B2B Social Media Strategy: Complete Strategy Guide & Best Tips for 2020

Social media is a game-changer for B2B marketers, and we’re going to prove it.

The question is: are you motivated by fear or desire?

Let’s start with desire: Imagine having a ninja-like ability to reach, understand, educate, attract, and influence your exact buyer—before they’re talking to you, while they’re researching you, and after they’ve purchased.

Thanks to social media, your brand lives closer to your customers than ever before.

Now for the scary part: If you’re not building those bonds with your customers, who is?

With longer sales cycles and less obvious roadmaps for success, determining which B2B social media strategy will lead to the best results is a different beast. In fact, according to a survey done by The Manifest, 24% of respondents said the biggest challenge their business faced with social media was not having a formal strategy.

As a reminder, set it and forget it is not a strategy.

To win in 2020, you need to play by different rules.

In the modern B2B social media world, brands are winning by:

• Leveraging their personal brand(s) to connect with customers
• Using different channels for different stages of the funnel
• Syncing first-party CRM data to attribute revenue from paid ads

And that’s exactly what we’re going to cover.

Here’s what you will learn in this article:

1. Best B2B Social Tips & Tactics: 24 best strategies, tactics, and principles for social media success across the sales funnel (+ brand examples).
2. Goals: The different types of B2B Social Media goals to strive for in your strategy.
3. Channel Strategy: Which social media platforms to choose and how to generate results on them.
4. Budgets & ROI: How to measure your ROI (return of investment) from social media and set the right budget.
5. Hiring: What to look for in a B2B social media marketer (or how to outsource it to an agency).
6. Top B2B social media FAQ: More Q&A we couldn’t fit up top. 😎

This guide focuses on social media marketing, though we’ll also touch on social media’s role in customer care and recruitment.

So without further ado, here are the top tips and tactics for your B2B social media marketing toolkit in 2020 (and beyond).

24 Best B2B Social Media Marketing Tips & Tactics

B2B brands fall prey to the same pitfalls as everybody else: they aimlessly post without purpose, their content falls flat, and campaigns come across as being too “sales-y.”

So how do you overcome these hurdles as a B2B marketer to become a winning case study for others?

Follow the leaders. 🏅

1) Bring personality to paid social.

Organic reach is (especially) hard for a B2B brand. And here’s the truth that marketers aren’t sharing: prospects are more likely to see your paid ads than your organic posts.

If you’ve scrolled down the Facebook timeline of a Fortune 100 brand page, you know what we mean.

Don’t sweat it. Just step up your paid social style guide.

One way to do this: Use your Instagram profile as a landing page.

Airtable’s gorgeous Instagram grid is a great example of this.

Airtable has only pumped out 10 public posts in 10 months, but their paid team actively runs ads with the Instagram placement.

When users see their ads and click through to their account, here’s what they find:

What their feed lacks in quantity they make up in quality.

Additionally, their organic content reflects the same aesthetic as their paid ads. It’s visually pleasant, cohesive, and cements their creative values in the customer’s mind.

2) Use cohesive colors to build brand association.

Intuit’s Quickbooks has a similar strategy for creating a recognizable brand image with paid social.

Their thematic approach to content focuses on two core elements: color and customers.

Every paid post feature their signature green. They also frequently feature the small business owners they service.

Their IG bio echoes the customer-centric message. “The world’s largest workforce works for themselves. We work for them.”

There’s virtually no disconnect between their mission statement and paid content strategy.

3) Showcase who your customers are.

Brand storytelling 101 teaches us that “your customer is the hero” of your story. How can you make that come to life in your content?

Reshare some of your customers’ content. Not only is it a good strategy for outsourcing a percentage of your content creation, it gives potential customers someone to identify with. The companies you’re targeting may sell different products or services, but they have similar needs and face similar problems.

Enter your awesome product – the solution to their problem.

4) Celebrate your customers’ wins.

Remember that you’re positioning your customer as the hero here. So, it’s not all about you. Turn the lens back on them, especially when they’ve accomplished something noteworthy. It feels good for your current clients when you celebrate them and it signals to future clients that you’re invested in their success.

5) Tell customer success stories.

Ok, we just got done saying it’s not about you.

But sometimes… it’s a little bit about you. Your customers’ successes are also your successes. Don’t be shy about that! Share how you helped them get there. IBM does a great job of highlighting the client while also illustrating their instrumental role in the project:

6) Share customer testimonials and reviews.

If you’ve ever fallen down the rabbit hole of reading Amazon reviews, you know that people trust other people. Even if those people are perfect strangers. The same is true in B2B.

Testimonials are a powerful tool and a solid part of any content marketing plan. Simple? Perhaps. But it achieves the goal of turning the spotlight back on your customer and building trust in your brand at the same time. SnackNation found a clever way to do this.

Interestingly, highlighting tweets from Twitter on Instagram has become a common phenomenon. Have lots of customers talking about you on another platform?

Steal this concept!

7) Show your product in action.

As marketers we can get carried away with optimizing content to be more interesting (at the expense of relevance). But if  you want to make it easier for customers to buy from you? Reduce uncertainty—show your product in action.

8) Feature a feature (with motion).

Another approach: Post a short video or infographic that demos how a new product works. Trello does this on LinkedIn when they roll out new features.

9) Photograph what’s possible with your product.

Sticker Mule does a great job of this. They use their Instagram to showcase how clients are using their products. A lot of that user-generated content is stickers, of course. But they’re also able to highlight all the other services they offer to small businesses—packing tape and labels, buttons, custom coasters, and more.

10) Build a solid pillar content strategy.

B2B marketers often have big goals and small teams. Feeding the content marketing machine is one of the most time-consuming parts of the work you do. So when you finally produce that shiny new asset, why publish it once and call it done? Use your resources wisely by turning one larger piece of content into lots of micro-content. Here’s how it works:

• Step 1. Start with a single valuable piece of content, like an informative blog post, a detailed infographic, or a YouTube video packed with great tips.
• Step 2. Break that single piece of content down into multiple, bite-sized pieces. For example, if your piece of pillar content is a full-length video, pull several value-rich clips (30 – 45 seconds long) to post across social channels.
• Step 3. Post the micro-content on social media and drive traffic to the pillar content. These snippets should be informative and useful enough to stand alone but can also redirect traffic to the main post, video, etc.

Not everything needs to spring from your pillar content, of course. But having solid pillar content helps the rest of your content feel cohesive.

