Ebook: “10 Reasons B2B Companies Need Social Media”

New study from Orca Social shows an enormous untapped both economic and cultural potential for B2B companies of implementing social technologies.

In case you haven’t noticed: Social media has changed the way the world communicates.

B2C companies have eagerly embraced the opportunities which social media has brought about, but B2Bs are still – by and large – lost in the past, struggling to see why it’s relevant for them.

Continue reading “Ebook: “10 Reasons B2B Companies Need Social Media””

How to use social media for B2B marketing campaigns? Stop being creative. And forget that you’re trying to sell.

Now that I’m on the verge of leaving Maersk Line to join Wibroe, Duckert and Partners (and while I’m still on paternity leave) I think it’s time to highlight a valuable lesson from my past two years in this great company. Unfortunately, it’s something I find I need to repeat again and again. Here it goes:

“Social media is about communication, not marketing.”

Yes, in case you hadn’t noticed, with social media we’re dealing with social networks, not a list of broadcasting platforms where companies can launch campaigns with the sole ambition to sell more. With social media, the users have finally taken control. They themselves control what they want to see, and they sure as h… don’t want to follow companies that are only there to sell to them.

Continue reading “How to use social media for B2B marketing campaigns? Stop being creative. And forget that you’re trying to sell.”

Getting started with social media: Maersk Line’s social media study (part 2)

Two of our early IGs, featuring Estelle Maersk on the left and my son Wilfred on the right, in front of the giant Emma Maersk scale model in the Maersk HQ.
Two of our early IGs, featuring Estelle Maersk on the left and my son Wilfred on the right, in front of the giant Emma Maersk scale model in Copenhagen.

So, moving on from my previous post, let’s have a look at how we got started and what we’ve done to date in Maersk Line with regards to social media.

First of all, our approach has been one of insourcing. I was basically recruited to do the job, starting 1 October 2011,  and I have been running with it ever since. This approach was chosen by management because they realized that it was the only way forward if it was to be credible as well as cost-efficient.

What has worked really well for us, and what the management fully understood, is the big amount of trust and empowerment that came my way. If you want to humanize the brand and ensure speed of posting you need to work with minimal oversight.

Where are we today?
So what’s the status after a year and a half? We currently have a presence on 12 social media sites, two of which are Chinese. We use these platforms in very different ways, with respect for the different users out there. However, a common trend spans the entire spectrum, namely that we regard it as a communication tool as opposed to a marketing exercise.

If you ask me, this approach does not make it boring, quite the contrary. Our presence is characterised as being very visual, narrative, trustworthy, based on that which is current and close to the business. Our aim is to engage and enter into dialogues. And we endeavour to humanise our somewhat hardware-driven business.

The top line (social) numbers
We have over 830,000 fans on Facebook, on which our engagement rate consistently falls between 5-10%. Also, we have 45,000 followers on Twitter, and 30,000 followers on LinkedIn.

In addition to all of this, we have 22,000 followers on Instagram. We have received considerable praise for our use of Instagram (and photos in general), even from Instagram themselves. Recently, we became one of their “suggested users”.

Here’s a short case video that summarizes what we’ve done the past year and a half (I know, I know, it’s a bit to the dramatic side):

[vimeo http://www.vimeo.com/59990482 w=460&h=259]

 
From mass media to corporate journalism
But what is it worth? Perhaps nothing? We don’t know for certain. But we believe we know that there is much more to social media than… social media alone.

Social media is merely a concept. It is a measure of where the media landscape and technology have brought us, specifically to the point where technology has become so sophisticated that it is capable of mirroring our behaviour and the actual structure of society right down to the individual level.

In other words: a society consists of individuals who are interconnected. The same can be said about the role of social media. Away with mass media; today, that space belongs to the users. And in that space we all become editors of our own lives. How do I wish to present myself? Who am I? How do I want to spend my time? With whom? Where? Etc.

What is interesting for companies is that they are also, or have the opportunity to be, publishers of their own stories. Companies have become news media agencies in their own right. But they will not get very far unless they are trustworthy. This is where the concept of corporate journalism comes in: the most digitally-advanced companies have started to employ people who report on what goes on in the company with journalistic integrity.

After all, if you fail to divulge your mistakes, no one can learn from them, in which case the company stagnates.

Next up in this short series: What is the value of social media for a B2B company like ours?

An article by J. Boye about, well, my work for Maersk Line.

Last week I was phoned up by Janus Boye who is the CEO and founder J. Boye “the international community for web & internet professionals”. In other words, a quite influential blogger on things like internet and not least social media.

Maybe it’s due to the fact that Janus is a Dane, but he had nevertheless noticed the recent success of Maersk Line within social media. And he found it to be interesting and even surprising, given the fact that Maersk Line is a B2B company in a quite conservative industry. The background being that B2B companies have struggled for years to find meaning in and reasons to engage with social media.

In a way, we in Maersk Line have somehow succeeded in paving the way for other B2B companies. Quite flattering if you think about it. And maybe stretching it a bit too far.

You can read the article Janus wrote here.