- by Alena Hitzemann, Associate Web Editor
I attended a HubSpot webinar yesterday about how to use social media for business. It was pretty good- they made the usual points about social media as inbound marketing, the importance of measurement, Twitter best practices (link, link, link!), etc. in an engaging way. But I thought the highlight of the hour was the discussion about distribution and conversation.
If you think about it, distribution and conversation are the two main drivers behind all social media. People share stuff- distribute it- and talk about stuff- converse about it. Among friends, this is normal. One of my friends posts a funny picture or video to their Facebook status, I converse with them by commenting on it or "liking" it, then maybe post it to my own status to continue the distribution pattern (now I can even tag the referring friend in my status- sweet.)
In the business world, however, it seems that we sometimes forget the importance of completely integrating these two actions.
We're certainly good at distributing. Traditionally, we sent out press releases, mail out brochures, launch email campaigns and send newsletters. Nowadays we're encouraging RSS feeds, posting content to Facebook fan pages and tweeting out links.
We do ok with the conversation part as well. We host webinars with Q&As, attend tradeshows, sponsor live chats and participate in online communities. This is all great stuff. But frequently, the distribution and conversation go on independently of each other. And that's where we miss opportunities.
Distributing content is a great way to spread the word about your business. It generally builds awareness, and if it's valuable content, also builds a strong reputation. Same goes for conversation. Whether it's a helpful support experience over live chat or a friendly exchange at a tradeshow booth, a positive interaction will reflect positively on your company. And again: great stuff. But the kicker is that other people are doing that, too. What they're not doing is combining the distribution and conversation into a fluid process that enhances and bolsters both objectives.
Example #1: Twitter. Instead of just tweeting links to your own stuff, or just using it as a tool to chat, integrate. Retweet. Retweet with your own commentary, or a response to someone else's commentary. Ask questions. Point to collateral while asking for feedback, responses, comments, opinions. Thank others for RTing your stuff. Direct message brand champions. All of these things make you stand out from the crowd, make your links stand out from the crowd, and make people like you- which will make them much more inclined to engage with the content that you distribute.
Example #2: Blogging. Blogging can be a great tool for two-way communication. Use your own voice to talk about company content (that you've linked to, of course.) Add your personal opinion to a white paper, discuss a recent event, shout out to the great people you met at your last conference. Pose questions, beg for comments, be controversial- do whatever it takes to get the conversation going around the collateral that you want to deliver.
Example #3: Online communities. The Company Presence in online communities often sways one of two ways: answers every question with a link back to some database, or answers every question with an involved, individually written response. But serious impact comes from combining these methods. "Hey Bob, thanks for the question. It sounds like solutions X, Y and Z might help. You can get started by doing _____, but also check out these resources in our database (link, link, link.) Jim also had a similar question in Forum X, you might be able to find some information there. Have you tried ____?" This method makes it personal, offers specialized suggestions, but also points to distributed collateral... which saves The Company Presence time and grows the general awareness of all the company's great content.
These examples may seem obvious, but they bring us back to "easier said than done." It isn't simple to combine distribution and conversation in a thoughtful way- if it was, everyone would be doing it. But it certainly is worth it, which makes it worth keeping both strategies in mind.