11) Treat your video pillar content like a TV show.

If you’re starting out with a piece of video or audio content as your pillar content, think of the process like television. You start with the idea for a series—your show. You produce episodes of that show and syndicate them across various channels and platforms. Finally, you choose clips of individual episodes to share on social media and generate buzz.

Show > Episode > Clip

SnackNation has a lot of success using this model with their popular show, “Brand Builder.” They post full-length episodes of the vodcast on their YouTube channel as well as the audio version on all podcast platforms. From there, the episodes are broken down into useful snippets for social media.

 

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Today’s consumer has more choice than ever. For brands, this means stiff competition and a slim margin for error. ⠀⠀⠀⠀⠀⠀⠀⠀⠀ This week’s #BrandBuilder #podcast lays out how to win in this era when the consumer holds all the power. Listen to the episode in the link in bio.

A post shared by SnackNation (@snacknationofficial) on Apr 28, 2019 at 9:51am PDT

If you’re not using video right now, it’s time to reconsider. There are various approaches you could take: vodcasts, talking-head style videos, interviews with industry specialists, or recorded live events all perform well.

At Sculpt, we put on a monthly marketing event called Let’s Get Digital. It’s a 45-minute educational event enjoyed live, but it’s also recorded. That’s our show.

Each month’s episode covers an original topic like Paid Acquisition or Video Marketing. The 45-minute content is then atomized into 1500-word blog posts and 30-60-second bite-sized clips (see example).

One 45-minute show produces the source material for dozens of pieces of content.

Choose the type of show your team can execute best and start making the most of your content!

A Note about IGTV: Unlike videos posted to your feed, IGTV videos can – and in fact must – be longer than a minute. The exact length allowed depends on the method of upload: 1 to 15 minutes long if you’re uploading from mobile; up to 60 minutes if you’re uploading from the web. This is a good place to share slightly longer snippets or even host your pillar content. Share a preview to your feed and story to further distribute the content.

12) Feature your team in your video content.

Speaking of videos, put your team in front of the camera. Whether it’s for information, entertainment, or infotainment (a fun combo), people trust people. So, don’t be a faceless brand. Draw back the curtain a little bit and show the people that make up your business.

By doing so, you can personalize your brand and create some valuable content at the same time. It also lends staff a sense of ownership and authority to be the face and voice of the brand.

How to do it:

• Vlog Style – Gig-matching platform AppJobs understands the importance of creating trust and familiarity with their audience. That’s why their social media manager isn’t just calling the shots behind the camera—she’s in front of it.  As their primary spokesperson, Marina Amâncio answers the most frequently asked questions users have with a casual, Youtube-first, talking-head format that’s syndicated across all channels.

• Trusted Source – Bosch takes this approach. As a result, their audience gets great information from a “more trusted” source – an employee in the field, not a logo. The flip side of that is that their team is positioned as qualified experts to speak on various topics. It’s a win-win.

13) Incorporate real employees into all visuals.

Don’t pay for models; you’ve already got a crew full of smiling faces to feature. For best results, try incorporating your staff in product demo photos.

Drift does this. They replace stock photos with real employees around their office. In fact, it’s such an integral part of their company culture that it’s in their brand guide.

14) Leverage the leaders of your company in your content.

A message from the president, CEO, founder, etc. is inspiring and lends authority to a post. It’s also a good look to have higher-ups in the company involved in projects and campaigns. It reinforces the idea that your company is a group of individuals, not just a faceless brand logo.

(Client) MidWestOne featured their president and CEO in this video about Rock the Chalk, an annual event they throw for the community.

Hearing him speak about the history of the event and the company reinforces that message that the video is presenting: despite their growth and success, MidWestOne remembers their roots and respects and loves the community where they began. A statement that becomes that much more meaningful when given by the leader of the organization.

15) Focus your organic social media strategy on your current customers.

The customer journey doesn’t end when you sell them the product or service. And it’s a good thing it doesn’t because it’s a lot easier to turn a current, satisfied client into a repeat client than it is to conjure new clients out of thin air. So, rather than creating content aimed at an abstract persona, ask yourself, ‘what content would my current customers want to see?’

Here are the three areas to focus on:

1. Tactics that reach them
2. Content that interests them
3. Content that helps them succeed

16) Reach your customers with paid retargeting.

The first way to guarantee you’re reaching current customers on organic social media is with paid advertising custom audiences.

It sounds counterintuitive, we know, but read on.

Facebook, LinkedIn, Twitter, Pinterest, and Snapchat all allow you to run ads against ‘custom audiences’—contact lists you upload into their platforms that matches your data with their user database. By connecting your CRM, adding their tracking pixels, or uploading email lists manually, you can retarget your exact buyer at different stages of the sales funnel.

• Audience 1: Retarget your site visitors who know who you are but haven’t taken action.
• Audience 2: Retarget your marketing leads who have not converted into customers.
• Audience 3: Retarget your current customers to ascend them with new offers and engage them with content.

17) Create content your customers are interested in.

Steve Jobs said that ‘People don’t know what they want until you show it to them.’

And while anticipating your customers’ desires is great for innovative product development, it’s not a terribly reliable marketing strategy. Unless you’re Apple (RIP headphone jacks…), the easiest way to find out what your customers want is to listen to them when they tell you.

This goes back to asking, what would your current customers find interesting? Remember: Social media is a channel people use to cure boredom, learn new things, and deepen relationships.

If you have trouble answering that question, you can do one or both of the following:

1. Look at the data for past, top performing content
2. Conduct a content testing experiment

Since these are your current customers, they’re hopefully an active part of your audience as well. That means you should have the analytics data to determine which types of posts perform best. Start by analyzing the engagement rate and action rate of your past 6-12 months of posts across platforms to surface the top performers. Then dig into the themes and topics those cover, like ‘customer success storytelling’, ‘team culture’, or ‘funny industry content.’

The other method is to conduct a lightweight test against your current audience and see which topics produce the best results.

On Facebook, create a paid campaign with ad sets for one or multiple versions of your customer audiences. For instance, Page Fans (1) and CRM/Email List (2). Inside of the Ad Sets add at least 3 creative variants with different topics/themes of the same format.

Set a budget of at least $20/day per ad set and turn off the campaign after 3-5 days—or longer if the ads haven’t completed their learning period. Adjust based on the size of your audience, we’re not aiming for crazy high frequencies.

