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Three Factors to Consider Before You Jump on the Social Media Bandwagon

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Editor's note: See Lee in person at the MarketingProfs B2B Forum, Driving Sales: What's New + What Works. Catch her session on "Creating a B-to-B Social Media Strategy: A Guide to Defining It and How Your Company Should Take the Social Media Plunge." Sign up for the event and use promo code ESPK08 to save $200 on the registration fee.

If you're like most B2B marketers, you're probably wondering whether you need to jump on the social media bandwagon. You're likely getting asked whether your company should start a blog, open a Facebook account, or be on YouTube.

Every day there's a new hot site, a new viral marketing success (or horror) story, or a new technology to learn about. There's a lot to keep up with, and it's continually evolving.

So how do you decide what to do?

Start by taking a giant step backward and assessing the social media landscape as it relates to your market, your buyers, and your competitors.

Here are three key factors to consider.

1. What's going on in my market?

Identify where your buyers go to learn about new products and services. What are the destination sites and who are the influencers (also known as A-listers) in your market?

How to start:

  • Search the Web:
    • Use Google Blog Search and enter the top 5 phrases your prospects would likely use to find information about the issues that your products and services help solve. See what analyst sites, blogs, online publications, and organizations show up.
    • Search Technorati and and look for high-traffic sites.
  • Survey your buyers: Send out a survey asking customers where they go for information about job-related issues. What are their favorite blogs, online publications, organizations, and associations?
  • Ask the experts: Ask industry analysts and leading speakers where they go for information, what sites they write for, provide information to, or blog on.

What to look for:

  • Destination sites: Are there clear destination sites that have active conversations that would appeal to your buyers?
  • Quantity and quality: How many people are joining in? What's the frequency and quality of new posts? Are they talking about things relevant to what you do?
  • Who you should know: Are there respected A-listers or other influencers who you should get to know?

2. What are my competitors doing?

It's important to understand what your competitors are doing in relation to social media. If they're all over the destination sites that your buyers visit, that's a potential competitive threat. If they're not, that could represent a competitive opportunity.

How to start:

  • Search the blogosphere: Use Google Blog Search and enter your competitors' names, products, and company evangelists (if they have any).
  • Review destination sites: Go back to the destination sites that you identified in step one and search for company names, products, and people.
  • Check your competitors' sites: Look for signs that they're engaging visitors in conversation.

What to look for:

  • Activity level: What's your competitors' presence on the Web? Do their names, products/services, or employees show up on destination sites? Are A-listers talking about them in a positive way?
  • Use of social media: What social-media activities are your competitors engaged in? Do they actively engage in blogs, forums, reviews, and critiques—on their sites, on other sites? Do they have a following? Are they engaging their customers in new and different ways?
  • Syndication of content: Are they pushing out or syndicating content to destination sites? Are they educating buyers by providing whitepapers or "how to" guides? Are they establishing a position as a thought leader?

We'd like to know what social media activities you participate in and whether what you do is different for work than for personal use. If you've got two minutes, answer our survey. We'll reveal, at the MarketingProfs B2B Forum in June, what we find.

3. What activities do my buyers engage in?

Another critical factor to evaluate is what activities your buyers want to engage in. If your buyer isn't the type to comment on blogs or post ratings or reviews, then it doesn't make sense to put a lot of effort into creating these tools or participation on those types of sites.

On the other hand, if your buyer is already actively engaged in blogs, social-networking sites, or social-bookmarking sites, you can accordingly plan the activities you should focus on.

How to start:

  • Ask them:
    • Survey your customers to gauge their participation with social media.
    • Use free tools like PollDaddy or SurveyMonkey to create and send surveys to your in-house list, or add a survey to your corporate site.
  • Tap into current research: Both Forrester and Pew (pdf) have conducted research to determine the types of activities that people like to participate in online. You can match the demographics of your buyers, in terms of age and gender, to current research and draw some high-level conclusions about what activities they participate in or whether they engage at all.

What to look for:

Preferred activities:

  • What types of activities to they gravitate toward? Are they online or do they prefer traditional media? Do they read blogs? Participate in social networks?
  • Define "sweet spots" (high-participation activities) and "dead ends" (not interested).

What's next?

By focusing on your market, your customers, and your buyers, you'll be better positioned to build a strategy that works for you and the people you're trying to reach. You'll be less likely to get caught up in the latest craze and more likely to select the right tactics to move your company forward.

The final step is assessing your company's readiness to dive in.

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Lee Erickson is cofounder and president of Erickson Barnett (, a B2B technology marketing firm. She can be reached at

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  • by Gina Gaudio-Graves Tue May 20, 2008 via web

    Great article! I would add a few comments to a fairly thorough analysis ...

    First, one of my favorite sources for researching both who your market really is and what your customers are already doing online is:

    Using this tool (totally free!), you would first look up each of your competitors sites. Pay attention to the demographics of their site visitors (quite often, they are NOT who you think they should be!). Also look at both the Brand & Site affinities as well as the sites with similar audiences.

    When a site appears in the Brand & Site affinities, this tells you that these visitors are also spending quite a bit of time on THOSE sites. When a site appears in the Similar Audiences this tells you that these visitors would also be interested in those products.

    This can be invaluable in learning about what your customers want! Sometimes you even luck out and find social media sites right in the Similar Audiences or Brand & Site Affinities lists. Those are the sites you REALLY want to focus on heavily!

    The second comment that I would make is with regard to blogging. In today's internet, blogging is not just an option -- it's an essential for EVERY business! In fact, I consider a blog so essential that I would even recommend changing the index page of your primary site to make it a blog. I suggest this for several reasons:

    1) When you change the focus of your site from selling to relationship building, your customers are more likely to perceive your company as an influencer. When they do, it is MUCH easier to get them to buy anything! In fact, once this happens, they buy because of the information you are giving them and hype filled ads become completely unnecessary. Simply put your product in front of them through the content of the blog. Show your product as a solution to their problem. And they'll buy over and over again! (There's a great article on influence at .)

  • by Lee Erickson Tue May 20, 2008 via web

    @Gina, thanks for your comments (looks like some got cut off).

    Totally with changing the focus of your site from selling to building relationships. It's definitely a shift from the traditional marketing sites and I know many marketers are struggling with exactly how to do this. Again I agree that putting helpful content in front of your buyer is the key.

    I'm not sure I would go as far as to say "every" business should have a blog. As I'm sure you (and any other bloggers) know, it takes time and resources to keep a blog up to date. I would say that every business should, however, be leveraging the power of blogs.

    While some B2B tech companies don't have the resources, or even the culture, that's needed to keep a blog alive and current that doesn't mean they can't leverage the influence of exiting blogs by joining in conversations already going on and by syndicating their content (whitepapers, how-to guides, etc.).

    Additionally, they can begin to create relationships with a-listers in the hopes that they'll review or blog about the company's products or services.

    Thanks also for the QuantCast reference. I'll check it out. Another tool that I just learned about today that looks pretty interesting is Addict-o-matic. If anyone's using that would love your thoughts.

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