Connect with us

MARKETING

How To Create a LinkedIn Employee Advocacy Program

Published

on

How To Create a LinkedIn Employee Advocacy Program

People buy from people, not companies. That’s why your brand’s employee advocacy on LinkedIn can be a powerful and effective form of marketing.

The benefits are many for your brand as well as individual employees. Their LinkedIn advocacy can:

  • Help build their personal brands.
  • Drive traffic to your company’s LinkedIn page and website.
  • Establish them as subject matter experts.
  • Lead to invitations for guest appearances on podcasts, LinkedIn Live streams, and other events.
  • Capture customers at the top of the funnel.
  • Drive deals down the pipeline.
  • Win and close deals.

An employee advocacy program on @LinkedIn can be a powerful and effective form of marketing, says Emily Brady of @SweetFishMedia via @CMIContent. Click To Tweet

With all those positive outcomes, an employee advocacy program on LinkedIn makes sense for most brands targeting a business-focused audience. Now comes the harder part – organizing the program.

How to structure an employee advocacy program on LinkedIn

Step 1: Get leadership on board

Employee advocacy on LinkedIn is a long play. Secure executive buy-in by encouraging them to do it first-hand. Ask or help them post consistently on LinkedIn for at least 60 days. If they can grow their following, connections, and engagement, they might see the value in implementing an employee advocacy program companywide.

Secure executive support first. Ask them to post for 60 days and see the growth in followers, connections, and engagement, says Emily Brady of @SweetFishMedia via @CMIContent. Click To Tweet

HANDPICKED RELATED CONTENT:

Step 2: Choose a channel champion

You’re going to need someone to oversee this operation. You can hire a social media specialist or assign it to someone on the content marketing team well versed in LinkedIn.

The channel champion creates the strategy and owns the results of the program. Among their possible responsibilities:

  • Onboarding employees through one-on-one personal branding meetings
  • Working with each evangelist to document their personal brand strategy detailing their content pillars
  • Creating written and video training resources to teach employees posting and engagement strategies on LinkedIn
  • Curating an archive of company content categorized by job function
  • Leading monthly training workshops

Every employee advocacy program needs a champion who develops the strategy and helps members implement their own plans, says Emily Brady of @SweetFishMedia via @CMIContent. Click To Tweet

Step 3: Document program requirements

Outlining the expectations of employees, in the beginning, can help them make an educated decision on whether they should or can participate. Then, when they sign up for the program, they know the commitment.

The requirements for an employee advocacy program on LinkedIn might look like this:

  • Be active for at least one quarter.
  • Post three to five times a week.
  • Engage with people who comment on the post.
  • Actively engage with others on LinkedIn.
  • Agree to promote curated company content.

At this stage, you also should document the do’s and don’ts — the guidelines outlining what is acceptable to post, what is inappropriate to post, and what are the best practices.

Step 4: Onboard employees

The channel champion should invite employees who opted into the program to an onboarding meeting. That conversation should help define their content topics, personal brand, positioning, and LinkedIn workflow. Often, people are overwhelmed at the possibilities and appreciate having someone facilitate the process to help identify their content pillars.

How to motivate employees to post on LinkedIn

Just signing up and having a one-on-one meeting isn’t enough to motivate your employee advocates to start posting and stay involved. They may lack the confidence and/or the capacity to execute. To help, consider these tips:

1. Identify their why

People need internal motivation. “Because it’s good for the company” usually is not a sufficient motivator for a person. By learning their personal reasons for joining the advocacy program, you can better identify the corresponding benefits, such as:

  • Increased awareness of their existence and expertise
  • Recognition as a go-to expert in the industry
  • Participation in a community of thought leaders with whom they can learn and collaborate
  • Portfolio of the content they create

2. Educate them about the benefits for their employer

While helping the company may not be their only motivator, it makes sense that they want their employer to succeed. Share how the company could benefit by detailing how it can increase brand awareness, shorten the sales cycle, and increase talent attraction and retention.

NOTE: This tip intentionally comes after personal motivation. Companies usually struggle to get participation on LinkedIn because they make it about the business, not the employees.

3. Check in frequently

Dedicate a Slack channel or another communication tool in your company just for the employee advocates. Invite them to share their posts, questions, and wins.

Share analytics weekly to show which posts resonate and which might benefit from improvements.

Once a month, have a one-on-one check-in meeting with advocates who may be struggling.

4. Provide assistance resources

When you share videos, articles, or training sessions about how to create good content, employees are more likely to get active on the platform.