Analyze your campaign performance. During the testing period, did Facebook optimize one ad over the others after signaling it as the top performer? The number of actions and cost per action should reflect that.

Rinse and repeat with narrower topics or different formats.

The point is to keep your current customers needs in mind when rolling out organic content. They have the potential to be your greatest advocates. If all of your organic and amplified content is geared toward a hypothetical persona, they’ll passively like without following, scroll past you, and stall out on their customer journey.

18) Help your customers succeed on social media.

Don’t just sell to your customers; invest in your relationship with them by providing value and support.

One way to do this is to build a community to connect your customers to each other. By narrowing the community down to just customers, you’re giving them a space to share insights, concerns, and feedback with you and each other.

You have options when it comes to choosing a platform to host your customer community. ManyChat and DigitalMarketer.com have customer-exclusive Facebook groups while Drift has 3 different Slack groups for customers to connect.

You can also use Discord, LinkedIn Groups, or host the community on your own site. Consider which channel would work best for both your and your customers’ needs.

19) Humanize your brand voice with bold copy, content, and community management.

As a business owner or B2B marketer, what’s the one thing you know for sure that you have in common with your employees, partners and customers? We’re all human beings with real human feelings, right?

So why do we so often revert to stale stat posts and boring updates?

According to HBR, building an emotional connection with your customers is a greater predictor of success than customer satisfaction score.

Customers want to do business with brands they feel that they can trust. So what is the easiest way to get a prospect to trust a brand? When they get reminded that within your business there are actual human beings just like them that are working behind-the-scenes. Here are the best ways to do this:

20) Make people laugh — incorporate humor.

Yes, you can try too hard. Yes, you should try anyway.

Funny content is one of the four tenets of good social media content people share, and a powerful tool for driving engagement. It’s no laughing matter in the business world.

According to research done by Nielsen from their Global Trust in Advertising Survey, humor appealed to 51% of European audiences and 50% of North American audiences, resonating more than any other marketing theme.

Take that, sex, sports, and pets!

Funny is often associated with memes and cartoons. And while there’s a place for that, you can find your voice in other ways.

Humor in Content: WalkMe

Digital Transformation platform WalkMe frequently brings the funny in their organic and paid social videos. To ‘humanize’ one of their core offerings, WalkMe coined a new term — Software Frustritus: the feeling of being upset or annoyed at the inability to change or achieve something within a computer program or app — and brought it to life in different executions.

Exhibit a) The reaction video.

To compliment a blog post on frustrating user experiences when on-boarding employees, WalkMe tested different software and had their employees share their live reactions.

Exhibit b) The commercial.

Humor in Community Management: Slack

Take Slack for example. The workplace messaging app is a pro at 1-on-1 customer engagement.

Seriously, they kill it. You won’t have to look far for some hilarious examples.

🔮"Outlook not so good" We just fixed this, so please reload Slack two (2) times and it should be back to normal.

— Slack (@SlackHQ) August 12, 2019

Legend has it that the ghost of Slackbot will appear behind you while looking into a mirror.

— Slack (@SlackHQ) August 12, 2019

21) Share fun facts and company stories.

One easy way to humanize your brand is to share real stories about the history of your company, which can include all of the hardships, failures, and lessons you’ve learned over the years. Post a #throwbackthursday pic of your humble beginnings. Share a behind-the-scenes video.

Company anniversaries or milestones are a great time to share this type of content.

22) Stand up for a cause.

According to Accenture research, 63% of global consumers want to purchase products and services from companies that stand for a purpose that reflects their own values and beliefs. One powerful way that leading companies build an emotional connection with their audience is by standing up for causes that are dear to them.

Bosch uses their #BoschCares campaign to share how their company supports causes and projects, like this event for to get kids interested in STEM:

23) Participate in trends and challenges.

Hashtags used to be the best way to join a conversation on social media. They were, and still are, an easy, effective way to make your content searchable for anyone who might be interested. But they’re a little one-directional and social media is shifting in favor of more personal and collaborative content. If you really want to create engaging, interactive content, participate in trends and challenges.

Challenges have been part of the social media landscape for a long time (we all remember the Ice Bucket Challenge of 2014), but they’ve really hit their stride in 2020. The overflow of TikTok videos onto other channels like Twitter and Instagram has definitely contributed to the rise in popularity. But there’s also an inherently community-driven element to challenges which is particularly comforting and engaging during these isolating days of social distancing.

Instagram rolled out a “challenge sticker” for stories earlier this year. The sticker makes it easier to search and join challenges, even if you haven’t been nominated to participate. You can also get in on the action by publishing challenges on your feed (and syndicating across channels).

Take it a step further and come up with your own challenge or a twist on a current popular challenge. Encourage your audience to share and participate.

Tip: search TikTok for trends and challenges to try.

Why? Challenges and trending “sounds” are the bread and butter of TikTok content creation meaning there are a lot to choose from.

Speaking of TikTok…

24) Use TikTok for inspiration and content testing.

If done right, TikTok can be a legitimate awareness channel – read our B2B TikTok guide to find out more about whether or not it’s a fit for your brand. But that’s not all it’s good for.

TikTok is an incubator for some of the most creative, original content being made online right now. What does that mean for you? It’s one of the best places to go for inspiration and to keep a finger on the pulse of what’s new and trending in social media. Trends that start on TikTok spread everywhere. Even to more stereotypically B2B channels, like LinkedIn.

It’s also a great testing ground for new content formats and ideas. Content that performs exceptionally well on one channel will likely also do numbers on any other channel you cross-promote to. The same is true for content you test on TikTok with the additional benefit that the stakes are incredibly low. There’s almost no risk to trying something new and potentially weird on TikTok. And yes, we do mean weird.

@garyveeCEO of Bananas 🍌 ##fyp ##garyvee

♬ ceo of underrated audios – jadenhasnoclout

Bonus: as an early adopter, when the opportunities do start showing up on TikTok, you’ll already be crushing the game instead of playing catch-up.

Define Your B2B Social Media Goals

“If you aim at nothing, you will hit it every time.” – Zig Ziglar

(What would a B2B marketing post be without a Ziglar quote?)

Before laying down your social media strategy, take time to define — what are you trying to achieve?

Pro tip: All business goals relate to making and saving money. Don’t complicate it 😊

Your social media program impacts marketing metrics across the customer lifecycle. Break down the steps you track before, during, and after becoming a customer.

