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Social-Media-Marketing Ist Bei Uns Immer Content-basiert – Ein Interview Mit Gero Pflüger Zum Inhalt springen Bitte stelle Dich kurz vor. Gerne. Ich bin 1972 geboren, glücklicher Familienvater und Hobbygemüsegärtner. Meine eingelegten Chilis sind legendär und schmecken super auf Käsebroten und zu Ofenkartoffeln. Ich lebe in einem Dorf südlich von Hannover am Rande des Deisters, und da fühle ich mich auch pudelwohl. Sinnlose Betätigungen wie Rasenmähen und Unkrautzupfen verabscheue ich, darum habe ich ersteres an einen Roboter delegiert und letzteres ist mit einer anständigen Mulchschicht auf den Beeten kaum nötig. Ansonsten wundere ich mich über die Bezeichnung »Jogginghose« für ein Kleidungsstück, das vornehmlich auf Sofas getragen wird.
Was machst Du beruflich, wo liegt dabei der Fokus? Seit 1996 arbeite ich im Marketing, erst als Angestellter bei verschiedenen Unternehmen. 2007 habe ich eine Agentur gegründet, die sich seit 2014 ausschließlich auf den Bereich des Content-basierten Social-Media-Marketing s fokussiert. Meine Aufgaben sind dabei vor allem die strategische Beratung unserer Kunden aus dem ganzen deutschsprachigen Raum und die Entwicklung von Social-Media-Strategien.
Außerdem unterrichte ich in Seminaren und Workshops, aber auch im persönlichen Coaching, wie ein Unternehmen professionell mit Social-Media-Diensten umgeht. Ein bisschen bin ich auch noch im Tagesgeschäft drin, damit ich auch wirklich weiß, wie das funktioniert, worüber ich den ganzen Tag rede. Also bin ich auch an der Produktion und der Verbreitung von Content beteiligt. Und zu guter Letzt halte ich auch Vorträge zu digitalem Marketing und bin Autor von »Social-Media-Marketing für Dummies «, das es im Buchhandel gibt.
In welchem Bereich fühlst du dich am wohlsten und warum? Ursprünglich hat meine Agentur das angeboten, was man in der Werbebranche etwas euphemistisch »Full Service« nennt: Reinzeichnung, Corporate Publishing, Corporate Design, Foto- und Videoservices, Werbeartikel, Messestanddesign, Performance-Marketing, Content- und Social-Media-Marketing… Wir waren uns für nichts zu schade. Kleine Agenturen können aber gar nicht wirklich Full-Service-Agenturen sein. Also haben wir eingekauft, was wir nicht selber konnten: und das war viel. Und das ist Quatsch. Darum habe ich nach und nach diesen Bauchladen ausgemistet und die Agentur auf das fokussiert, was uns am meisten Spaß macht: Content-basiertes Social-Media-Marketing .
Beim Content-basierten Social-Media-Marketing geht es um Werbung, die nicht nach Werbung stinkt und die die Kunden meiner Kunden als nützlich, informativ oder unterhaltsam empfinden, also generell als angenehme Form des Marketings. Als Ergebnis entwickeln sich langfristige und tiefe Beziehungen zwischen meinen Kunden und ihren Kunden. Und das ist, was mich beruflich stolz und glücklich macht.
Viele Unternehmen spüren, dass sich die Welt um sie rasant schnell verändert. Wie bringst Du diese Erfahrung zu Deinen Kunden, wie vermittelst Du sie Ihnen? Üblicherweise kommen Unternehmer und Marketingverantwortliche genau wegen dieser Fragestellungen zu mir, natürlich in Bezug auf das Social Web. Muss ich auf Facebook sein? Oder reicht Instagram? Wie sieht es mit TikTok aus? Oder benötigen wir doch eher LinkedIn für unser Unternehmen? In intensiven Gesprächen analysieren wir die individuelle Problematik, vor der der jeweilige Kunde gerade steht, und bereiten dann strategische Entscheidungen für sein Marketing vor. Ansonsten führe ich recht häufig Seminare und Schulungen durch, in denen ich auf grundlegende, aber auch auf aktuelle Themen zu sprechen komme.
