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Pinterest, a useful tool to promote products and services of your business?

Why bother with Pinterest to promote your business?

With Facebook and Twitter often the usual starting place for promoting your business on social media it can be easy to overlook the value of the ‘social bookmarking site’ better known as Pinterest. From a business perspective consider this fact Pinterest pins are 100 times more spreadable than a tweet, with the retweet average hitting only 1.4%. And, as for Facebook, the half-life of a pin is 1,6000x longer than a Facebook post. Also from a business standpoint, what makes Pinterest such a good network for marketers is that it is obviously visual in nature. Another interesting fact is that users on this network are 10 per cent more likely to buy something compared to other social networks. Finally, there is a powerful backend to deliver these benefits to growing your business available for making the most out of the platform, Pinterest for Business.

The first step therefore is to sign up to Pinterest for Business to get on the first rung of the ladder, and to check out the Pinterest Analytics which gives you access to important tracking information – it will enable you to assess which of your Pinterest strategies and work so you can improve your marketing efforts. But before you get going properly with using it for your business like any new social media platform it’s important first to get your head round the Pinterest community of users, and in more practical terms thinking about what your Pinterest ‘followers’ will be searching  search for (bearing in mind it functions as a visual search engine), and therefore to figure out the best way to create visual ‘pins’ (the name given to the images uploaded to Pinterest) which will resonate most effectively with your followers.

Getting started

The first practical step is to set up boards, the containers which organise your visual pins, according to the categories most relevant to your existing and new customers. Like any marketing strategy this depends in part on making sure you know who your customers are, if you want to get the most of Pinterest. Secondly, consider the quality not just the quantity of the visual pins if you want to get the best return on your ROI. The advice from most experts is that Pinterest images should in general be long and narrow to take up the maximum amount of visual space and get noticed. A useful rule of thumb is to take a look at your favourite pins and see what these images have in common so you can start to figure out what types of images are most ‘repinned’ and shared. And along with images another great use of Pinterest’s visual platform is to create infographics, a nice TOLF (top of the funnel) attractor that will draw in first time prospects to see what you have to say as an expert on a particular topic for example.

Once you have got going in terms of your basic set up and forward strategy on Pinterest, like any social platform attracting followers involves participating in other boards by re-pinning other’s pins, as well as commenting, and repeating that process to be most engaged. In turn it’s key for you to add web links to your own pins so when new followers come to your boards they can click through to a specific landing page or call to action that can turn followers into leads for example. In terms of best practice, the 3 top ranking reasons for growing your followers are the number of accounts you are following, or following you, how many pins you have and how many boards you have.

Daily pinning activity

On a daily basis to generate more pins its recommended to post 5-30 pins every day, though not to upload them all at the same time. Plus, as part of extending the reach of your Pinterest presence, to make sure you link your Pinterest account with your Facebook and Twitter profiles so every time you pin your followers in those platforms are automatically notified. It’s also worth noting that in creating your campaign plans, including your content calendar, that you want to be thinking about the visual and video components alongside written content as an integrated approach to your social media marketing. That way you are both re-using content in many different formats, and also ensuring the potential TOLF prospect is able to appreciate a new product for example in many different formats for maximum benefit and sharing.

SEO and ROI

In terms of creating content for Pinterest like any other social marketing its important to make the naming of the Pinterest boards clearly named for potential followers to find. Plus of course to maximise the SEO value to add a few relevant SEO keywords to the titling and pin titles. Like any other social media platforms, it helps to take part in the sense of community by following other pinners, that’s a given. But one way you can up the value of that approach in a more specific to your business fashion is to invite guest Pinterest contributors, particularly for an event, with a high attraction rate for your customers. Other tactics to improve follower numbers is to use pins to create how to content, particularly useful say for a DIY or gardening business, but also for more technology intensive businesses which are looking for more creative ways to improve customer retention by coming up with more accessible ways to show customers how to maximise the ROI from their products, a key failure for declining retention rates for example. Indeed, this retention value to the business can also take advantage of the ‘Open Board feature of Pinterest, which allows users to contribute their own pins. All you have to do is give them pinning access by adding their name or email. This feature is great for marketing because you get your community involved in a personal way.