1. Awareness: More people know who you are.
2. Consideration: Generating marketing qualified leads through education and nurturing.
3. Conversions: Driving sign-ups and sales from new and existing customers.
4. Advocacy: Gaining reviews and referrals from customers.

Should you have one goal or many?

In reality, most brands have multiple social media goals. Having specific goals is what drives purpose behind your social media campaigns.

Here’s a rundown on the common types of B2B social media goals and how they can be measured:

1) Brand Awareness

You can’t build a business if your customers don’t know who you are, what you do, and how you help. Agree?

Done effectively, brand awareness creates excitement around your people and products, which will help you grow a loyal community and funnel in new leads. It’s an essential, if not obvious, part of your social media strategy.

Brand awareness can be broken down into:

• Increasing awareness of new products
• Increasing knowledge of new products
• Increasing purchasing frequency
• Increasing attractiveness of products

Metrics Used to Measure Brand Awareness on Social Media:

• Direct Traffic: When users access your website by typing in your URL directly to their browser. Although direct traffic can indicate ‘dark social’ channels are at work too, it also means users had to recall your domain name in order to find you.
• Mentions: The number of times your brand or product has been mentioned directly on social channels. You can count tagged mentions, where your handle was referenced, and on some platforms like Twitter, mentions without tags.
• Brand Search Volume: The number of times that people have typed your brand name on search engines as a keyword. Brand keyword search volume and clicks are measured through Google Search Console and can show you if an active social media campaign is driving curious prospects to search for more information.
• Reach: The total number of people that were exposed to a social media post. Facebook, LinkedIn, and Instagram all give the possibility to track your reach. Twitter will report impressions.

There are also more advanced brand awareness measurements, like unaided recall and brand lift (favorability, preference, intent). These require third-party verification and high ad spends. We recommend crawling before you run.

2) Engagement

Algorithms on social media reward engagement and interactions, which as a result boosts the visibility of your content towards a larger audience. Solid engagement is one of the keys to a successful digital marketing strategy.

In content marketing terms, engagement is often associated with the consideration and interest building stage of the funnel.

This has become a priority for B2B companies over the years, as 71% of B2B companies say that high engagement is the main goal of their content marketing efforts (2017).

Engagement does not precisely translate into business growth. It does, however, signal if your content resonates with your audience. That’s why measuring engagement is key.

Metrics Used to Measure Social Media Engagement

• Conversation / Comment Rate: The (average) number of comments and responses on each post. With social feed algorithms rewarding posts with comments with organic reach, this is more important than ever. According to Avinash Kaushik, a high conversation rate signals that you are having meaningful conversations with your audience, and requires brands to add value to your followers.
• Applause Rate: The number of reactions or likes per post. While likes are often referred to as a vanity metric, they do give you some insight into the value of your content. Are you interesting or not?
• Amplification / Share Rate: The number of ‘shares’ per post. This metric is powerful because it tell us the content contained a message worth sharing, resulting in earned (aka viral) reach.
• Video Views & Duration: The number of plays of your video, and the level to which viewers stuck around. Was your video interesting or not? For instance, a high number of 2 or 10-second views with a minuscule 100% completion rate tells us we got their attention—but couldn’t keep it.
• Clicks Per Post: Measuring the number of times users have clicked on your link helps determine if your headline or article was effective.

Advanced: All of these metrics can be broken down and compared by the social media channel, month, content format or theme for deeper analysis.

3) Lead Generation & Conversions

Demand & lead generation is arguably the most important aspect of a successful digital marketing program. It defines the first stage of intent in a prospect’s path to becoming a customer.

There’s a good chance your B2B marketing team is measured internally on demand and lead generation metrics, so social media needs to be held accountable.

Metrics Used To Measure Social Media Lead Generation Efforts

• Cost Per Lead (CPL): Calculate how much it approximately costs you to acquire one lead. This metric can be aggregated for all social networks, but works best as a comparison metric across paid campaigns and channels. If your CPL is higher than your benchmark, then you need to reconsider channels and approaches.
• Marketing Qualified Leads (MQL): It’s great to have loads of leads, but if none of them match your lead qualification criteria, then all of your efforts will have been in vain. Measuring your MQLs will ensure that you are targeting the right audience. Companies have their own definition for MQL vs. SQL. In general, an MQL has not signaled intent and readiness to purchase.
• Customer Lifetime Value (CLV or LTV): Predicting the net profit a prospect will generate over a period of time and assigning that value to each new customer is integral to measuring social media ROI.
• Close Rate Per Channel: A careful examination of which channel generates the best leads for your brand is a good way to determine which platforms are worth pursuing and which aren’t.
• Average Close Rate: Keep track of the quality of your leads to help you determine if you’re attracting leads with high conversion potential.

Setting social media goals not linked to sales?

B2B social media adds value to other departments in an organization. After all, social is a customer-facing channel. It is best practice to break out those goals, budgets, and resources separate from marketing/sales.

Commonly those include:

• Hiring: Acquiring new candidates and employees better/faster. KPIs come from the Talent Acquisition or HR team and measure social media’s role in the application pipeline.
• Experience/Service: Solving customer problems on social media better/faster. KPIs are set by the Customer Success or Customer Service team and measure social media’s role in closing tickets and retaining customers.

For even more tactics to succeed, visit our post on social media lead generation.

Choose A Social Media Platform

Now that you’ve defined your goals for your campaign, it’s time to choose a platform that best corresponds to your objectives. However, with all the social media channels out there, how do we decide which ones are right for our business?

Here we have underlined the top 4 social media platforms for B2B success, and how each can be used to drive results:

1) LinkedIn for B2B

Being a professional networking platform, it’s no surprise to anyone that LinkedIn is the most popular social media channel among B2B marketers. Not only do 93% of B2B marketers agree that it’s the most productive platform when it comes to generating leads, but about 64% of all visits to company websites also come from LinkedIn.

There are over 600 million members on LinkedIn, and they’re not just on the platform looking for new jobs. They’re reading articles, checking status updates, and most importantly, looking to network with potential collaborators. This presents a huge opportunity for B2B businesses.