Wie würdest Du aus Deiner Sicht den Begriff “Digitalisierung” erklären? Digitalisierung ist die Virtualisierung großer Teile des Stofflichen, die Veränderung von einer Hardware-bestimmten Welt in eine Daten-basierte Welt. Wir befinden uns noch ganz am Anfang dieser Virtualisierung, und niemand von uns weiß wirklich, wie stark sie unsere Leben umkrempeln wird. Viele Menschen haben vor diesen Veränderungen Angst, was ich verstehen kann. Doch ich bin sehr optimistisch, dass die Vorteile der Digitalisierung die möglichen Nachteile mehr als aufwiegen.
In einer Zeit, in der bisher definierte Berufsbereiche immer mehr ineinander übergehen und sich gemachte Erfahrungen im neuen Kontext verändern: wie politisch und/oder gesellschaftlich muss/darf unsere Arbeit sein? Jedes Handeln und jedes Unterlassen eines Unternehmens hat eine politische Komponente und mehr oder weniger große gesellschaftliche Auswirkungen. Darum bin ich davon überzeugt, dass Unternehmen nicht bloß ihren Profit im Blick haben dürfen, sondern dass sie wahrhaftige Verantwortung übernehmen müssen. Und das gilt nicht nur für die großen Konzerne, sondern für jedes einzelne Unternehmen, auch für Soloselbstständige.
Im Rahmen meiner recht begrenzten Möglichkeiten bemühe ich mich um möglichst ethisches Wirtschaften: In meinen Privat- und Büroräumen gibt es ausschließlich regenerativ gewonnenen Strom, ich habe eine ethische Bank als Geschäftsbank und ich investiere jeden Monat über die Organisation Plant for the Planet in 50 neu gepflanzte Bäume pro Mitarbeiter, um Desertifikation und Klimakatastrophe entgegenzuwirken.
Auch sonst bemühe ich mich um einen möglichst kleinen ökologischen Fußabdruck. Zu meinen Terminen fliege ich etwa schon seit Jahren nicht mehr, sondern reise per Bahn an. (Das dauert in der Regel übrigens nicht einmal wesentlich länger.) Und auch privat bin ich seit 2016 nicht mehr geflogen. Muss ich doch einmal fliegen, kompensiere ich den CO2-Fußabdruck per Klimazertifikat (besser ist aber eben nun einmal, gar nicht zu fliegen). Sogar unser Auto wird kaum noch bewegt und wir überlegen, es komplett abzuschaffen. Und wir wohnen in ’nem Dorf! Es geht alles, wenn man es nur will.
Was war für Dich eine besonders gute Erfahrung während der Corona-Pandemie? Schon drei Jahre vor Corona habe ich Video-Beratungen angeboten. Aber meine Kunden wollten lieber, dass ich für eine Stunde Beratungsgespräch zu ihnen reise, auch wenn das bedeutete, dass ich von Hannover nach München und zurück gondeln musste und ihnen einen kompletten Tagessatz sowie Spesen für die Zugfahrt berechnet habe.
Klar, ich rechne sehr gerne meine Tagessätze ab, aber für mich bedeutet das jedes Mal, dass ich wegen einer einzigen Stunde effektiver Arbeitszeit nicht rechtzeitig zurück bin, um meinen Sohn ins Bett zu bringen. Was für eine verschenkte Lebenszeit! Dazu kommt ja noch, dass ich im Zug aufgrund der schlimmen Internet-Qualität auch kaum irgendwelche andere Arbeiten erledigen kann. Vom Umweltaspekt des Reisens brauchen wir trotz der Klimaneutralität mancher Bahnverbindungen gar nicht erst zu reden.
Seit Corona hat aber anscheinend endlich die Digitalisierung der deutschen Wirtschaft begonnen: Seit etwa Mai 2020 haben auch eher konservative Unternehmen Webcams an ihren Computern, können mit Zoom umgehen und ziehen Videokonferenzen sogar dem Telefonat vor, weil sich die Gesprächspartner da in die Augen gucken können. Und ab August explodierten dann die Buchungen von Videokonferenzen förmlich. Das finde ich toll und genieße die dadurch gewonnene Lebensqualität sehr.
