’re covering could be relevant to your industry, but if it’s not filtered into a context that makes sense for who you’re trying to sell to, it doesn’t make sense for your business.

Always keep your buyer persona in mind. Here are some questions to ask yourself when considering a news topic or trend to cover:

  • Is this relevant to my industry?
  • Could my buyer persona connect to this topic?
  • Can I bridge this topic directly to value that my business can provide?

DO Provide Value

Here’s the thing about trending topics: a lot of people have something to say about them.

That’s why they’re trending.

Your objective in newsjacking is finding a way to offer some new thoughts on the given topic. Something unique.

provide something unique

It can be difficult, particularly if there are already a flood of thoughts out there on the matter. But it comes easiest if a topic comes up that you find yourself passionate about. Chances are if you’re passionate about it, you have some value to offer on that topic.

You know we’re all about value over everything.

With newsjacking, it’s no different.

When you’re writing or speaking about a topic, your goal first and foremost needs to be to provide some sort of value.

DON’T Newsjack Just to be Heard

Look, consistency in producing content is important. And newsjacking may look like a shining opportunity to add to your growing archive of content, but if you’re just doing it to check off a box you’re not going to get the results you want.

Just like with any content you produce, it has to provide value. If your newsjacking just adds to the noise out there, you’re wasting your time and effort.

Plenty of people produce content to get attention. But nobody will be interested in your content if it’s lacking of substance. Give people a reason to read or watch or listen to your newsjacked content.

Ask yourself: Why would people want to read this as opposed to any other thoughts on this trend? What does it offer that other content doesn’t?

DO Captivate People

Some people are reluctant when it comes to newsjacking, particularly if there’s a political element to the given topic. But a lot of times, controversial topics are the ones that really grab people’s attention.

And you want that attention. You want to engage people and get them going. You want that discussion. And sometimes, a little controversy can be good.

You can go to far

As long as you can engage people in a relevant way that makes sense for your brand, that’s good attention.

However, be warned: You can go too far…

DON’T Be So Controversial that you Divide your Audience

Yes, engagement and discussion and attention are all good things.

But if you’re not careful about what you’re writing or saying, you can end up dividing your audience and losing attention.

With political topics especially, you have to be aware that people in your audience have hard set opinions. And if you challenge these opinions too much, your newsjacking efforts will backfire.

Be careful when you’re taking a stance on a certain topic. The more context you provide, the more viewpoints you can write or speak about in relation to the topic, the better your chance of not dividing people.

Or, don’t bring in any viewpoints and just use the topic as a jumping off point to talk about something more relevant to your brand.

So represent as many perspectives as possible, or represent none of them.

Don’t speak to divide, speak to unite around your brand value.

DO Make it Evergreen, If you Can

We talk a lot about evergreen content, and producing value that is useful months or even years into the future—not just right now. That can be difficult with newsjacked content since it’s specifically about a topic or trend that’s happening right now.

But if you can take that topic and create value around it that outlasts the relevancy of that topic, that content will still be useful after everyone’s forgot about the topic.
make evergreen content

That’s a powerful thing—being able to immortalize a topic by providing a context of evergreen value around it.

It’s not an easy thing to do by any means. You can still provide value with newsjacked content without making it evergreen, but it’s far more valuable if you do.

DON’T Wait Too Long to Publish your Content

Trends can be here today and gone tomorrow.

If you’re sitting on some content that you wrote on a particular trending topic and you’re waiting to see if any new information will come out about it, you could lose your window of relevancy.

It’s a tricky thing.

You don’t want to publish too soon and risk your credibility, but you also don’t want to publish too late and miss the relevancy of the trend altogether. That’s the point of newsjacking after all— to ride a brief but strong wave of relevancy.

So how do you know when the time is right to publish? When you feel like the trending topic has developed and you have enough information to provide some real contextual value, it’s time to publish.

The value comes from your brand, not from the topic. So publish it once you can provide real value from your brand!

DO Atomize, Break it Down, and Promote It

You want to get as many eyes on your content as possible while the newsjacked topic is still relevant. So like with any content, you have to optimize it for all your platforms.

If you write an article, you can take a quote from it and put it on top of an image for an Instagram post. You can also tweet that quote.

You can make a video about that article and just talk it out. Or if you do a video first, take notes from your video and turn it into an article.

promote your content while it's still relevant

There are tons of ways to break down your content and make it work for any given platform. But whatever you do, make sure you promote it while it’s still relevant. This is a good opportunity to justify some Facebook ad dollars!