Let’s take a look at the benefits of using LinkedIn as a B2B social network:

• Builds & Strengthens Personal Relationships: LinkedIn gives the opportunity for professionals to share their content and opinion on pertinent topics. This helps put yourself out there and is a great way to baby-step a relationship with prospects. There’s an added bonus to empowering team members on LinkedIn: Content shared by employees has 2x higher engagement than content shared by the company.
• Launching Products & Breaking News: More than 90% of B2B say they prefer LinkedIn over any other platform for their product marketing. LinkedIn feeds tend to promote ‘big news’ and important updates, hence why your new job promotion or article mention gets an extra lift in reach.
• Generating Leads: According to Hubspot, LinkedIn is 277% more effective when it comes to generating leads than any other social media platform. One reason why is because marketing, sales, and HR professionals can be themselves—literally. As opposed to running ads from the corporate account, which LinkedIn is plenty good for, professionals can post content, nurture relationships, and DM other LinkedIn users 1-to-1 to generate opportunities. According to LinkedIn, salespeople who regularly share content are 45% more likely to exceed quota.

How To Drive Results On LinkedIn

Publish Updates with Native Formats like Documents

Who knew the most effective content format would be…PDFs?

A smart marketer once advised us, when a platform releases new features, use them. LinkedIn provides marketers with the ability to upload documents, videos, and photos.

So why settle for posting links and calling it a day? 🤔

Mix up your content with document uploads and videos and watch your engagement climb.

Example: Arm is the world’s leading provider of silicon IP. They leverage LinkedIn to break news, celebrate employees, tell customer stories, and show the real-world impact of their products.

Start & Join Groups Related To Your Industry

Facebook Groups have grown so fast you might have forgotten that LinkedIn has the same feature. Not for long. Don’t be surprised if group posts start showing up more prominently in 2020 within your notifications and feeds.

There are more than 2 million groups on LinkedIn for every possible industry and niche, from e-commerce dropshippers to nutrition experts. A great way to generate leads is to join active groups and regularly provide value by answering questions from other members.

Consider joining Groups with the following three features: they are relevant to your industry or niche, highly active already (daily posts), and medium in size (not too big that you will get lost, and not too small that you can’t reach anyone).

Should you start a LinkedIn Group?
Don’t see a LinkedIn group your customers would find valuable? Consider starting one. The return-on-investment from the audience and industry recognition can be huge. Just be aware of the weekly posts, ongoing moderation, and personal invitations needed to make it successful over the course of one year (minimum).

Optimize Your Company Page

LinkedIn company pages are musts for B2B marketers looking to promote their business on social media.

In 2018, LinkedIn made important changes to company pages by adding new features such as the ability to share documents (slides and PDFs), built-in content suggestions, and employee advocacy tools.

This expanded the possibilities of connecting with your target audience.

Here are some recommended steps to follow when optimizing your company page on LinkedIn:

• Write a convincing overview of your company, that clearly describes the activities of your business
• Add captivating banner images to your page that showcases your product or team in action
• Add a call-to-action button that drives visitors to your homepage, careers page, or product landing page

Publish and Repost Content With LinkedIn Articles

If you’re looking to boost your credibility in the eyes of your audience and build a good reputation, then publishing on LinkedIn is the way to go.

LinkedIn has its own publishing platform that gives business leaders the opportunity to attract attention for their brand and build thought leadership.

Best of all, published posts are indexed on your profile, and get great distribution in the feed.

The Benefits Of LinkedIn Articles

• Reach Your Audience (And Theirs): When you publish a new post, your connections may receive a notification and email from LinkedIn, helping your content avoid getting lost in the busy feed. When your first connections comment on the article, the article is likely to reach their first connections, too.
• Build Credibility: Publishing quality content on LinkedIn consistently establishes you as an industry expert and raises awareness for your brand. When your product, sales, marketing, executive or [insert department] team publishes posts, you can re-share it on the company page. Oh hey, free content. 🙂

Best Practices For LinkedIn Articles

• Incorporate Rich Media: GIFs, images, videos, and Slideshares. They all display nicely on the clean LinkedIn publishing interface. Break up text and keep people on your articles longer by embedding visuals throughout.
• Publish as Consistently As Possible: Consistency is key when it comes to publishing articles. Aim to post at least once per week, month, or quarter—whichever is most realistic to start.
• Syndicate and Repurpose Content as a Teaser: While we don’t recommend completely regurgitating an article you wrote elsewhere for its SEO implications, syndication is an important strategy with LinkedIn articles. Consider writing a new headline, sharing enough body content to add value on its own, then pointing people to the full piece off LinkedIn for the rest.
• Promote Your Posts On Other Social Channels: Promoting your LinkedIn articles on other platforms such as Facebook, Twitter, and email will drive more traffic to your post.

In 2019, LinkedIn released new information about its algorithm. Explained in brief: “People you know, talking about things you care about.” See a snapshot of their best practices below.

2) Facebook for B2B

Facebook has had quite the transformation. The Facebook of 2020 looks entirely different than that of 2015. User preferences are shifting, their products are splitting up, available ad inventory is declining, and all the while, ad sales are growing. That begs the question…

Is B2B Marketing on Facebook dead?

Is Facebook changing? Yes. But with the right strategy, B2B businesses can still reap massive results from the platform. Before you start to panic, check out these facts:

• There’s still 2.45 billion people that log in to Facebook every month. Their usage base last year has increased by 8%. You can be sure that all of these people aren’t going anywhere.
• Facebook is still the second most popular platform for B2B (after LinkedIn), as 54% of B2B marketers say that Facebook is their most important platform in 2018 (an increase from 43% in 2017).
• Business decision makers spend 74% more time on Facebook than the average user. They’re also 40% more likely to have more than 200 friends

How To Drive B2B Results On Facebook

Join relevant Facebook Groups (as a person)

Facebook offers the ability to its users to join groups based on their passions, interests or industry. 1.4 billion people are using Facebook groups to discuss their passions, chat with friends or colleagues and plan events. It’s very likely that in the past 12 months you received an invitation to join a group yourself.

B2B marketers can easily find Facebook groups related to their industry or niche. In these communities, they’ll be able to find professionals in their industry providing support for one another and discussing topics that are of interest to them.

Just like with LinkedIn, your goal should be to provide value to the community. The way to do this is to either post timely information about what’s happening in your industry or respond to questions someone asks that you can answer.

For example, let’s say someone posts in the group:

Hey everyone, I’m trying to drive traffic with Instagram ads but nothing seems to be working …What do I do?