Rich Pin

Rich Pins

Rich Pins are just another feature of Pinterest that can be used to good effect, focusing on app, film, recipe, article, product and place, and what’s more all come with a rich feature set to boost your engagement and direct traffic to your site. In particular, Rich Pins supply real-time information on your pins and provide more ways to direct people to a website. To quote Pinterest: “Rich Pins show metadata right on the Pin itself, giving Pinners a richer experience and increasing engagement. A useful added value suggestion from Kissmetrics is to also collect all your article Rich Pins on one board: “You’ll want to put this board at the top of your page so your followers will see it first thing. This will help draw traffic to your site and make it easier for users to find your content since it’s all in one easy-to-find-board. They will thank you.” It’s obviously also worth adding Pinterest share buttons to your website and blog so that your visual content gets shared more widely, and attracts new followers to your Pinterest boards.

Finally, it’s important to keep measuring the success of your Pinterest using the Pinterest Analytics, available to business accounts. The analytics gives you information regarding your Pinterest profile, audience and website. Fortunately, there is plenty of support information and help videos, to ensure you get the most business value out of your Pinterest marketing strategy.

Article sources
1. Pinterest: Analytics for Business Help
2. Kissmetrics: The Ultimate Pinterest Marketing Guide
3. Search Engine Journal: 13 Ways to Get More Pinterest Followers
4. Peg Fitzpatrick: 12 Most strategic Ways to Use Pinterest for Marketing

Source: this article was written with help and inspiration from optimisation experts Convertize.

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Benefits before features? It’s about value to the customer

Introduction by video: it’s all about the features to the measurable benefit to the customer

What is the toughest problem in B2B digital marketing and sales? I’m guessing a lot of professionals would agree that launching a new product or service, which stands a fighting chance of picking up sales from new and existing customers ranks in the top three. And the associated challenge of getting sales and marketing working together for best results?

What I can share are my insights grappling with these twin beasts from my last growth marketing role at an established B2B software business. And with the added benefit of then being able to apply these key learnings and tools to creating a marketing plan for an award winning entrepreneur.

What I’m saying is simple and practical so you can make it work for your business with the minimum of fuss and the maximum benefit.

Where to start?
Sometimes the hardest thing is making a start on your marketing and sales. Well, consider that for most small businesses you’ll already have got off the ground through selling to existing customers, and in thinking about expanding tried out approaches to get new business using tactics ranging from one-off business events to regular email marketing.

But the overall business challenge remains, how to you take it to the next level, create an approach which stands the best chance of success, that’s grounded in good marketing practice, but also gets results? So please allow me to go back to marketing basics with the ‘FAB’ approach, helping the business owner understand a new product or service in terms of its features, its advantages, and of course it benefits (end results) – after all it’s the results which the customer buys – as detailed in the Crazy Egg blog piece on FAB in the context of SaaS:

“What is a Benefit? A benefit only exists when a feature matches a need. You cannot make up benefits – you CAN express advantages. [Actual] benefits are personal and specific to the customer.”                                                                                   Source: https://leadspeak.wordpress.com/2011/10/30/customers-buy-benefits/

Looking at what your service or product is (features), separate from what it actually does for the customer (advantages), is particularly helpful exercise if you are already up and running as a business. You can take a step back from the frenetic business activity confident it’s going to be worth your while.

Benefits are personal and specific to the customer

The other key point made in the image above is that “benefits are personal and specific to the customer”. But you can do a few things to generalise benefits when creating marketing material to capture new customers.

Firstly create case studies from existing customers which demonstrate the measurable benefits they have achieved – an example below from TSS Facilities which I worked on at Causeway Technologies.

Plus you can aggregate the benefits in an average figure, as show in the Salesforce example below.