DON’T Just Publish the Content and Move On

You may think after you’ve published your content, atomized it, and promoted it, that you’ve done all you can and it’s time to move onto the next piece of content.

Nope. It’s not over. Just because you’ve put your thoughts out there on the topic or trend doesn’t mean the discussion is over. You have to keep monitoring the discussions and engage with others on the topic.

You have made yourself a part of the conversation on that topic, now you need to engage in the conversation until it dies out to get the most out of that window of relevancy.

Make the most out of your content. Engage with others about it.

Conclusion

Newsjacking can be tricky. You have to be careful, and there’s not always a clear right answer to the what, the how, and the when of newsjacking. It can be hard to decide what trends or topics are relevant to your brand, how you’ll provide value in the context of a given trend or topic, and when to publish that content.

But the good news is that the who, the where, and the why are always clear with newsjacking.

Who you’re writing for is always your buyer persona. Where you’re publishing your content is all of your channels (in the format that makes the most sense for that platform). And why you’re newsjacking should always be to provide some unique value or insight from your brand voice.

One thing is for sure: newsjacking takes practice. The more comfortable you get with it, the better you will understand how to successfully newsjack.

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Content Marketing

Growth Hacking 101: How to Make People Take Action Using ‘Context’

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Growth Hacking 101- How to Make People Take Action Using Context

Guys, it’s no secret: we put out all our best information on The Modern Marketer.

We preach Value Over Everything because we truly believe in providing value above any business agenda. People can be suspicious of that and wonder how the heck we make any money if we’re giving away our value for free.

You may even wonder yourself how creating content could possibly benefit your business or brand.

I get it, it’s different. I come from a sales background and I understand that there’s no point in doing something if it’s not going to be profitable for your business.

And that’s exactly why I’m such a huge advocate for content creation. Not because it makes profit, but because it’s a vehicle for profit. A necessary tool.

I’m about to break down why creating all this content and distributing it for free leads to profitability. It all comes down to context…

Content vs Context

So you probably understand that content carries the ideas that we as business leaders and entrepreneurs stand behind. This is the substance with which we conduct our business.

Whether you’re a service-based business or you sell products, you have to put your best information out there to establish your credibility. But here’s where the difference comes in between content and context.

Your content can be very helpful, inspirational, even game-changing. But what you can’t give away is how that content applies directly into an individual’s life.

You put your best content out there to get people to pay for the context.

You can’t just put your best context out there. It’s impossible. Because context isn’t the same for any two individuals. People want context specific to their lives, for their story. And they will pay to be able to understand how your content is relevant to them.

Your audience has problems, your content has solutions, but they want to know how your solutions will solve their specific problems.

Once you understand that, it becomes a lot easier to identify who your content is for. When you distribute that content on social platforms, the people who reach out to your for that context are your buyer persona. Knowing that buyer persona will reinforce your content strategy.

But know this: while context is what pays the bills, it all starts with content. You simply cannot have context to sell people without first providing the content. Build the credibility, build the connections, then you can sell the context.

you can sell the context

The Best Calls-to-Action = Context

Ultimately when we write content for landing pages, we want people to be persuaded to take some sort of action towards the step of buying, right?

So many marketers publish content about the best words or phrases to use, the best sales copy, the best times to post, the best types of posts— as if there’s some universal answer to creating effective calls-to-action.

But the truth is there is no universal, one-size-fits-all solution for creating effective calls-to-action.

Every single person who will come across your content is an unique individual who is inspired and motivated by different things. Sure, there will be groups of people who are called to action by similar content, but you’ll never find a singular call-to-action to motivate everybody.

So what should you do to drive people to take action?

My advice to you is to treat your calls-to-action as if they’re normal interactions. It’s so easy to forget when we’re writing our content that we’re trying to persuade actual humans to take action.

Awhile back I ran into a guy at the supermarket who asked where I got my hat from (you all know I love my hats). We started chatting right there in the supermarket and ended up deciding to have coffee sometime to talk about entrepreneurship and business.

So we made a call-to-action for each other based on the interaction we just had in the supermarket. If there wasn’t any value there, no relevance— no context —it doesn’t matter which way I would have asked to have coffee because it wouldn’t have happened.

It’s the context that drives the action, and that context is created through connection. Had the guy not connected with me in the supermarket about my hat, there would be no connection, there would be no context.

This is why there’s no singular, universal solution to creating calls-to-action. People are called to action through context, through making an unique connection to your content.

people are called to action through context

Since there’s no way to create individual connections with every single person that fits your buyer persona, you have to constantly split test and refine your landing page content. 95% of my clients have extremely high clickthrough rates and conversions because I’m always split testing and refining.

