“Why would customers want to create content for our brand?” is a question we commonly come across at FreshNetworks. The truthful answer is often “They don’t”. In fact, the question is the wrong one altogether.
Customers don’t want to create content for your brand and we see this with many unsuccessful uses of social media by brands. But customers will create content, and they will do it in a way that is really beneficial for you and your brand, but they are not necessarily doing it to help you.
Understanding motivation for doing anything is important, and this is especially true of social media. You may want consumers to show you lots of photos of exactly how they pack their children’s lunchboxes so that you can better design what you sell to them. Or you may want them to comment on and Like your posts on your Facebook page so that they and their friends will be kept up to date with what your brand is doing. But their motivation for doing this will rarely (if ever) be to help your brand. They are likely to do it for other reasons, and it is these that you need to uncover, before you plan any tactic or campaign, if it is really going to work.
There are many reasons people will choose to engage with you online, and many reasons that they will help you to achieve the aims that you have with your use of social media. The important step is to explore first of all who it is you want to engage in social media, and then to answer to simple (well actually not so simple) questions:
- How engaged are they with us right now
- What do they want from us
Probably exploring current relationships and motivations will let you understand what kind of engagement you can have with people in social media. This is not a one-way relationship; you can’t ask them to do something for you and then expect them to do it. You have to ask them to do something because they want to, something where it is clear what’s in it for them.
It may be that your target audience is looking for advice on how to pack the healthiest lunch for their children, or that they are looking for new ideas of what to feed them. Understanding this helps you to curate an environment in social media where they will be happy to do what you want (send you a photo of the lunchbox so you can better design what you are selling to them) but also provide them with what they want. You can provide experts on nutrition who will compare before-and-after shots of lunchboxes, or you could get mums to share their favourite lunchbox recipes. In both these cases the photos are gathered, just as you need for you brand, but not because you ask for them. Rather, because you engage with people online and they benefit too.
People do not always want to create content for your brand. They do, however, have many other needs that will lead to the same outcome for you. Proper time spent planning and investigating who you are looking to engage and what their motivation is is time well spent. It will help you to understand what both parties will get out of any engagement, and help to ensure that your campaign is not one of the many examples of social media where people really don’t want to engage with you.
The photo in this post is from the great Things real people don’t say about advertising