Welche Tools arbeiten für Dich sinnvoll, womit erleichterst Du Deinen Alltag? Ich arbeite sehr gerne mit Tools, die ineinandergreifen und so zu einem gesteigerten Wert für mich führen. Zum Beispiel habe ich einen kompletten Workflow ineinandergreifender Tools, die interessanten Content aus dem Internet aggregieren, mit meinen eigenen Inhalten mischen und teilautomatisiert als Beiträge auf die dafür definierten Social-Media-Kanäle posten. Aber ich möchte hier lieber exemplarisch mein System zur Zeiterfassung beschreiben:
Im Tool MOCO aus der Schweiz, mit dem ich meine Projekte vom Lead-Status bis hin zum Mahnwesen verwalte, kann ich natürlich meine Zeiten händisch erfassen, die ich mit meinen Projekten verbringe. Das ist aber aufwändig und fehleranfällig, weil vermutlich auch außer mir ziemlich viele Menschen dazu tendieren, zeitnahe Einträge zu vergessen und die dann teils Tage später ungenau nachpflegen müssen.
Hier greift ein zweites Tool aus Deutschland ein, das timeBro heißt und auf allen Rechnern meines Betriebes installiert ist. Es stellt einen dreiteiligen Kalender des Tages dar. Der erste Teil ist der importierte eigene Kalender, etwa ein Google- oder Apple-Kalender. Darin sehe ich in einer typischen Kalender-Ansicht, was ich zu bestimmten Zeiten geplant habe. Daneben wird dargestellt, was ich tatsächlich getan habe: Welches Programm hatte ich zu dieser Zeit im Einsatz, an welchem Dokument habe ich gearbeitet, welche Website war geöffnet?
Die dritte Spalte gibt mir die Möglichkeit, diese erfassten Zeiten dann den aus MOCO importierten Projekten zuzuordnen. Das mache ich einmal kurz vor Feierabend. Ich habe 5 Minuten lang eine Mail vom Kunden X beantwortet? 5 Minuten dem Projekt von Kunden X zuordnen. 20 Minuten lang ein Akquisetelefonat geführt? 20 Minuten dem internen Projekt »Akquise« zuordnen. Eine Stunde an der Präsentation für den Kunden Y gearbeitet? Eine Stunde dem Projekt von Kunde Y zuordnen. – Am Ende genügt ein Klick, um die so erfassten Daten nach MOCO zu exportieren: Fertig ist die 5-Minuten-genaue Zeiterfassung des Tages.
Hast Du ein Motto? Wenn ja, welches? Ja, und ich habe es aus »Das Imperium schlägt zurück«. Darin sagt Yoda zu Luke Skywalker, der nicht richtig mit dem Herzen bei der Sache ist: »Do. Or do not. There is no try.« Zu deutsch: »Tu es oder lass es. Es gibt kein Versuchen.«. Genial! Der Spruch ist für mich so bedeutsam, dass ich ihn auf die Rückseite meines iPads gravieren ließ.
Wo findet man dich in den sozialen Netzwerken? Aaaah, diese Frage triggert meinen Besserwisser-Modus als Social-Media-Fuzzi. Also gut: Du hast es so gewollt! 🤣
Mein soziales Netzwerk besteht ausschließlich aus meiner Familie, meinen Freunden und meinen engen Bekannten. Außerdem habe ich noch ein berufliches Netzwerk, das aus tollen Kollegen, guten Kunden, vertrauenswürdigen Dienstleistern und zuverlässigen Lieferanten besteht. Zu beiden Netzwerken muss man sich einen Zugang verdienen. Ansonsten heißt es: »Du komms’ hier nich’ rein!«
Aber bei deiner Frage geht es natürlich um den virtuellen Raum: um die Social-Media-Plattformen. Dort gehe ich viel weniger restriktiv mit Kontakten um als im echten Leben. Während ich im echten Leben exakt drei Menschen habe, die ich als »Freund« bezeichne, habe ich auf Facebook, LinkedIn und Twitter buchstäblich Tausende toller Kontakte. Und von dort in meinen engen Bekanntenkreis des echten Lebens oder in mein berufliches Netzwerk aufzusteigen ist immerhin nicht unmöglich.
Wer nach meinem Handle @geropflueger sucht, findet mich vermutlich sehr schnell überall, da ich aus beruflichen Gründen auch so gut wie überall ein Konto habe. Allerdings nutze ich manche Dienste intensiv, während ich auf anderen nur angemeldet bin, um zu wissen, wie die Plattform überhaupt funktioniert.
Kontakt: Gero Pflüger Social-Media-Agentur und Social-Media-Workshops
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