This is where you can respond with:

@OriginalPoster — I’ve struggled with traffic and conversion rates from Instagram, too. What I’ve learned is the right tactic depends on what type of audience you’re targeting (B2B/B2C, Lifestyle) and the offer you’re presenting. A few things you can do is (Tip 1), (Tip 2),(Tip 3), and (Tip 4).

If you’d like more ideas, I wrote a list of 30 things you can try on my blog – come check it out at [link] if you’re interested or DM if you have questions.

Create Engaging Video Content

Video marketing is big business on social media. 54% of consumers want to see more video content from a business they support, and 88% of video marketers are satisfied with the ROI they get from their efforts. Facebook gives the ability to B2B brands to use video in different ways:

• Facebook Video Ads: When it comes to word of mouth marketing, video outperforms text and images by 1200%. Facebook lets you run videos as a standalone objective to get more views, or as an ad format for any objective (traffic, conversions, reach). We recommend testing videos as a creative format against a still image or graphic, or a video featuring a person against one with a product and text.
• Facebook Live: B2B brands on Facebook can leverage live video to engage with their followers in real time. Facebook Live drives 6X more engagement than non-live videos, and is perfect when it comes to webinars, Q&As and live product demos. If your goal is to generate leads, it’s best to wrap things up with a strong offer for those watching all the way through.
• Facebook Watch Series: In 2017 Facebook launched Watch, and the product is fairly sticky. B2B marketers can optimize for Facebook Watch by delivering video content (for example: weekly interviews with big names in your industry) in the form of a series.

Hubspot regularly posts instructional videos about marketing on its Facebook page. In the example below, users can learn how to create a good email title.

3) Twitter for B2B

Forget traffic, this one is all about the relationships.

With 300+ million monthly active users and 500+ million tweets being sent out every day, Twitter has become a place to “see what’s going on” around the world. It’s no wonder that 87% of B2B marketers use Twitter as a content marketing tool.

(Unfortunately, a smaller percentage actually get it right.)

The beauty of Twitter is the connection it creates between brands and their audience in real time.

Here’s how using Twitter for B2B marketing can benefit you:

• Relationships with the right humans: This goes back to everything we’ve been saying about humanizing and personalizing your brand.One-on-one interactions help drive engagement but, more importantly, they also help build meaningful connections with users. Cement your brand in your customers’ minds as responsive, helpful, and engaging. You know, human. You’ll be amazed at the caliber of people who pay attention to relationships here.
• Social listening = customer intelligence: The best marketers don’t guess; they listen. Twitter is a great place to do just that. And don’t just listen to what your audience is saying in response to your tweets. It’s very useful to know what your audience is saying about you, but not to you. So search mentions of your brand, products, and general industry topics to gauge audience sentiment and content opportunities.
• A second net to solve problems (faster): Customers who need help with a product or are experiencing issues turn to Twitter for immediate assistance. Customers value the immediacy of your response here, and lots of third-party tools now integrate with Twitter DM. #Efficiency
• Important announcements that spread quickly: Twitter is a great way to break news about updates and changes, and respond personally when customers have questions.
• SEO benefits: Recent and engaging tweets can appear in relevant Google search results, which can lead to more followers and traffic to your website.

How To Drive Results On Twitter

1. Develop a distinct brand voice and personality

Brands are a collection of unconscious associations in your consumer’s mind. One of the most powerful associations you can build is the personality of your presence on Twitter.

Struggling to define your brand’s voice?

1. Write to your target audience: You’ll find it easier to write consistent, cohesive copy if you have the same person in mind every time you compose a tweet.
2. Set the tone: What’s your company’s vibe? Ask yourself: How do you want to make people feel? In general, are you more likely to be funny, serious, ~edgy~? Keeping that in mind…
3. Bring your brand to life with relevant words and visuals. Translate the brand attributes into the colors, imagery, ad messaging, and response copy you use across social.

An example of a B2B company with a noteworthy Twitter account? Square. Their content is focused on the small business owners they serve and the overall tone is informative, casual, and encouraging.

2. Play to trends

Twitter is a great place to go viral. The good news is that you don’t even have to be the one going viral to get a piece of the pie. Hop into the conversation on an already trending topic or respond to a tweet that’s getting tons of replies. The funniest or most helpful responses tend to get high numbers of likes, retweets, and replies, too. So invest some time into crafting a winning comment. If it helps, shift your mindset to consider the comment as the content.

3. Share videos

According to Twitter, 82% of users watch video content on the platform, and would like to watch more video content from brands and celebrities. So why not maximize video content to drive more engagement to your brand?

Use snackable video snippets from that pillar content we talked about earlier to economize the process.

4. Tweet at the right times

Twitter is all about immediacy.

In fact, a tweet’s half-life is only 24 minutes. It reaches 75% of its maximum reach within 3 hours and then starts to decline rapidly. This means if you’re looking to reach the most amount of potential leads and maximize engagement, the timing of when you tweet is crucial.

Use a combination of Google and Twitter analytics and good, old-fashioned trial and error to track traffic and engagement.

Test, rinse, repeat…

And then remember that getting the timing right sometimes has nothing to do with the clock. Sometimes it’s about responding to cultural phenomena or viral Internet news in real-time. Your clever observation about the Oscars isn’t funny if you tweet it out at 2 pm the Wednesday after.

R/GA does a great job of reacting to trending topics quickly and with their signature biting wit.

OK I admit, I want to eat the moldy burger. You win, advertising!

— R/GA (@RGA) February 20, 2020

Just landed. No one punched the seats. Great flight.

— R/GA (@RGA) February 18, 2020

4) Instagram for B2B

Instagram’s visual-based platform is great for B2B businesses to promote their brand. Don’t believe us?

• 200+ Million Instagrammers visit at least one Business Profile daily.
• Consumers Are Buying What They See On Instagram: Instagram is a powerful tool when it comes to promoting your product. 60% of people say they discover new products on Instagram.
• It Influences Consumers’ Buying Habits: Instagram is changing the online shopping process. 80% of users say Instagram helps influence their purchasing decisions.

How to Drive Results on Instagram

1. Set up an Instagram Business account

You do have a Business Profile, right?

Instagram introduced business profiles in 2016, giving businesses access to a variety of tools and functionality, including analytics on your posts and stories, third-party integrations and call-to-action buttons.

If you want to advertise natively and get data on your audience, you need a Business profile. To make the switch, all you have to do is to click on the settings icon on your profile page, and tap on the Switch To Business Profile link.