It’s a process.

But there are plenty of tools out there to help you find what yields the best response from your audiences…

  • Unbounce – a landing page creation service with overlays that feature specifically targeted calls-to-action
  • Hotjar – a program that uses heat maps to visually represent users clicks, taps, and scrolling behavior, allowing you to understand what users want and care about on a page
  • Crazy Egg – similar to Hotjar, a program that uses heat maps to show user activity, and additionally shows where the users come from and what they click the most
  • ClickFunnels – a sales funnel creation service that streamlines the sales process online for users

It’s all about testing and adjusting until you can find the calls-to-action that resonate strongest with your audiences. Context is key.

Start thinking about your calls-to-action as attempts to make connections with people, rather than pushing someone to buy. Be patient with the process. Testing and refining your content takes time.

Doing Your Job AND Creating Content

So at this point you probably understand the important role that content plays in driving sales. It is a catalyst for context, an enzyme for connection.

Without content out there, you don’t have an out-stretched hand for a buyer to grab onto and make that connection. You don’t have that same opportunity to sell.

But how do you make the time to create content while doing your job? Growing your business means creating and distributing content, but how do you do that and serve your clients?

First you have to understand that creating content for content’s sake is not going to be helpful to you. You have to know why you’re creating content in the first place.

So before you begin to write, or record, or design, or edit, you have to be in the mindset of where you’re going rather than where you are. That’s an important piece of the puzzle.

There’s been many times where I’ve started to create content then stopped because I lost sight of why I was creating the content at all. It’s disheartening to get stuck like that, but it’s even more disheartening to put time and energy into creating content only for it to not be engaged with.

If you don’t know why you’re creating your content, if you don’t know the purpose behind it, your audience won’t know either.

I want to get to the point where 80% or more of my income is coming from writing and speaking. For me to do that, focusing on clients, to-do lists, working with employees and subcontractors, and expecting any result other than growing a client base is very naive.

The only way to grow your business from content creation is by intentionally scheduling time to make those things happen. There are times I will not accept new business, not have sales meetings, and not have execution time for clients, because I know I need to create content to get to where I’m going.

intentionally schedule time for content creation

The only way you’ll have time for both your job and creating content is by making the time.

But it doesn’t have to be as tedious as you might think. You don’t always have to create content from the ground up because already have content from your interactions with people.

Repurpose your interactions. As a marketer and a consultant, I’m always having interactions with people— casual conversations, email exchanges, strategizing, phone calls, etc. 95% of my posts are from interactions that I’ve had, repurposed to fit the context of the platform.

Skim through your emails. Look through your texts. Flip through your journal. You have content there already, you just need to put it all together.

Conclusion

On the surface level, creating content may seem futile. But once you begin to understand that content is the foundation on which to not only build your business but make connections with people, the benefit becomes more clear.

Always be forward-thinking with your content and remember that your content should always be evolving to produce unique contexts for each of the people it resonates with. You can put all your best information out there, because people will come to you for the context.

That context, the connection, is what will sell. Not your product, not your service, but the context you can build from connection.

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Marketing Strategy

4 Social Media Mindsets to Ditch in 2018

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4 social media mindsets to ditch in 2018

Content marketing is great. It gets your voice out there and demonstrates your authority and capacity for thought leadership in a given industry.

But the truth is that your content marketing means nothing if that content never makes an impact on people.

In this day and age, we can’t simply rely on Google to organically get our content in front of people. There are just too many players in the game for your content to be able to stand out. And at this point, even paying Google to get our content out there is highly competitive.

So what can we do?

Well, we have to get creative about distributing our content, and mechanically promoting it on social media isn’t enough. Treating social media as a means to an end is as about as useful as putting your car on cruise control but letting go of the steering wheel.

In order to get the most out of social media for your business, you must treat it as a culture to contribute to rather than a tool to get what you want out of it.

1. Social Distribution is About Native Value, Not Leveraging

Think about scrolling through your social media accounts. How often do you intentionally click on something to leave the platform you’re on and go to a completely different app or website? I bet it’s not very often.

So if you really want your target market to interact with your content, why would you try to leverage them off the platform?

According to a statistic by Social Media Today, an average person spends a total of 5 years and 4 months of their lifetime on social media— compared to only 3 years and 5 months of their lifetime eating and drinking.

Time spent on social media

If people spend more of their time on social, we marketers should be trying to capture that attention native to those social platforms rather than trying to take the attention away. People won’t go out of their way just to consume your content.

That’s why it’s imperative for you to change the way you think social media plays a role in your business, and start creating forward-facing content. In other words, you need to create content that doesn’t require any navigation away from a platform to consume.

