Three Keys to Creating a Social Media Strategy That Works

Channels, frequency, timing, topics—that’s what you expect from a social media strategy. And yes, you need them.

But for any of those decisions to make sense, they need to stem from your driving force: audience and goals.

“For me, content strategy always goes back to: Who’s your audience, and why did they come to your organization?” says Hilary Marsh, founder and chief content and digital strategist of Content Company.

Everything begins with the who and the why. From there, you and your team can figure out the where, when, how often, and what—aka channels, frequency, timing, and topics. Understand your audience and your goals, and you’re positioned to choose the tactics that will reach the right people in the right way. Rush through that foundation, and you’re positioned to … post a lot of tweets.

Here are three principles around audience and goals to keep in mind as you develop your social media strategy.

Know why your attendees care about the organization in the first place.

No matter how epic your event, people aren’t showing up for innovative displays and fun cocktails. They’re showing up because they have a connection with the host organization. That connection might be literal (as with an association or corporate event for members or employees only) or figurative (as with a consumer trade show). Whatever that connection is, your social media strategy begins with understanding the bigger picture from your attendees’ perspective.

“Why is the person a member of the association that’s having an annual conference? The reasons they join are the reasons that they would attend,” Marsh says.

Understanding your audience’s motivations lays the framework for every arm of your social media strategy—indeed, for your meeting as a whole. It also has tactical implications: Setting up separate social media accounts for the event might seem like a way to build interest. In practice, it separates the event from the organization as a whole.

“Nobody has subscribed to [a separate meeting account], so then you have a giant challenge of building an audience so that you can engage with them,” Marsh says. “Instead, what a meeting planner might do is weave in information promotions—early bird registrations and such—into the organization’s larger social media channels.” Trust that the content itself, hashtags and all, will be an effective vehicle for what you want to convey without a separate channel.

Be a translator.

Learning about your attendees begins with deep engagement with the host organization. Independent meeting planners may have a steeper learning curve here than planners employed by (and therefore immersed in) associations or corporations. For all planners, though, the host organization offers a well of expertise on what matters to you: who the audience is, why they’re invested in the event, and where and how to reach them, in addition to the topic of the meeting at large.

But when you’re crafting a social media strategy, take care not to put the organization’s expertise ahead of your audience. The more of an insider you become, the more information you have—and the higher the risk of being in sync with the organization’s knowledge rather than the attendees’.

For example, branding an event makes sense strategically, but referring to the meeting exclusively in branded terms leaves out attendees and ignores their reasons for wanting to attend.

“Let’s say it’s called the Connections conference,” Marsh says. “Then you see, ‘Connections is happening next week’ or ‘Save $200 if you register for Connections by February.’ Well, if you don’t work there, you’re going to have no idea what ‘Connections’ is, and then it gets overlooked. It’s a matter of not being able to see outside of what you already know. And I see it all the time.” Instead, think of yourself as a translator between the “insider baseball” lingo of the organization and the attendees.

Think engagement, not marketing.

You might be marketing an event, but a social media strategy that puts promotion ahead of engagement is likely to be ignored. “Social media is not a one-way channel,” Marsh says. “How do we join in those conversations that the audience is having?”

Think of social media strategy as a microcosm of your meeting. You want the event itself to go off smoothly—and that begins with engaging attendees well before the first keynote, and keeping the event top of mind after everyone is back at home. Social media strategy breaks ground for that ongoing connectivity, lending a layer of continuity to the work you’ve put into the meeting itself.

After all, your meeting exists to help people connect. Why would your social media strategy not do the same? “If you just see social media as a marketing channel, people will tune you out,” Marsh says. “Nobody’s got time for that.”