In the onboarding, incorporate internal training videos and documents on personal branding and LinkedIn best practices.

Every week, share editorial calendar prompts, curated content, or educational LinkedIn posts in your work dashboard.

Every month, schedule a LinkedIn training workshop, a live brainstorm session, and/or one-on-one meetings to go over their content strategies.

5. Celebrate

A sense of belonging is a huge factor in a successful employee advocacy program. Celebrating wins reinforces that camaraderie. Commend employees individually and highlight their results on your internal communication channel. You also can praise them on LinkedIn.

How to measure success

Success can be difficult to measure. You can look at their profile views, connections, and following. If those numbers are rising, their personal brand is growing – and likely impacting the company’s brand, too.

Also, encourage employees to share things like direct messages and replies, invitations to guest on podcasts, virtual events, etc., and reshares and mentions. You could set up a tracker to record them if you want to compare and contrast with others in the program.

You also can assess individual posts to better understand if they’re having an impact on thought leadership. For example, a post with a large number of comments indicates the employee is giving valuable insight into creating and engaging in meaningful conversations. If the reshare number is high, your employees are saying something that resonates with or helps someone.

You can use a tool like HubSpot to attribute deals won or closed to LinkedIn activity though it’s a lagging indicator.

How others are doing it

Here are a few B2B companies that do employee advocacy really well:

Chili Piper’s company social profiles have seen impressive growth in recent years thanks to their employee social advocacy enablement.

How do they do it? They encourage employees to post about whatever they want. They created a #Chili-Love Slack channel to help amplify each other’s posts, and they do periodic “social takeovers” to promote new content, product launches, company news, and more.

Gong used LinkedIn employee advocacy to grow eight times in a little over two years. They post consistently and focus on providing valuable content over securing marketing-qualified leads.

How do they do it? Gong hires outstanding talent who want to post, their C-suite leads by example, and their social media team makes it easy with internal comms and writing prompts.

Chris Walker and his Refine Labs team of employees are known for the value-added content each provides via their personal accounts on LinkedIn.

How do they do it? All Refine Labs teammates go through a LinkedIn Accelerator training during onboarding. Chris hosts office hours where he helps people dial in their personal strategies. They host competitions around experimenting with new channels like LinkedIn or TikTok and give prizes and awards people actually want.

Here are some other brands sharing details about their employee advocacy programs: Angelpoint, Dreamdata, and our team at Sweet Fish Media.

Get the benefits of employee advocacy

One of, if not the most, efficient and cost-effective ways for companies to build their brands and drive revenue growth is through employee advocacy on social media. Why? Your employees are individuals who are more likely to earn trust and gain credibility from your audience in a way that a brand name never could.

All tools mentioned in the article are identified by the author. If you have a tool to share, please add it in the comments.

Want more content marketing tips, insights, and examples? Subscribe to workday or weekly emails from CMI.

Cover image by Joseph Kalinowski/Content Marketing Institute



Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address

MARKETING

Why We Are Always ‘Clicking to Buy’, According to Psychologists

Published

on

Why We Are Always 'Clicking to Buy', According to Psychologists

Amazon pillows.

(more…)

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading

MARKETING

A deeper dive into data, personalization and Copilots

Published

on

A deeper dive into data, personalization and Copilots

Salesforce launched a collection of new, generative AI-related products at Connections in Chicago this week. They included new Einstein Copilots for marketers and merchants and Einstein Personalization.

To better understand, not only the potential impact of the new products, but the evolving Salesforce architecture, we sat down with Bobby Jania, CMO, Marketing Cloud.

Dig deeper: Salesforce piles on the Einstein Copilots

Salesforce’s evolving architecture

It’s hard to deny that Salesforce likes coming up with new names for platforms and products (what happened to Customer 360?) and this can sometimes make the observer wonder if something is brand new, or old but with a brand new name. In particular, what exactly is Einstein 1 and how is it related to Salesforce Data Cloud?

“Data Cloud is built on the Einstein 1 platform,” Jania explained. “The Einstein 1 platform is our entire Salesforce platform and that includes products like Sales Cloud, Service Cloud — that it includes the original idea of Salesforce not just being in the cloud, but being multi-tenancy.”

Data Cloud — not an acquisition, of course — was built natively on that platform. It was the first product built on Hyperforce, Salesforce’s new cloud infrastructure architecture. “Since Data Cloud was on what we now call the Einstein 1 platform from Day One, it has always natively connected to, and been able to read anything in Sales Cloud, Service Cloud [and so on]. On top of that, we can now bring in, not only structured but unstructured data.”