2. Create and curate content tailored for Instagram

To excel in Instagram, you have to understand what works there and what audiences want. In general the formula of entertaining and informative works well here.

Keep in mind in 2020 it’s best practice to use square photos and videos (1080 x 1080).

3. Share client success stories

Not only is featuring testimonials from clients a great way to establish trust with your audience and leverage social proof, combined with appealing visuals they can make for a great piece of content.

Make your customer the hero by highlighting their big wins. Drift launched its new product “Drift Automation” with a video featuring one of its pilot customers, Keap.

4. Take a peek into your corporate culture

My favorite definition of organizational culture is that it’s a succinct answer to “the way we do things around here.” Prospective customers and employees alike want to know more about your company’s people and place.

From day-in-the-life takeovers to office snapshots, human-focused stories tend to perform well.

Hoosuite uses the hashtag #hootsuitelife on Instagram to give followers a glimpse into their company life.

(Dog-friendly offices? Enough said. 👇)

 

View this post on Instagram

 

2018—what an exciting year! We are all rested up and looking forward to everything that’s to come in the new year. What are your new year resolutions? 🎉 #hootsuitelife #2019 📸: @evarobin

A post shared by Hootsuite (@hootsuite) on Dec 31, 2018 at 10:32am PST

5. Leverage Instagram Stories

With Instagram Stories, users can upload videos and photos that disappear after 24 hours. Stories will show up at the top of your audiences feed. You can also choose to save stories to a highlight reel on your page.

Stories are a great place for more casual, less polished content. This opens up the opportunity for B2B companies to humanize their brand and have more personal interactions with their customers.

CoSchedule has an entire highlight reel called “Culture,” which is dedicated to fun behind-the-scenes content.

Setting B2B Social Media Budgets & Measuring B2B Social Media ROI

How much should I budget for B2B social media marketing?

There’s no one budget formula for social media marketing. Naturally large marketing organizations have more buckets to consider than teams of one.

Here are a few things you should keep in mind to set a B2B social media marketing budget:

1. Percent of Annual Sales Formula

To determine their ceiling for marketing spend, most companies start with a percentage of their expected revenue. To follow this formula, start by taking a ~5-30% of your desired gross revenue goal and set it aside for marketing.

According to the 2019 CMO Survey, the average B2B firm allocates just under ~9% of their revenue on marketing budgets. Meanwhile, Gartner’s 2019 CMO survey notes 67% of B2B firms expect their budgets to rise in 2020.

Now, how much should you budget for social?

Take 10-25% of your total marketing budget and allocate it to social media marketing.

For example, if you forecasted sales of $10,000,000 in 2020 and assigned 10% to marketing you would have a budget pool of $1,000,000 for marketing / advertising expenses. That would leave $100,000 – $250,000 for social media, or ~$8,000 – $20,000/mo.

2. B2B Social Media Expense Breakdown

Consider how your marketing budget will break down between the core social media expense categories:

1. In-house team members: Part and full-time employees dedicated to social media channels. For instance, one social media manager + half of a graphic designer’s time (shared resource) = 1.5 FTE salaries.
2. Outsourced work: Agency and freelance team members dedicated to social media activities like content creation, community management, and paid media.
3. Paid media expenses: Total ad spend from social media channels like LinkedIn, Instagram, Facebook, and Twitter.
4. Tools and Technology: Software dedicated to managing and measuring social media marketing. This tech completes functions like scheduling, monitoring and listening, ad buying, and reporting & analytics.

Gartner’s 2019 survey found the average marketing resource allocation to be:

• 22% on agency fees
• 26% on marketing technology
• 26% on media
• 25% on labor

3. Programs & Campaigns

Social media marketing budgets are often easier to understand on a project or initiative basis.

In that case, group related activities together and assign a budget as needed. For instance, an event activation.

Within short and long-term campaigns you can allocate the budget further into individual channels and programs.

Some strategists recommend a 60/40 split of campaign budgets with 60% towards brand building activities like community management, content creation and publishing, and paid amplification. Then 40% to sales activation activities like influencer marketing, retargeting ads, and direct-response ads.

4. Social Media Recruitment & Other Activities

Using social media to attract talent? Consider a top-down approach with a percentage of your total recruitment budget allocated towards social media programs. From there, decide how to divvy up that spend allowance. There are several areas to look at:

• Content creation: Determine what kinds of graphics, images, or videos you plan to use in your campaign. Eager to showcase your awesome office space with the amazing view? High quality photos are a cost-effective way to do that. Looking to highlight a fun company culture? It might be worth the extra expense of video production to capture that. Think about which medium would best serve the needs of your campaign and budget accordingly.
• Paid promotion: Unless you already have a large, engaged organic following, you’re more likely to reach your target audience—in this case, talented, qualified applicants—with paid social. Decide how much of your recruitment budget you can designate to ad spend.
• Outsourcing: You can also choose to delegate the recruitment process to a third party. If so, you’ll need to budget for the total cost of outsourcing your campaign efforts to a social media management agency.

Additional B2B Social Media Budget Resources

Plannuh’s budget template is a helpful planning tool for piecing complex budgets together.

What are the best ways to measure ROI from social media marketing?

Let’s get something straight: True ‘ROI’ is a measurement of dollars gained or lost.

You may consider marketing-specific measurements as a gain, but you’ll have a hard time selling it to the C-suite.

That’s why ROI is easiest to measure in the form of an individual channel or campaign (versus the totality of your efforts).

Thanks to tracking pixels and powerful CRM software, success can be attributed to leads that originated on social media, or conversions assisted by social media. Analytics software can be used to analyze which social media channels your visitors came from, what they did once they landed on your webpage, and the actions they took after completing a form.

Let’s say you invested $10,000 total on a paid media campaign leveraging LinkedIn and Facebook ads for a new product launch. You reached 100,000 professionals, drove 2,000 people to your landing pages, and collected 50 emails (MQLs).

So what was the ROI?

There are several possible answers.

• ROI – short-term: Those leads are now known prospects moving through your sales funnel. In 3 months, if 10% of those 50 leads convert into closed deals with a customer lifetime value of $10,000, you stand to generate ~$50,000 from the campaign. ROI = $50,000 – 10,000 / (10,000) = 400% projected ROI.
• ROI – long-term: After 6 months, or 12 months, how many additional campaign leads have converted? What was the expected value of those deals? That’s when things get interesting. 🙂
• Indirect ROI: What is the ‘value’ of a page visit? How does the CPM for this channel compare to another channel? What other social or conversion actions can you attribute to the campaign (like saves, engagement, or downloads)?

