How Halloween Reminds Me of B2B Marketers
Halloween is one of my favorite holidays. As a kid, I loved to head out (after dark) and go trick or treating. As a parent, I revel in seeing the enjoyment experienced by kids. You may be wondering: how does Halloween relate to B2B marketers?
Let me explain. Recently, DNN collaborated on a Social Insights Report with Leadtail. The report analyzed 113,039 tweets (from 500 North American B2B marketers) from June 1, 2013 to August 31, 2013. The report then draws a number of conclusions on how B2B marketers engage on Twitter.
Since I reviewed the report so close to Halloween, I couldn’t help but draw analogies between B2B marketers and my favorite holiday.
1) We know where to trick or treat.
The report looked at B2B marketers’ tweets to see what other social networks they’re active on. LinkedIn is the clear winner, as 35% of B2B marketers shared content on LinkedIn. Instagram and Foursquare came in at 18% and 13%, respectively. Facebook registered at 3%, more than 10x less than LinkedIn.
This tells me that B2B marketers know where to trick or treat. Their B2B presence takes them to neighborhoods that make sense for their jobs (e.g. LinkedIn), while ventures into the land of Facebook are reserved for activities outside of work.
The Instagram result (18%) runs contrary to this point. It may be that Instagram is the “shiny new object” that B2B marketers want to experiment and learn from. A number of B2B brands, in fact are using Instagram as an effective marketing tool.
2) We take our kids to familiar houses.
I have a daughter in fifth grade. While I’ve taken her to some “foreign” neighborhoods in the past, I tend to take her to houses for which I know the owner. I think that makes for a safer trick or treating experience.
As we saw with the LinkedIn result, B2B marketers like to share familiar content (i.e. things related to their jobs). Of the 100 most popular content sources for B2B marketers, mainstream media registered at 25%, but industry media came in at a whopping 62%.
3) We know how to provide the candy our visitors want.
A “good house” buys the candy variety pack at Costco. A great house surveys the likes and dislikes of neighborhood kids and tailors their treats accordingly.
Side note: one house in my neighborhood gives out ice cream cones for each kid. They ask which flavor the kid wants, then gives the kid two scoops of the selected flavor in a cone. This is an example of “great.”
B2B marketers tend to retweet content (i.e. share their candy) if they believe “my followers will like this.”
4) We visit the houses with the best decorations.
Some homeowners go to great lengths to create an experience that delights visitors. Great B2B content marketers go to equally great lengths to create content that delights their target audience. The Top 50 vendors most mentioned by B2B marketers are doing something right (hint: it probably has something to do with the content they’re producing and sharing). I’d love to go trick or treating in their neighborhoods.
5) We’re drawn to creative and visually appealing costumes.
Whether it’s Halloween costumes or content marketing, I’m always amazed at some of the creative concepts I run across. At Halloween, we’re naturally drawn to costumes that are both “different” and visually appealing. If you look at the list of Top 10 most shared social sources, you’ll see a number of visually oriented sites: YouTube, Instagram, Vine and Pinterest.
Originally published on the DNN Software blog.
I'm Director of Product Marketing at DNN Corp and author of the book “Generate Sales Leads With Virtual Events.” I'm a contributing author to the book “42 Rules of Product Marketing” and maintain a personal blog, “It’s All Virtual.” I can be found on Twitter at @dshiao. You can also find me on Google+
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