generate more leads through social media
DESCRIPTION
On August 5th, ContentMX presented at ChannelCon, hosted by CompTIA on how to 'generate more leads through social media'. Many solution providers often think of social media as a way to build brand awareness, but not as a lead generation tool. If you haven’t tried using social media for lead generation, your business may be missing out on a lucrative marketing channel. Learn how to develop a strategy to generate and track social media leads.TRANSCRIPT
Generate More Leads Through Social Media Sources of Information:
Scott Adams Orbit Media SiteproNews Luanne Tierney (Global Channel Chief and Influencer) Matt Cutts - Google CMO.com LinkedIn Best Practices Guides
Is this what you are expecting?
Spent tons of money and what did you get?
What does it mean?
Find & be found by target market
Create Engagement
Sales Lead
Let’s work our path through the sales funnel!
What if you could have all your sales leads in a single room?
Are you part of the conversation?
Great! Top of the funnel is nice but….
Find & be found by target market
Create Engagement
Sales Lead
Integrate Linked
IN Google
Break Down The Walls
The content funnel
Your marketing plan needs to leverage all mediums
Social, search, and email, all work together!
Panda 4.0:
● Original Content ● Social Engagement ● Return visits
Work together: sales and marketing
Find & be found by target market
Create Engagement
Sales Lead
NEW GAME “It’s important to build a personal brand because it’s the only thing you’re going to have. Your reputation online matters, which in the new business world is pretty much the game, so you’ve got to be a good person. You can’t hide anything, and more importantly, you’ve got to be out there at some level.”
Gary Vaynerchuk Entrepreneur, Author, Investor
It is personal
STEP 1: Have a great presence
Don’t be sloppy
Where do they hang?
Go to IT forums & see what
customers are saying
What are their interests?
What are they reading?
STEP 2: Research your audience
STEP 3: Before doing anything…. listen!
▪ What’s being said? ▪ What are customers’ hot topics? ▪ What are their key concerns? ▪ What are latest trends? ▪ What is the current IT news?
This will help you know the content to share
STEP 4: Engage Share relevant content & start conversations
✓ Post a very intriguing question like: “Want to know the top security mistakes every company makes? Download xyz” ✓ Link the download to your site so marketing
team can monitor who is clicking on the links ✓ Follow up within a week with a question or
conversation starter
Lets help our sales people start the engagement
Target the best groups
Sales people pick off the engaged prospect for more direct conversation
Cross promote
Who can you find?
Who are you connected to?
What can we learn?
Real results when done right
Sources: IBM | Hubspot 2013 | State of Inbound Marke;ng 2013
✓ 78% of salespeople using social media outsell their peers
✓ Social media produces almost 2x the leads of trade
shows, telemarketing, direct mail or pay-per click ✓ 52% of all marketers sourced a lead from Facebook
in 2013
Your competition is using Social Selling
15% 31% 21% More customer
renewals Greater team
margin attainment More reps
reaching their targets
Source: Aberdeen Group
LinkedIn conversations in email and websites increase engagement
If sales and marketing get together
Find & be found by target market
Create Engagement
Sales Lead
Deals Closed
#Breaking NEWS!! Panda 4.0 say’s NO to replicated websites!! Make sure you stay up to date on the fast paced changes!
Emergency Announcement
Turn sales into social selling pro’s!
WEEKLY
MONTHLY
DAILY
Review & update your LinkedIn and Social profiles, current role descrip;on, adding in new talking points & achievements respec;vely
Schedule ;me to spend in key LinkedIn Groups to add comments, start discussions and reach out to ‘qualifying’ individuals
Write an ar;cle highligh;ng your perspec;ve on one of the major challenges in one of the markets you serve, & post it into LinkedIn Long form
Share an on-‐topic ar;cle – from a trusted source, your company’s website, or LinkedIn Pulse (;p: pre-‐schedule the week using Content MX)
QUARTERLY
DAILY
.
1. Use headlines to stimulate attention; your title is not always the best headline
2. Create a summary showing value you bring. Write in the 1st person
3. Use data or industry stats to gain credibility 4. Show your expertise 5. List skills your customers will want to hear 6. Use LinkedIn "Professional Portfolio” to share presentations,
videos, links, PDFs etc.
LinkedIn Premium – Sales Professional • Improve your professional identity
• Discover who’s interested in you • Get analytics to improve your professional presence • Be prepared with key information on business contacts
• Grow your professional network • Make new business contacts outside your network • Get introduced through your network • Make yourself available to new contacts
• Promote and grow your business • Zero in on the right people • Easily stay on top of your search • Reach out credibly to anyone on LinkedIn
Price – Starting at US$23.99/MO
Share buttons in each article
Personalize and connect to LinkedIn profile
Conversations in email
Integrate the communication
Search | Learn | Engage
Follow these steps and win
Content and Management
Strategy Sales Lead Data
Resources to help: