Social Media  Lead Generation
I’m Brian Halligan. Nice to meet you. @KippBodnar I’m Kipp Bodnar. Nice to meet you.
I’m Brian Halligan. Nice to meet you. @JeffreyLCohen I’m Jeff Cohen. Nice to meet you.
I’m Brian Halligan. Nice to meet you. amzn.to/b2bsm2 We wrote  The B2B Social Media Book .
#B2BSM
We are  dorks.
We’ve got a a  Problem.
FOURNAISE MARKETING GROUP:  BIT.LY /PENSCQ 73%   of CEOs  don’t believe  marketers drive revenue. 91
Marketing isn’t Arts and Crafts.
We’re  creative.
An  opportunity,  not a problem.
Your opportunity, to  shine .
Leads  fix   the problem.
What is a Lead?
LEADS ARE  A  PROXY FOR   SALES.
Social Media  is the  buzz  word.
What is a Social Media?
Social Media isn’t  hugging customers.
Social Media  that doesn’t  drive revenue  doesn’t last.
1 Tweet Form Landing Page How Social Media Leads Happen Lead Like CTA Blog Post Landing Page +1 CTA Product Page Landing P...
Information Transactions
5 STEPS TO  SOCIAL MEDIA  LEAD GENERATION:
3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and F...
3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and F...
Build  Social Media  Reach.
Follow. Friend. Connect.
Share lots of  links.
The self life of a social media link is  3 hours .   BITLY, 9/2011
Automatic  Sharing
Leverage existing  contacts.
Use email for  reach building .
 
 
3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and F...
1 2 3 4 Regular  Content  Dedicated Monitoring Consistent Sharing Prioritized Engagement Content Discovery for Lead Genera...
Regular Content 1
Content  Calendar.
Consistent Sharing 2
Build social  thank you pages.
 
Dedicated Monitoring 3
15 Minutes  a  Day.
3 2 1 5 Minutes Twitter/Facebook 5 LinkedIn Answers/Groups 5 Minutes Google Alerts
Overall Volume Social Media B2B (1087 posts Jeffrey L. Cohen (588 posts) The B2B Social Media Book (152 posts)
Daily Volume (Peaks)
Conversation Cloud
Prioritized Engagement 4
Twitter.com/Search
 
Most Followers
Most Followers
Most Followers
3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and F...
Marketing is  math.
What is a Call-to-Action?
Place CTAs  Everywhere.
Google.com/DFP
Testing CTAs  aid  testing.
3 2 1 5 Optimize for Maximum Leads 4 Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and F...
Failure  sucks.
Improve  and  Iterate
Set a clear qualitative objective.   Set methodology for gathering data for success criteria. Conduct an experiment retros...
What can you  stop  doing ?
3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and F...
Traffic and Conversion Rates
Source:  Science of Lead Generation
Conduct radical  tests.
Increase Content  Volume.
3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and F...
Mastered the  Mystery.
Prove the CEO  Wrong.
You’re the  Star.
THANK  YOU.
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Bodnar and Cohen

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  • Connect to milk and pour glass
  • People need stuff to share too
  • While instead but
  • While instead but
  • Conversion Rates
  • Consistent not hard
  • Bodnar and Cohen

    1. 1. Social Media Lead Generation
    2. 2. I’m Brian Halligan. Nice to meet you. @KippBodnar I’m Kipp Bodnar. Nice to meet you.
    3. 3. I’m Brian Halligan. Nice to meet you. @JeffreyLCohen I’m Jeff Cohen. Nice to meet you.
    4. 4. I’m Brian Halligan. Nice to meet you. amzn.to/b2bsm2 We wrote The B2B Social Media Book .
    5. 5. #B2BSM
    6. 6. We are dorks.
    7. 7. We’ve got a a Problem.
    8. 8. FOURNAISE MARKETING GROUP: BIT.LY /PENSCQ 73% of CEOs don’t believe marketers drive revenue. 91
    9. 9. Marketing isn’t Arts and Crafts.
    10. 10. We’re creative.
    11. 11. An opportunity, not a problem.
    12. 12. Your opportunity, to shine .
    13. 13. Leads fix the problem.
    14. 14. What is a Lead?
    15. 15. LEADS ARE A PROXY FOR SALES.
    16. 16. Social Media is the buzz word.
    17. 17. What is a Social Media?
    18. 18. Social Media isn’t hugging customers.
    19. 19. Social Media that doesn’t drive revenue doesn’t last.
    20. 20. 1 Tweet Form Landing Page How Social Media Leads Happen Lead Like CTA Blog Post Landing Page +1 CTA Product Page Landing Page
    21. 21. Information Transactions
    22. 22. 5 STEPS TO SOCIAL MEDIA LEAD GENERATION:
    23. 23. 3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and Fail Fast
    24. 24. 3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and Fail Fast
    25. 25. Build Social Media Reach.
    26. 26. Follow. Friend. Connect.
    27. 27. Share lots of links.
    28. 28. The self life of a social media link is 3 hours . BITLY, 9/2011
    29. 29. Automatic Sharing
    30. 30. Leverage existing contacts.
    31. 31. Use email for reach building .
    32. 34. 3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and Fail Fast
    33. 35. 1 2 3 4 Regular Content Dedicated Monitoring Consistent Sharing Prioritized Engagement Content Discovery for Lead Generation
    34. 36. Regular Content 1
    35. 37. Content Calendar.
    36. 38. Consistent Sharing 2
    37. 39. Build social thank you pages.
    38. 41. Dedicated Monitoring 3
    39. 42. 15 Minutes a Day.
    40. 43. 3 2 1 5 Minutes Twitter/Facebook 5 LinkedIn Answers/Groups 5 Minutes Google Alerts
    41. 44. Overall Volume Social Media B2B (1087 posts Jeffrey L. Cohen (588 posts) The B2B Social Media Book (152 posts)
    42. 45. Daily Volume (Peaks)
    43. 46. Conversation Cloud
    44. 47. Prioritized Engagement 4
    45. 48. Twitter.com/Search
    46. 50. Most Followers
    47. 51. Most Followers
    48. 52. Most Followers
    49. 53. 3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and Fail Fast
    50. 54. Marketing is math.
    51. 55. What is a Call-to-Action?
    52. 56. Place CTAs Everywhere.
    53. 57. Google.com/DFP
    54. 58. Testing CTAs aid testing.
    55. 59. 3 2 1 5 Optimize for Maximum Leads 4 Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and Fail Fast
    56. 60. Failure sucks.
    57. 61. Improve and Iterate
    58. 62. Set a clear qualitative objective. Set methodology for gathering data for success criteria. Conduct an experiment retrospective. Set action items following the experiment. 1 2 3 4 Social Media Lead Generation Testing
    59. 63. What can you stop doing ?
    60. 64. 3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and Fail Fast
    61. 65. Traffic and Conversion Rates
    62. 66. Source: Science of Lead Generation
    63. 67. Conduct radical tests.
    64. 68. Increase Content Volume.
    65. 69. 3 2 4 1 5 Optimize for Maximum Leads Get The Basics Right Maximize Content Discovery Create Conversion Ubiquity Test and Fail Fast
    66. 70. Mastered the Mystery.
    67. 71. Prove the CEO Wrong.
    68. 72. You’re the Star.
    69. 73. THANK YOU.
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