Measuring the total reach, the size of the engaged (retargeting) audience built, or the attributed brand lift will only give you a proxy for success, but still extremely valuable to measure and report.

Hiring A B2B Specialist To Manage Your Social Media Marketing

Running a B2B brand is hard enough, let alone mastering social media. This is where hiring a B2B social media specialist comes in, to lessen your workload, focus on other aspects of your business you want to manage, and create powerful strategies that generate results.

This isn’t a role you can just pass off to the intern. A qualified social media manager or agency can provide immediate value and launch campaigns that will drive B2B marketing results.

But how do we find the perfect candidate? Competent social media specialists are hard to come by. On top of that, they need to correspond perfectly to a brand’s current needs, budgets, and goals.

Should I Hire a Social Media Agency Or Social Media Manager?

One dilemma that many B2B teams experience is the balance between internal and external resources. While both options have their benefits, one size doesn’t fit all when it comes to managing social for your brand.

To help you in your choice, we’ve highlighted both possible options, their pros and cons, and what to look for when hiring either of these.

1) Hiring A Social Media Agency

If you know exactly what success looks like and you’re trying to conserve internal resources, then hiring a social media agency is the way to go. Having the budget to hire a quality social media management firm that gets your brand voice and goals is well worth it, considering the time it will buy you.

Keep in mind: You don’t need to outsource all of your social media marketing program.

Pros of Outsourcing Social Media Marketing:

• Quality and consistency of social data reporting and analytics — thanks to efficiencies across clients.
• There will be less trial and error: an agency will bring experience and lessons from working with many clients to the table, which in return will accelerate your social media results.
• Social media agencies have access to advanced tools that can have an important effect when it comes to growing your audience.
• You will be working with a variety of social media experts, from analysts to creatives, who individually will be able to bring their unique skills to each platform.

Potential Cons of Outsourcing Social Media Marketing:

• Hiring a social media agency can be expensive for early-stage entrepreneurs and businesses who have smaller budgets for testing and limited time for communication.
• Since agencies set scopes of work for everything they do, they may not handle all of the ancillary and administrative tasks an in-house social media manager would do.
• They have their own process. Most social media agencies will begin by auditing your past performance and analyzing your audience. This phase could last 1 week to 1 month.

What To Look For In A B2B Social Media Agency

• B2B Proof / Results: When searching for a social media partner, ask them for B2B case studies and/or links to social media campaigns they are managing right now for B2B clients. While most large clients have strict confidential agreements, the existence of the engagement itself is usually fair game.
• Client references: In some instances, they will supply names and contact info of clients that will answer your questions. You can also scan Facebook, Clutch.co, G2, or Google to see what previous clients have shared. Keep in mind, agency reviews will primarily showcase the super positive or negative experiences. (Just being honest here.)
• Consume their content: Can you get a sense of their personality and people from their social? Is their blog content genuinely useful? Conduct a surface level audit to judge their first impression.
• Audience & industry experience: An agency that has worked in your niche or marketed to your audience may be able to generate results faster.
• Pricing structure: Do you want to pick from a pre-set menu or customize your approach from scratch?
• Communication cadence: Communication plays an essential role in any healthy partnership. Consider your communication preferences and the options they provide. Will they send you weekly status updates? Review monthly reports? Will they setup a shared Slack channel?

Here at Sculpt, we focus on building social media marketing programs that help B2B businesses grow their audience and revenue. That means prioritizing the right channels and mapping content opportunities across your buyer’s journey. We connect 1-to-4 times per month on your performance and progress to make sure you exceed your goals. You can schedule a strategy call right from our chat bot if you’d like to learn more. 😊

2) Hiring an In-House Social Media Manager

An alternative to hiring an agency is to hire a social media manager directly in your company. The main advantage of having an in-house social media manager is that he or she will have closer access to the rest of your organization. That can mean more responsive content and better connectivity with key people and updates.

Pros of Hiring a Social Media Manager

• A social media manager may have a better sense of your brand’s actual customers.
• While an agency works for multiple clients, an in-house social media manager will make your brand the sole focus of her work.
• You’ll have full control over the tasks of your social media manager and how they complete them—including non-social assignments.

Cons of Hiring a Social Media Manager

• It’s rare to find social media managers that are well-versed on each social media channel.
• It’s even more rare to find an individual social media manager that is skilled across all 5 social media roles—paid ads, analytics, content (writing and visual), community management, and strategic planning.
• With social managers, you’re going to have to pay for overhead costs such as insurance, bonuses, and benefits.

What To Look For In A B2B Social Media Manager

• They Understand Your Brand: It doesn’t matter if a social media manager has thrilling, innovative ideas for your Instagram or LinkedIn account – if they’re not in line with your brand voice, they simply won’t be a good fit for your business.
• They’re Committed To Collaboration: Whether your social media manager comes to your office every day or works remotely from home, a social media manager isn’t isolated from the rest of your team and is a pro at collaboration. They’ll need to be proactive at sourcing ideas and input from team members across the organization.
• Copywriting chops: What do stakeholder reporting, content marketing, paid ads, and community management all have in common? Copywriting is the glue that ties them together. Writing is a fundamental skill for successful digital marketing programs. When looking for a potential social media manager to join your team, ask them to write sample copy in a variety of formats—ad, customer service responses, about us bios, Instagram stories, and short and long-form captions.
• Visual content skills: Your social media manager is going to play a key role in producing images, GIFs, and videos throughout the month. That means your SMM needs to be a pro at sketching coherent mockups for designers, or excellent in editing environments. Ask your candidate for a portfolio of visual content they’ve designed or co-created for other brands in the past.
• Forward-looking mindset: Social Media is changing every day, which is why a social media manager needs to be thirsty for new information about user behavior and platform updates. Ask your potential candidate what sources they use to stay ahead, and what they’re looking forward to testing next.
• Customer empathy and service: 72% of people expect a response to their social media complaint within 1 hour. Considering that a customer that experiences good service with a business is 3x more likely to recommend the brand to their peers, hiring a social media manager that takes customer service seriously is paramount. Lay out sample scenarios and see how they’d respond.

Are you still here? Thanks for sticking with us all the way to the end! 😅

Still have a burning question about B2B social media that we didn’t answer? Leave it in the comments below and we’ll add it to the post. 👍