When I checked out the top stories at B2B Marketing Zone I was a bit dismayed. Every story highlighted at the top was about social media. Yes, it’s the hot topic, but on a site that features dozens of B2B blog posts, surely there would be some variety.
Moving on to other B2B sites, I visited Webbiquity to discover Tom Pick’s amusing report of the “Top 10 Tweets About Today’s Twitter Outage.” One, of course, said, “Worst part about #Twitter being down is you can’t tweet about it.”
This observation brings me back to one of the earliest blog posts I wrote, advising B2B marketers on “Getting over our own marketing bias.” It was 2009 and I was bemoaning the fact that every blog I had reviewed that day addressed social media. Well, it’s 2012 now and nothing has changed.
I’m pretty sure that what is being talked about, and what draws attention, does not reflect what’s being done in the real world of B2B marketing. Yet a colleague of mine and his team were making a client presentation recently on a proposed direct mail marketing program. One of the team members was a new hire fresh out of a position in interactive marketing. She was shocked to learn that direct mail is the B2B client’s primary channel and how well it’s working for them.
Since nothing has changed, perhaps it is time to repeat some of the advice I gave in 2009 to marketers who think that social media — or any one channel, for that matter — is the above all and end all of B2B marketing. So I advise that, before B2B companies make any decision about which channels to use in their marketing efforts, they take these four steps:
- Talk to colleagues and peers who use various media in their marketing; learn about how they are used and their results.
- Look at published facts and figures on how the channel has been performing for other B2B companies.
- Determine if a particular channel has been used successfully in markets similar to yours.
- Test it before you dismiss it.