As a marketer, sometimes it ‘s hard to stop thinking about marketing and remind myself that I am also a customer. I’ll find myself during commercial breaks on TV analyzing the scripts and how I would change the copy. I hear ads on the radio offering free content, and I immediately think about the strategy and commend them for using content to market their business. It is hard to turn it off.
Lately, I’ve gotten a nice little reminder of what it is like being a customer with not enough information. It has come during one of the most daunting events of many people’s lives: Wedding planning.
For those who have been here in the past, you can probably attest to the daunting nature of wedding planning. Not only is getting married a major step in life, but there are also plenty of venues and options to choose from. Each has their own rules, regulations and offerings and sometimes it is difficult to grasp all of those options. To me, this can make the decision scary. What if I miss something? To make it even more terrifying, this is probably the first decision you must make.
That’s why one morning while answering emails and scheduling venue tours, I tweeted about my planning. To my pleasant surprise, a venue I hadn’t even found replied.
— Ball Conference Ctr (@BallConference) July 14, 2015
This got me thinking about how businesses should be using social media. I’ve written about listening posts in the past, and how you can use social media to identify potential customers. But it takes effort to reach out to potential customers, effort that is easily recognized by your customers.
Seeking out Social Media Leads
To identify me as a promising social lead, the venue had to search for people tweeting about wedding venues, and had to narrow the search to only those in the Kansas City area using the “Near Me” tag. Luckily, there aren’t that many people tweeting looking for wedding planning advice at any one time. These select few are your prime candidates and are deliberately looking for someone to trust. Why not reach out? If it takes 5 minutes to identify and reach out to these customers, all it takes is one conversion to make this worth your time.
I may not rent out this potential venue, but I wouldn’t have even known about them if they hadn’t have reached out. With a simple 140-character tweet, they took me through several steps of the customer journey. They introduced their venue to me while getting me to like and trust them just because of the effort they gave to reach me. Now, I have scheduled a venue tour, bringing me up to the try level of the customer journey.
What you can learn
More importantly, they have some insight about my frustrations searching for a wedding venue long before the tour. As any salesperson can attest, the more you know about your potential buyers, the easier it is to relate to them and prove your product will solve their problems, and the easier it is to make the sale.
Social media is not meant to be a place to broadcast your message. You’re not going to convert people or gain followers and influence by simply sending out un-engaging messages. What makes social media special is that it offers a direct channel your customers and potential customers. If you want the most from your social media marketing, you must take advantage of this, reach out to your customers and nurture those social media leads.
Have you ever searched for or reached out to potential customers individually on social media? Or has someone sought you out to any success? Let me know in the comments below.