B2B social media marketing, if done correctly, is a great way for your company to find new sales leads and increase your business's visibility.

1. B2B Social Media Marketing
Using Social Media To
Generate Sales Leads
For Your B2B Company

2. What is B2B?
Business-to-Business (B2B) means companies
who sell their products and services to other
companies.

3. What is B2C?
Business-to-Consumers (B2C) means
companies who sell their products and services
to consumers.

4. B2B Marketing vs. B2C Marketing
B2C Marketing
B2B Marketing

Maximize value of

Maximize value of
transaction
the relationship

Large target market

Small target market

Short sales cycle

Long sales cycle

Brand identity

Brand identity
through repetition &
through personal
imagery
relationship

Emotional buying

Rational buying
decision based on
decision based on
status, desire, price
business value

5. B2B Social Media Marketing

Many B2B companies are making the mistake
of marketing themselves on social media as if
they were a B2C company.

Just like there is a difference in marketing and
customer acquisition between a restaurant
and your B2B company, there's a difference in
between B2B & B2C social media marketing

6. How Is B2B Social Media
Marketing Different from B2C
Social Media Marketing?
B2B B2C

Platform – LinkedIn 
Platform – Focus on
focus; target specific Facebook to spread
industries, message as far as
companies, & execs. possible

ROI – Number & 
ROI – Focused on
quality of qualified PR & branding
sales leads
Strategy – Focused on

Strategy – Thought PR & branding
leader positioning

7. Does B2B Social Media Marketing
REALLY Work?

57% of B2B companies have acquired a lead
through this platform

45% rated LinkedIn effective, compared with
just 33% who said the same of Facebook
when it comes to lead generation

Visitors from a Company Profile Page spend
average of 10 minutes on a company website.

8. Does B2B Social Media Marketing
REALLY Work?

1 in 3 visitors from a Group filled out a form on
the website

Group members are more likely to sign up for
a webinar

100% of Fortune 500 company executives
have profiles

9. Does B2B Social Media Marketing
REALLY Work?

72% of B2B companies who blog on a weekly
basis have acquired a customer

B2B companies that blog generate 67% more
leads than companies that do not.

B2B companies that blog generate 55% more
web traffic versus companies that do not.

10. Does B2B Social Media Marketing
REALLY Work?

34% of B2B marketers have generated leads

41% of B2B companies have acquired
customers through this platform

11. Measuring B2B Social Media
Marketing Results

Leads - Quantify the amount of leads driven
through social media as well as quality of leads

Website - Use analytics to measure stats such
as amount of traffic driven from social media
sites

Social Media Audience - Growth in your social
media audience means more eyeballs are
focused on your B2B company

12. Case Studies

Canadian-based supply chain management
company

Blogs – Used to position company as thought
leader & aggregate industry content for
potential & current customers

Videos – By using humor, able to show
human side of the company.

Results – 270% increase in web traffic &
320% increase in the number of leads

13. Case Studies

Networking-equipment testing system provider

LinkedIn – A group was created to discuss
industry topics with customers and peers.

Blog – Used to break industry stories

Twitter – Targeted & frequent posts to niche
audience

Results – Contributes 75% of site traffic and
55% of sales leads.

14. Case Studies

Manufacturer of electric-related field products

Blog – Commentary on industry topics,
interview industry leaders, links to “must read”
articles

Twitter & Facebook – Establish connections
with media and industry players

Results – Increased site traffic 70%, doubling
of product submissions, creation of 5 new
products, 4 products in production phase

15. Case Studies

Internet trading platform for the shipping
industry

Blog – Opinion pieces on shipping industry

LinkedIn – Create company sponsored group;
engage with industry realted groups

Twitter – Use to promote news feed from
website

Results – Website traffic increased 59%;
number of sales leads increased by 400%

16. Conclusion

B2B companies should utilize a B2B social
media strategy, not a B2C social media
strategy

B2B social media marketing can increase the
number of qualified sales leads

There are already many B2B companies
successfully utilizing B2B social media
marketing

17. We Are After Interactive

Dallas-based B2B social media agency

Services:
o
B2B Social media management
o
B2B Social media consulting
o
B2B Social media ad campaigns

Clients across the U.S.

Experienced team of B2B social media
marketers, researchers, bloggers / writers

18. Contact Us
After Interactive
www.afterinteractive.com
www.linkedin.com/company/After-Interactive
www.twitter.com/AfterInteract
www.facebook.com/AfterInteractive
www.afterinteractive.com/category/blog
888-559-8680