That’s a significant progression from the position, several years ago, when Salesforce had stitched together a platform around various acquisitions (ExactTarget, for example) that didn’t necessarily talk to each other.

“At times, what we would do is have a kind of behind-the-scenes flow where data from one product could be moved into another product,” said Jania, “but in many of those cases the data would then be in both, whereas now the data is in Data Cloud. Tableau will run natively off Data Cloud; Commerce Cloud, Service Cloud, Marketing Cloud — they’re all going to the same operational customer profile.” They’re not copying the data from Data Cloud, Jania confirmed.

Another thing to know is tit’s possible for Salesforce customers to import their own datasets into Data Cloud. “We wanted to create a federated data model,” said Jania. “If you’re using Snowflake, for example, we more or less virtually sit on your data lake. The value we add is that we will look at all your data and help you form these operational customer profiles.”

Let’s learn more about Einstein Copilot

“Copilot means that I have an assistant with me in the tool where I need to be working that contextually knows what I am trying to do and helps me at every step of the process,” Jania said.

For marketers, this might begin with a campaign brief developed with Copilot’s assistance, the identification of an audience based on the brief, and then the development of email or other content. “What’s really cool is the idea of Einstein Studio where our customers will create actions [for Copilot] that we hadn’t even thought about.”

Here’s a key insight (back to nomenclature). We reported on Copilot for markets, Copilot for merchants, Copilot for shoppers. It turns out, however, that there is just one Copilot, Einstein Copilot, and these are use cases. “There’s just one Copilot, we just add these for a little clarity; we’re going to talk about marketing use cases, about shoppers’ use cases. These are actions for the marketing use cases we built out of the box; you can build your own.”

It’s surely going to take a little time for marketers to learn to work easily with Copilot. “There’s always time for adoption,” Jania agreed. “What is directly connected with this is, this is my ninth Connections and this one has the most hands-on training that I’ve seen since 2014 — and a lot of that is getting people using Data Cloud, using these tools rather than just being given a demo.”

What’s new about Einstein Personalization

Salesforce Einstein has been around since 2016 and many of the use cases seem to have involved personalization in various forms. What’s new?

“Einstein Personalization is a real-time decision engine and it’s going to choose next-best-action, next-best-offer. What is new is that it’s a service now that runs natively on top of Data Cloud.” A lot of real-time decision engines need their own set of data that might actually be a subset of data. “Einstein Personalization is going to look holistically at a customer and recommend a next-best-action that could be natively surfaced in Service Cloud, Sales Cloud or Marketing Cloud.”

Finally, trust

One feature of the presentations at Connections was the reassurance that, although public LLMs like ChatGPT could be selected for application to customer data, none of that data would be retained by the LLMs. Is this just a matter of written agreements? No, not just that, said Jania.

“In the Einstein Trust Layer, all of the data, when it connects to an LLM, runs through our gateway. If there was a prompt that had personally identifiable information — a credit card number, an email address — at a mimum, all that is stripped out. The LLMs do not store the output; we store the output for auditing back in Salesforce. Any output that comes back through our gateway is logged in our system; it runs through a toxicity model; and only at the end do we put PII data back into the answer. There are real pieces beyond a handshake that this data is safe.”

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading

MARKETING

Why The Sales Team Hates Your Leads (And How To Fix It)

Published

on

Why The Sales Team Hates Your Leads (And How To Fix It)

Why The Sales Team Hates Your Leads And How To

You ask the head of marketing how the team is doing and get a giant thumbs up. 👍

“Our MQLs are up!”

“Website conversion rates are at an all-time high!”

“Email click rates have never been this good!”

But when you ask the head of sales the same question, you get the response that echoes across sales desks worldwide — the leads from marketing suck. 

If you’re in this boat, you’re not alone. The issue of “leads from marketing suck” is a common situation in most organizations. In a HubSpot survey, only 9.1% of salespeople said leads they received from marketing were of very high quality.

Why do sales teams hate marketing-generated leads? And how can marketers help their sales peers fall in love with their leads? 

Let’s dive into the answers to these questions. Then, I’ll give you my secret lead gen kung-fu to ensure your sales team loves their marketing leads. 

Marketers Must Take Ownership

“I’ve hit the lead goal. If sales can’t close them, it’s their problem.”

How many times have you heard one of your marketers say something like this? When your teams are heavily siloed, it’s not hard to see how they get to this mindset — after all, if your marketing metrics look strong, they’ve done their part, right?

Not necessarily. 

