For the CMOs of B2B companies, the to-do list is never-ending. Provide more original social content. Engage your target audience. Attract new followers. Create ambassadors. And these tasks can appear monumental given the lack of time and the fluctuating gap in social skills, which require an understanding and communicating on multiple social networks, each with unique style, form, and community.
To be successful requires more than a social presence. It requires continuous social storytelling. Original stories are now one of the most strategic marketing deliverables B2B companies can create for engaging social audiences and communicating a company’s core positioning and value proposition. If told in a meaningful and engaging way, this narrative can become more than just story – it can become the blueprint for a B2B company’s entire social communication strategy.
But how to deliver effective social stories and content every day? Recognize that social media has created a new marketing lifecycle, combining social awareness, education, and engagement. CMOs must execute this new lifecycle within a digitally driven ecosystem against unrelenting competition to win buyer influence. Storytelling is at the speed of social.
In order to answer the challenge, you must have a team in place that shares your company’s vision and positioning. Form a story marketing team that is capable of telling original stories with clear roles, processes, and techniques. The goal for a story team is to make social storytelling part of the internal flow of conversation, to reach messaging alignment, and to deliver lifecycle organized social communications. Without clear storytelling management and workflow, your marketing team will be stuck in a world of one-off social media efforts. Here’s how to get started:
- The story team members: product experts, customer experts, digital media designers, and experienced social marketing communicators. Select individuals from product marketing, product management, marketing communications, customer experience, and social media management.
- The story team roles: story owner, collaborator, and viewer. Owners create and drive ideation and targeting. Collaborators add context and content. Viewers help share and communicate stories before, during, and after delivery. Consider a center of storytelling excellence to share roles across teams.
- The storytelling process: story planning, design, and production. Planning is simple and fast. Ideate and organize ideas everyday. Design includes social targeting, social contexting, and social message testing. Production takes feedback from tests and completely prepares the final digital versions, the sequence, and schedule. Make sure these three phases become a standard lifecycle. Story is a deliverable so it requires a lifecycle process.
Delivering these original social stories that drive awareness and increase engagement by your prospects must be designed with the following key strategies and techniques in mind:
1. Know your rainforest
Your social rainforest is your target ecosystems and social connections. Entering social networks is much like wandering into a rainforest where everything is fundamentally connected. If you enter this ecosystem without knowledge of the power of its connectivity, extinction is eminent. Stories provide the link between your positioning, digital media, and target customers. They are that crucial connecting thread between your marketing team, your desired image, and your target social communities. In other words, the marketing team needs to be one with their target community. Aligning your employees and your story is the first step to telling it to the world.
2. Be authentic and helpful
Stop the vendor speak. Making an emotional and real impact means telling your story in an authentic, honest, helpful manner that is accessible to all parties. Worry less about impressing your audience and more about engaging them.
3. Find the stories within the story
Your story is just the beginning. Within that story are additional narratives, flowing together to help express your core beliefs and ideas. Think about it – every blog post, webinar, e-book, and customer experience has many related needs, tragedies, successes, and conflicts that can be shared on social networks to increase awareness and positioning. Finding and telling those stories will only enhance your overall story.
4. Arm your team
Social storytelling marketing teams must compete like sports teams. They need the best equipment. They need to create the strategies and they need to craft brilliant play books. They need experts in the right positions and, above all, they need experience playing the game.
5. The right apps
Today, CMOs and their team improvise by patching together an ad hoc mix of marketing tools and unmanageable volumes of content without a blueprint for scaling people, technology, and processes for storytelling. Invest in integrated, social ware marketing applications that instantly guide users through creating the right story for the right ecosystem through the right content and network. Thus, the entire marketing team is able to focus on creativity rather than administrative tasks. Arming your team with collaborative, marketing intuitive apps for story planning, story component design, digital publishing, and story measurement allows your team to deliver empowering and compelling social stories every day.
Your story is your strategy. By creating a high performance storytelling marketing team for your B2B company with clear roles and processes you can begin to source and pipeline ideas and content from across your team, partners, and customers. Team consistency and alignment becomes the norm versus the project. Turning social media into social storytelling requires well-designed organization, digital content, and applications that truly orchestrate social story planning, design, and delivery seamlessly and successful from ideas to wins.