7 pitfalls of using social media as a lead source and how to avoid them

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This was presented at our inaugural marketers rountable meeting Feb 10, 2012. Visit the link above to find out more.

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7 pitfalls of using social media as a lead source and how to avoid them

  1. 1. 7 Pitfalls of Using Social Media as a Lead Source and How to Avoid Them @Travisnow
  2. 2. Tools + Tactics - Strategy =
  3. 3. A Framework for business growth strategyintegrating lead gen and lead management
  4. 4. the PCLPerfect Customer Lifecycle
  5. 5. Framework for your plan: The Perfect Customer LifecycleAttract Capture Nurture Convert Deliver Upsell GetTraffic Leads Prospects Sales & Satisfy Customers Referrals
  6. 6. the PCL Traffic Attraction Strategies Attract Capture Nurture Convert Deliver Upsell Get Traffic Leads Prospects Sales & Satisfy Customers Referrals 1 Content is king (blog posts, videos, etc.) / Social media / Online Marketing (PPC, SEO) / Referrals, Partners
  7. 7. Pitfall #1: Lack of Engagement
  8. 8. Pitfall #2: Improper Engagement
  9. 9. Message MarketPitfall #3: Engaging the Wrong Audience
  10. 10. Pitfall #4: Making it all About You (Make it about them instead)
  11. 11. Inbound marketing is like fishing
  12. 12. Know where your target market is
  13. 13. Understand your target market Wants & DesiresIndustry SpecificForums & Communities Where are the Influencers? Fears & Pains Trade/Industry Specific Websites Demographics
  14. 14. Use theright bait
  15. 15. Use the right bait Use theright content
  16. 16. Use the right content JOIN THE CONVERSATION IN YOUR PROSPECT’S MIND DESIRES PAINSWhat content will help? Show Examples Be the Expert.
  17. 17. Examples: Ebooks Free Reports Video Exclusive Membership Get a QuoteFree Trial Contest Drawing Coupons Podcast Survey Live Event RSS Feed Teleseminar Audio Download Webinar
  18. 18. This is NOT CATCH-AND-RELEASE It isCATCH-AND-FOLLOW UP
  19. 19. Pitfall #5: (Paid) Having no Budget
  20. 20. Pitfall #6: (Paid) HavingUnrealistic Expectations
  21. 21. Pitfall #7: Not Having a Google+ Page
  22. 22. Nothing to do with the medium. It’s the style of communications.
  23. 23. Social Marketing is about being Targeted Relevant Timely Building a relationship To create goodwill, educate, and convert
  24. 24. • 5% – About yourself • 50% – Useful information for your target market • 5% – Thoughtful questions (which create responses) • 20% – Industry news (other sources) with your commentary • 10% – Stuff which can make your followers lives better (who doesn’t want better health?) • 10% – Resources available onSuggested Posting Ratios your site
  25. 25. 1. Understand Where Social Fits 2. Commit to Engage 3. Have an Engagement Plan 4. Build at Targeted Network 5. Use Pictures in Your Updates 6. Make it Mostly About ‘Them’ 7. Have Realistic Expectations 8. Determine Your Budget in Adv. 9. Complete Profiles on the 4 Major Networks 10. Implement. Most of Your Competitors Won’t.Possible Action Items
  26. 26. Questions?
  27. 27. Let us know how we can help @TravisNow @Infusionsoft

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