Social Media for Lead Generation and Business Development
1. Social Media for
Lead Generation and Conversion
Erin Moloney
Online & Social Media Marketing Manager
Perficient, Inc.
@ErinE Social Media for Lead Generation 1
2. Power of Social Media
B2B social media has a
very large and growing
impact on customer
loyalty and advocacy.¹
90% of consumers trust
recommendations from
people they know.
Only 41% trust sponsored
ads on web pages. ²
1 Forrester B2B Marketing Analyst Laura Ramos
2. Nielsen, December 2009
@ErinE Social Media for Lead Generation 2
3. Finding Leads with Social Media
Easy to:
1. Access free contact information & interests
2. Reach a target contact quickly & easily.
Success is marked by:
1. Penetrating the noise
2. Establishing a relationship
@ErinE Social Media for Lead Generation 3
4. Start by Setting Goals
• Increase Awareness & Reach:
Search engine rankings, visits,
impressions, re-tweets / shares Make
Increase Aware
Reach
• Engage: Time on site,
comments, @ replies, Engage
user generated content
• Convert: Sales, leads, conversion Convert
rate, ROMI
• Reduce Costs
@ErinE Social Media for Lead Generation 4
5. Social Media Steps
Listen
Convert Engage
@ErinE Social Media for Lead Generation 5
6. Listen
• Set up keyword alerts:
CoTweet, SocialOomph, Radian6, Trackur, Goo
gle Alerts
• Search your brand, product, offerings, industry
@ErinE Social Media for Lead Generation 6
7. Engage
• 3 C’s of Engagement:
Comment
Compliment
Converse
• Communicate as you
would at a
networking
reception or trade
show, for example
• Avoid “salesy” push
@ErinE Social Media for Lead Generation 7
8. Convert
• Research people before
you meet them
• Be a connector: Help
people out
• Share opinions &
experiences
• You get to reach out to
individuals without
requesting or paying for
email or phone #
Twitter, LinkedIn: The Digital Rolodex
@ErinE Social Media for Lead Generation 8
13. Quantifying Growth at Perficient
Page Views Referred to Perficient.com from Our Blogs
@ErinE Social Media for Lead Generation 13
14. Thought Leadership Content Views
38,000+ views of our 35 online presentations
7,000+ views of our 45 online videos
SlideShare.net/PerficientInc YouTube.com/Perficient
@ErinE Social Media for Lead Generation 14
15. Twitter Reach at Perficient
@ErinE Social Media for Lead Generation 15
16. Social Media Drives Traffic and Leads
@ErinE Social Media for Lead Generation 16
17. “Not everything that can be counted counts, and not
everything that counts can be counted.”
- Albert Einstein
@ErinE Social Media for Lead Generation 17
Learn about the unique rules of social media. Understand "micro conversions" that can be measured and improved to make your company more money. Find out how to grow your leads and customers with the proper social media strategy. Mani Iyer – CEO - KwanzooErin Eschen – Online and Social Media Marketing Manager - Perficient