The job of a marketer is not to drive traffic or even leads. The job of the marketer is to create messaging and offers that lead to revenue. Marketing is not a 100-meter sprint — it’s a relay race. The marketing team runs the first leg and hands the baton to sales to sprint to the finish.

​​

via GIPHY

To make leads valuable beyond the vanity metric of watching your MQLs tick up, you need to segment and nurture them. Screen the leads to see if they meet the parameters of your ideal customer profile. If yes, nurture them to find out how close their intent is to a sale. Only then should you pass the leads to sales. 

Lead Quality Control is a Bitter Pill that Works

Tighter quality control might reduce your overall MQLs. Still, it will ensure only the relevant leads go to sales, which is a win for your team and your organization.

This shift will require a mindset shift for your marketing team: instead of living and dying by the sheer number of MQLs, you need to create a collaborative culture between sales and marketing. Reinforce that “strong” marketing metrics that result in poor leads going to sales aren’t really strong at all.  

When you foster this culture of collaboration and accountability, it will be easier for the marketing team to receive feedback from sales about lead quality without getting defensive. 

Remember, the sales team is only holding marketing accountable so the entire organization can achieve the right results. It’s not sales vs marketing — it’s sales and marketing working together to get a great result. Nothing more, nothing less. 

We’ve identified the problem and where we need to go. So, how you do you get there?

Fix #1: Focus On High ROI Marketing Activities First

What is more valuable to you:

  • One more blog post for a few more views? 
  • One great review that prospective buyers strongly relate to?

Hopefully, you’ll choose the latter. After all, talking to customers and getting a solid testimonial can help your sales team close leads today.  Current customers talking about their previous issues, the other solutions they tried, why they chose you, and the results you helped them achieve is marketing gold.

On the other hand, even the best blog content will take months to gain enough traction to impact your revenue.

Still, many marketers who say they want to prioritize customer reviews focus all their efforts on blog content and other “top of the funnel” (Awareness, Acquisition, and Activation) efforts. 

The bottom half of the growth marketing funnel (Retention, Reputation, and Revenue) often gets ignored, even though it’s where you’ll find some of the highest ROI activities.

1716755163 123 Why The Sales Team Hates Your Leads And How To1716755163 123 Why The Sales Team Hates Your Leads And How To

Most marketers know retaining a customer is easier than acquiring a new one. But knowing this and working with sales on retention and account expansion are two different things. 

When you start focusing on retention, upselling, and expansion, your entire organization will feel it, from sales to customer success. These happier customers will increase your average account value and drive awareness through strong word of mouth, giving you one heck of a win/win.

Winning the Retention, Reputation, and Referral game also helps feed your Awareness, Acquisition, and Activation activities:

  • Increasing customer retention means more dollars stay within your organization to help achieve revenue goals and fund lead gen initiatives.
  • A fully functioning referral system lowers your customer acquisition cost (CAC) because these leads are already warm coming in the door.
  • Case studies and reviews are powerful marketing assets for lead gen and nurture activities as they demonstrate how you’ve solved identical issues for other companies.

Remember that the bottom half of your marketing and sales funnel is just as important as the top half. After all, there’s no point pouring leads into a leaky funnel. Instead, you want to build a frictionless, powerful growth engine that brings in the right leads, nurtures them into customers, and then delights those customers to the point that they can’t help but rave about you.

So, build a strong foundation and start from the bottom up. You’ll find a better return on your investment. 

Fix #2: Join Sales Calls to Better Understand Your Target Audience

You can’t market well what you don’t know how to sell.

Your sales team speaks directly to customers, understands their pain points, and knows the language they use to talk about those pains. Your marketing team needs this information to craft the perfect marketing messaging your target audience will identify with.

When marketers join sales calls or speak to existing customers, they get firsthand introductions to these pain points. Often, marketers realize that customers’ pain points and reservations are very different from those they address in their messaging. 

Once you understand your ideal customers’ objections, anxieties, and pressing questions, you can create content and messaging to remove some of these reservations before the sales call. This effort removes a barrier for your sales team, resulting in more SQLs.

Fix #3: Create Collateral That Closes Deals

One-pagers, landing pages, PDFs, decks — sales collateral could be anything that helps increase the chance of closing a deal. Let me share an example from Lean Labs. 

Our webinar page has a CTA form that allows visitors to talk to our team. Instead of a simple “get in touch” form, we created a drop-down segmentation based on the user’s challenge and need. This step helps the reader feel seen, gives them hope that they’ll receive real value from the interaction, and provides unique content to users based on their selection.