Finally, in a data driven industry (such as fleet management, but any sector where you are capturing key data points), a powerful third approach is to create a data model of expected outcomes drawing from average of customer outcomes. Display this either as an ROI calculator, or offer to crunch data for customers to show them the likely benefits.

Using an appropriate blend of these three generalised benefits types is obviously more persuasive for new prospects, especially when you publish new examples via LinkedIn or Twitter which remind prospects that you can deliver measurable benefits to customers.

But first an exercise: looking at a Microsoft CRM advert using FAB
For this exercise check out this advert from Microsoft Dynamics.

MS Dynamics advert

Here the text starts with a key advantage – “Microsoft Dynamics business solutions energize and empower customer engagement with real-time information and collaboration…” before in the second paragraph going into detail about the high level features within MS Dynamics: “From customer engagement solutions powered by customer relationship management (CRM) software to enterprise resource planning (ERP)…”

The third paragraph takes a different tack, linking key features, the availability of Office, Skype and Yammer along with Dynamics, to advantages: “With Microsoft Dynamics, you can add collaboration and productivity to any device, anywhere.”

The lower section of the advert is actually the benefits to the customer, combined with a call to action “Get started with sales productivity”.

After such an analysis does it make better sense to start with the benefits first, after all they are what the customer should be most interested in? With just a little cutting and pasting, removing the first feature-led paragraph, leaves an amended benefits-led version of the advert looking like this:

MS Dynamics advert 3

I’m sure a designer could do better, the point is to explore the difference when the products’ benefits lead, rather than features!

A practical exercise with the help of a whiteboard

A good exercise to test out how well you understand your customers’ needs and how they relate to your product or service is to borrow a whiteboard and divide it into 3 columns. The left hand will be features, the middle with the advantages, and the right hand one the benefits. Chances are if you are already selling you know the features pretty well, probably have a list of 15 – 20 key features you can say off the top of your head no problem. It gets trickier when you try to connect the key features with the advantages, and even harder to align those with benefits, particularly measurable benefits. But the pay off is that the result of the team exercise is much greater clarity as to what you are trying to convey to customers in terms of the benefits to them. Plus if you have already started your business this is a great way to stand back and take stock for one further significant reason – capturing measurable benefits.

Salesforce_benefits

Salesforce’s page for small business – contains both features and benefits – have they got it right?

Download ‘Your FAB tool’ (Google Sheet format) for your business here

The value of measurable benefits to marketing

In B2B marketing when you are trying to show a positive Return on Investment it obviously helps if you can evidence existing customers who have proven business gains, whether reductions in cost, or increases in revenue. One of my small achievements at software for the built environment creators Causeway was working with the sales executive to get a nice example of measurable benefits from a client of one of our key software products. The result even got a mention in the end of year company blog piece:

“Such technologies deliver significant improvements in efficiency while also helping to drive down operational costsTSS Facilities, for instance has reduced timesheet administration from seven days to three hours per month, with financial savings in the order of £6,000 with the Vixen e-Timesheet solution.”

What this means for your business is that now armed with the need to communicate to new customers with benefits you should be going back to existing customers and asking them how they have benefited from your business. You can even design that call as part of the account managers’ monthly schedule, armed with a set of specific benefits questions to existing customers, to find out the invaluable benefits. And with some customers they will only be too glad to talk about them, whether as part of a white paper, or in a short video.

Meanwhile with new customers you make sure you set a schedule for calling them at certain agreed points to find out when and if they are accruing the benefits. And you know what if they aren’t getting the benefits then this is a great way to reduce customer attrition rates, to find out why customers aren’t getting the most out of your product or service before it’s too late. In fact the benefits calls could surface some valuable clues in terms of positive content marketing, for example a series of how-to-guides to help customers maximise their benefits, as well as serve as a great way to attract new leads into the top of the ‘marketing funnel’.

Download ‘Your FAB tool’ (Google Sheet format) for your business here


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