Conscientious business owners often tell me, “I don’t want to be one of those companies who’s spamming everyone!” You know who “those” companies are…we all have at least a few horror stories where we cringed every time Company X sent something…and then we hit “Unsubscribe”! How do we avoid that trap in our own marketing?
A lot of people think the answer is “Don’t bug them too often.” While that’s true, it misses a key fact: there are some companies you like hearing from often. What’s the difference? It’s whether you like what you’re hearing. It comes down to the content.
|It’s about them
|It’s about me
Great social marketing doesn’t feel like marketing–it feels like you’re sharing valuable information with me. And consequently, I like getting it!
You’ll build stronger relationships with customers by establishing yourself as a source of great information. They’ll enjoy hearing from you, and you’ll remind them of what an expert you are in your field. So when they need your product or service, they’ll think of you! AND, they might even forward your great info to friends who would also be interested.
Ideas for Great Content
The following table shows some categories of content that can be really powerful, and how they would apply to two sample businesses. In general, great content informs, motivates, and relates.
|Example 1: Toy Store
|Example 2: Accountant
|Share your expertise & knowledge
|Five great Play Doh projects
|Demystifying the new expense deduction rules
|Tell your customers’ stories
|Nathan’s Lego masterpiece
|How a freelancer reduced her tax bill by 15%
|Insider facts & information
|The story behind toy shortages
|The best iPhone apps to track your expenses
|Introduce your team members
|Meet the team who’s opening early on Black Friday
|How John got excited about accounting
|Offer exclusivity, discounts & coupons
|15% off board games this weekend
|Get a free audit check if you come in before February 28
But I Actually Need to Sell Something
You will. By being a source of great information, you will constantly remind customers and prospects that you’re there, and that you’re an expert. You’ll also be indirectly reminding them of the types of products, services, and benefits you are selling.
And not everything has to be valuable information. It’s OK to use some messages to sell more directly. Use the 80/20 rule as a rule of thumb–80% informative and 20% selling.
Spend 5 minutes brainstorming content topics. For each of the categories in the “Great Content” table above, write down a few ideas for what your customers would be excited to hear about.
Let me know how this goes, and what you’re planning to do, by posting a comment below!