Social Media Strategies to Improve Lead Gen

Social Media Strategies to Improve Lead Generation 6th April, 2010 Presented By Jim Reynolds Business Development – Social Media Alterian

Social Media Lead Generation Generated 6.5 million in Revenue from Twitter http://mashable.com/2009/12/08/dell-twitter-sales Free Ticket Promotions http://www.dnainfo.com/20100310/manhattan/jetblue- hands-out-free-plane-tickets-throughout-manhattan Conan O’Brien VIP Ticket promotion http://home3.americanexpress.com/corp/tc/conan.asp http://twitterholic.com/americanexpress/

How to get started

Listen Free solutions to aid in the listening process

Google Alerts http://www.google.com/alerts

Google Blog Search http://blogsearch.google.com/

Social Mention www.socialmention.com

Twitter Search http://search.twitter.com

LinkedIn http://www.linkedin.com

Alterian SM2 Freemium Account http://sm2.techrigy.com/main/

Benchmark Determine how people talk about your company & competitors How do they mention your brand when they talk about you online What keywords do they use Where do they say it Who are they?

Keyword Setup In SM2

Daily Volume

Share of Voice – Answering the Where

Keyword Cloud

Domains -- Answering the Where

Sentiment

Location

Key Metrics to take away • Global Coverage • Large focus on Travel Sites, Message Boards, and Microblogs • Cost Sensitive Clientele • Many brand fans & advocates on Twitter and key boards – Zingarate – Trip Advisor – Flyer Talk

How to start your lead generation campaign • Define a message – In this case it could be a ticket discount promotion – Don’t be afraid to take a risk • Create Official Social Media Accounts – Twitter Account, Facebook Fanpage – User Accounts for Boards – Microsite • Gather additional information from your audience – Email, Address to be contacted for this and future promotions • Tracking Tools – Shrink URL’s • Bit.ly , tiny.url and other options allow you to track clicks – Create a hashtag to track twitter conversations • #kidsflyfree

Spread The Message • Using your audience – Seed the content via twitter, message boards, forums. – Reach out to fans, advocates • Social Press Release – www.pitchengine.com • Listen and React in Real Time – Tweetdeck, Seesmic, Hootsuite for Twitter – Google Reader or SMM tool for the rest

Measure your success • Measure the increase in volume of mentions • Did you increase the number of followers? • Did your web clicks & hits increase? • Did sentiment increase around your campaign? • Is this a one-time campaign or an ongoing promotion?

Repeat • The key to success in any social media campaign is repeating efforts. – If it works continue to do it. – If it doesn’t don’t be afraid to tweak it until it does.

The ROI of social media lead generation After 3 months - Customer base increased by 57% • Eliminated cold calling • Multiple demo and pricing requests per day • Increased sales staff • Established brand visibility After 6 months: Increased by 269% • Freemiums converting without entering sales funnel • Techrigy acquired by Alterian At 1 year: Increased by 840% • expanding Twitter engagement across the enterprise

• Listen – Build out keywords to actively monitor for • Engage – Be remember-able • Follow your sales process – Enter data into your lead tracking tool – Continue to communicate – Track Metrics • Outbound touches • Demo’s / information sent • Closing Rate

Thank You Thank you for taking the time to watch our Lead Generation Webinar. If you have any questions don’t hesitate to contact us. Jim Reynolds Business Development Manager, Alterian @jimmyrey on Twitter jim.reynolds@alterian.com

Tools and Sites referenced in this presentation • http://sm2.techrigy.com • http://www.google.com/alerts • http://blogsearch.google.com/ • http://bit.ly • http://www.socialmention.com • http://search.twitter.com • http://www.linkedin.com • http://tinyurl.com • http://www.tweetdeck.com • http://www.hootsuite.com • http://www.seesmic.com • http://www.google.com/reader

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Social Media Strategies to Improve Lead Gen

by Alterian on Apr 06, 2010

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Social Media Strategies to Improve Lead Gen — Presentation Transcript