We’re now in a realm of marketing where when you want to consume something, you’re going to a place where you can consume it without being disrupted. For example, if you’re scrolling through Facebook and want to watch a video, you don’t have to leave Facebook in order to watch it. It all happens right there.

Consider how you can make your content more forward-facing and consumable. If you find yourself using the phrase “go check out my _____” to promote your content and it requires the user to leave the platform, your content is not native enough.

So how do you know where to create native content?

2. The Right Social Platforms for you are Based on your Business Objectives, Not Trends

As I mentioned in my article about the Power 120 when it comes to social media marketing you just can’t use every single platform. You can’t just spray your content across multiple platforms and expect that to work.

In order to truly harness the attention that’s on social media, you need to invest deeply into one or two platforms.

We all know that in this digital era, audio and video are the most engaging media you can use. So no matter what your business objectives are, the execution of that objective should involve engaging people with interactive media.

Therefore the ideal platforms to choose are the ones that have the ability to use the most native interactive media. There are two platforms in 2018 that do this well: Facebook and Instagram.

Facebook has more than just textual posts— it has photos, videos, live video, gifs, and now it even has Facebook stories. Instagram has all those same features with a format that’s even more dedicated to visuals. Both platforms have so much potential value to offer simply for how interactive they are.

If a platform cannot support that level of value, it’s not right for you. YouTube, for example, is great but it has major limitations— it only does video. Pinterest is cool too, but it’s only really a catalog of ideas rather than an interactive platform.

At the end of the day, you need to be intentionally offering value where the attention is and sticking with it. Period.

offer value on social media

The great thing about being consistent and going deep on a platform is that it frees up your ability to create without any expectation of leverage. Because the second you think you need to leverage a call-to-action, the second it’s going to bottleneck your ability to distribute content.

Make it your mission to master the one or two platforms you’re on first, using all of the features and really getting creative with your content. Then and only then you can reverse engineer back to leveraging calls-to-action.

3. Social Distribution is About Positioning your Content, not About Reach

Inbound marketing experts have a tendency to make social media marketing seem like a strategy for making your brand voice louder. But everyone and their mothers (literally) are on social media now— so if you’re on it just to make your voice louder, it’s going to get lost in a lot of noise.

Social distribution is not a matter of numbers. It’s not about how many people you can reach, how many likes you get, or how many views you can rack up. It’s a matter of strategy and positioning your voice where it’s actually getting consumed.  

Social platforms are the same as any other marketing platform out there. Just like the traditional platforms— TV, radio, print —you can’t just put your message up there and expect to get customers when there are thousands of other brands out there just like yours.

You have to make your brand stand out for your content to be consumed.

So get creative on how you present your content. Find ways to position it that hasn’t been done before.

The Modern Marketer has found a way to do this by essentially turning our Instagram into a digital magazine. Our profile looks like a magazine with photosets of 3, 6, 9, or sometimes 12 making up a larger image, but when you click on each individual image it offers a post with value relevant to the image in the text.

Think about how you can position your brand and your voice in a unique way on your social platform. In the end, that uniqueness is what will cause your content to have impact— not how many people you can reach.

4. Creating a Culture of Value Will Prevent You from Being Disruptive

Of course, the entire reason for using social media as a business is so that you can ultimately access more customers.

But how do you avoid being disruptive when you’re trying to promote your products or services?

There’s no perfect balance between providing value and promoting products or services. There’s not some formula that will prevent you from ever being considered disruptive on social media.

However, if you have good intentions and create a precedent for always providing some value when you finally do ask for something from your audience it’s not going to be seen as disruptive. It comes down to providing enough value that people feel nurtured enough into engaging with your calls-to-action.

One specific way of doing this is tailoring your content for specific platforms. If you have a blog post, for example, that you feel is really valuable and want to promote it on your Instagram account. Instead of posting about it and telling people to go visit the link in your bio, post an image with a quote from the article and some further explanation in the text.

Repurpose your content.

Nurturing your audience native to the platform that they’re on is what will win them over in your calls-to-action. So be sure to upcycle, atomize, and repurpose the content that you already have to make the most out of it on the platforms you use.

nurture your audience on social media

Conclusion

Social distribution may seem like a logical and analytical concept, but if your mind is on distributing content for the sake of numbers you will not find success in social media marketing. Instead, your social distribution efforts need to revolve around the platforms that you’re using.

Create native and intentional content that people don’t have to go out of their way to interact with. The more you nurture your audience with value where their attention already is, the more willing they will be to buy from you.

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