1716755163 298 Why The Sales Team Hates Your Leads And How To1716755163 298 Why The Sales Team Hates Your Leads And How To

So, if they select I need help with crushing it on HubSpot, they’ll get a landing page with HubSpot-specific content (including a video) and a meeting scheduler. 

Speaking directly to your audience’s needs and pain points through these steps dramatically increases the chances of them booking a call. Why? Because instead of trusting that a generic “expert” will be able to help them with their highly specific problem, they can see through our content and our form design that Lean Labs can solve their most pressing pain point. 

Fix #4: Focus On Reviews and Create an Impact Loop

A lot of people think good marketing is expensive. You know what’s even more expensive? Bad marketing

To get the best ROI on your marketing efforts, you need to create a marketing machine that pays for itself. When you create this machine, you need to think about two loops: the growth loop and the impact loop.

1716755163 789 Why The Sales Team Hates Your Leads And How To1716755163 789 Why The Sales Team Hates Your Leads And How To
  • Growth loop — Awareness ➡ Acquisition ➡ Activation ➡ Revenue ➡ Awareness: This is where most marketers start. 
  • Impact loop — Results ➡ Reviews ➡ Retention ➡ Referrals ➡ Results: This is where great marketers start. 

Most marketers start with their growth loop and then hope that traction feeds into their impact loop. However, the reality is that starting with your impact loop is going to be far more likely to set your marketing engine up for success

Let me share a client story to show you what this looks like in real life.

Client Story: 4X Website Leads In A Single Quarter

We partnered with a health tech startup looking to grow their website leads. One way to grow website leads is to boost organic traffic, of course, but any organic play is going to take time. If you’re playing the SEO game alone, quadrupling conversions can take up to a year or longer.

But we did it in a single quarter. Here’s how.

We realized that the startup’s demos were converting lower than industry standards. A little more digging showed us why: our client was new enough to the market that the average person didn’t trust them enough yet to want to invest in checking out a demo. So, what did we do?

We prioritized the last part of the funnel: reputation.

We ran a 5-star reputation campaign to collect reviews. Once we had the reviews we needed, we showcased them at critical parts of the website and then made sure those same reviews were posted and shown on other third-party review platforms. 

Remember that reputation plays are vital, and they’re one of the plays startups often neglect at best and ignore at worst. What others say about your business is ten times more important than what you say about yourself

By providing customer validation at critical points in the buyer journey, we were able to 4X the website leads in a single quarter!

1716755164 910 Why The Sales Team Hates Your Leads And How To1716755164 910 Why The Sales Team Hates Your Leads And How To

So, when you talk to customers, always look for opportunities to drive review/referral conversations and use them in marketing collateral throughout the buyer journey. 

Fix #5: Launch Phantom Offers for Higher Quality Leads 

You may be reading this post thinking, okay, my lead magnets and offers might be way off the mark, but how will I get the budget to create a new one that might not even work?

It’s an age-old issue: marketing teams invest way too much time and resources into creating lead magnets that fail to generate quality leads

One way to improve your chances of success, remain nimble, and stay aligned with your audience without breaking the bank is to create phantom offers, i.e., gauge the audience interest in your lead magnet before you create them.

For example, if you want to create a “World Security Report” for Chief Security Officers, don’t do all the research and complete the report as Step One. Instead, tease the offer to your audience before you spend time making it. Put an offer on your site asking visitors to join the waitlist for this report. Then wait and see how that phantom offer converts. 

This is precisely what we did for a report by Allied Universal that ended up generating 80 conversions before its release.

1716755164 348 Why The Sales Team Hates Your Leads And How To1716755164 348 Why The Sales Team Hates Your Leads And How To

The best thing about a phantom offer is that it’s a win/win scenario: 

  • Best case: You get conversions even before you create your lead magnet.
  • Worst case: You save resources by not creating a lead magnet no one wants.  

Remember, You’re On The Same Team 

We’ve talked a lot about the reasons your marketing leads might suck. However, remember that it’s not all on marketers, either. At the end of the day, marketing and sales professionals are on the same team. They are not in competition with each other. They are allies working together toward a common goal. 

Smaller companies — or anyone under $10M in net new revenue — shouldn’t even separate sales and marketing into different departments. These teams need to be so in sync with one another that your best bet is to align them into a single growth team, one cohesive front with a single goal: profitable customer acquisition.

Interested in learning more about the growth marketing mindset? Check out the Lean Labs Growth Playbook that’s helped 25+ B2B SaaS marketing teams plan, budget, and accelerate growth.


Disruptive Design Raising the Bar of Content Marketing with Graphic

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading

Trending