Lead Generation from Online Networking


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Capturing Leads through Online Networking Activities

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Lead Generation from Online Networking

  1. 1. How To Generate Leads via Online Networking 10 Steps to Success Peter Caputa IV Founder, PC4Media www.pc4media.net HYPE9 - 5/20/08
  2. 2. 1. Have the Right Attitude <ul><li>Givers Gain – The more you help people, The More they’ll want to help you. </li></ul><ul><li>Establish Yourself as a resource. </li></ul><ul><li>Establish Yourself as a connector. </li></ul><ul><li>Be clear how people can help you. Practice your “positioning statement”. </li></ul>
  3. 3. 2. Set Up Your Profiles <ul><li>Include Previous Jobs, Awards, Education </li></ul><ul><li>Other Sites: </li></ul><ul><li>Plaxo </li></ul><ul><li>Facebook? </li></ul><ul><li>Naymz </li></ul><ul><li>BlitzTime </li></ul><ul><li>Inquisix </li></ul><ul><li>FastPitch </li></ul><ul><li>Meetup </li></ul>
  4. 4. 3. Build Your Network <ul><li>Classmates, Coworkers, Family, etc </li></ul><ul><li>Weekly Activities – People you meet, clients, partners, etc. </li></ul><ul><li>Instantly See Who They Know… </li></ul>
  5. 5. 4. Exercise Your Connections/ Work the Online Room <ul><li>Pay Attention to Other’s Activities: Read your contacts’ job postings, q&a-s, profile updates, new contacts, etc. </li></ul><ul><li>Reach out to see how you can help them. </li></ul><ul><li>Proactively introduce people. Proactively endorse other people. </li></ul><ul><li>Ask connections who TRUST you if they’ll introduce you to people. Again, focus on how you can help their contacts. Help your contacts first. </li></ul>
  6. 6. 5. Endorse Other People <ul><li>They Will Reciprocate </li></ul><ul><li>Your Endorsement Leaves a Link to Your Profile on Their Page </li></ul>
  7. 7. 6. Ask & Answer Questions <ul><li>Answer Questions that Demonstrate Your Expertise </li></ul><ul><li>Your answer leaves a link back to your profile. All of the people in the questioner’s network see your answer. </li></ul><ul><li>Recommend Your Trusted Contacts as Resources </li></ul>
  8. 8. 7. Graduate to the Open Web/Blogosphere <ul><li>Identify blogs that talk about what you do and/or reach your audience. </li></ul><ul><li>Start leaving relevant insightful comments on those blogs. </li></ul><ul><li>Insert a link to your website/linkedin profile. </li></ul><ul><li>Finding Blogs </li></ul><ul><li>Technorati, sphere, google blog search </li></ul><ul><li>Search google for “real estate blog” </li></ul><ul><li>Del.icio.us, StumbleUpon, GReader </li></ul><ul><li>Follow blogrolls (best) </li></ul>
  9. 9. 8. Start/Add to Conversations on Forums, Digg & Q/A sites <ul><li>Search for questions you can answer. </li></ul><ul><li>Ask questions you need answered. </li></ul><ul><li>Insert links to your website </li></ul><ul><li>Others: </li></ul><ul><li>Fluther </li></ul><ul><li>LinkedIn Answers </li></ul><ul><li>Digg/Reddit (Social Bookmarking) </li></ul><ul><li>Twitter, FriendFeed </li></ul><ul><li>Google Reader Share </li></ul>
  10. 10. 9. Starting a Blog? <ul><li>Be educational </li></ul><ul><li>Link to Other People – They’ll link back. </li></ul><ul><li>Find blog buddies. </li></ul><ul><li>Ask people to leave their thoughts in the comments. </li></ul><ul><li>Start a blog on your own website. </li></ul><ul><ul><li>Attracts more traffic from search engines </li></ul></ul><ul><ul><li>Blog visitors are only a click away from reading about your business </li></ul></ul>
  11. 11. BLOGGING = Networking on Steroids <ul><li>My Blog is My 24/7 Networking Event Where I am the: </li></ul><ul><ul><li>Host </li></ul></ul><ul><ul><li>Expert </li></ul></ul><ul><ul><li>Connector </li></ul></ul><ul><li>It allows me to: </li></ul><ul><ul><li>Introduce people and what they do to the world. </li></ul></ul><ul><ul><li>Make Connections By Linking To Other Bloggers </li></ul></ul><ul><ul><li>Establish Expertise, Authority…. Thought Leadership </li></ul></ul><ul><ul><li>Answer Questions and Educate Prospects </li></ul></ul><ul><ul><li>Get Prospects Engaged in a Conversation </li></ul></ul><ul><ul><li>Let prospects get to know me on their timeline and terms </li></ul></ul><ul><ul><li>Get Prospects to the Point Where they Are Ready to Buy </li></ul></ul><ul><ul><li>Attract a crapload of traffic from search engines, other blogs and social media sites. </li></ul></ul>
  12. 12. But, How Do I Get the Support of My Organization?
  13. 13. 10. Generate Leads & Business <ul><li>Most People Are not going to fill out your companies “contact us” form. </li></ul><ul><li>You need to be more creative: </li></ul><ul><ul><li>Offers, Free Trials, Webinars, White Papers </li></ul></ul><ul><li>Good Calls to Action Placed Prominently </li></ul><ul><li>Attract them in through SEO, blogging, Social Media. Then, give them reasons to share their contact information and express their “interest” to learn more. </li></ul>
  14. 14. Measure, Measure, Measure <ul><li>What Keywords Are You Ranking for in SEs? </li></ul>
  15. 15. Measure, Measure, Measure <ul><li>Where Are Visitors & Leads Coming From? </li></ul><ul><ul><li>What Keywords, Other Websites Generate the Most Leads? </li></ul></ul>
  16. 16. Measure, Measure, Measure <ul><li>What Forms Convert Visitors to Leads the Best? </li></ul>
  17. 17. Measure, Measure, Measure <ul><li>What Marketing Activities Generate the Most Leads? </li></ul>
  18. 18. Measure, Measure, Measure <ul><li>What Does Your Marketing and Sales Funnel Look Like? </li></ul>
  19. 19. Connect with Me… <ul><li>Preferred: LinkedIn, Twitter, BlitzTime, Next Level Executives Online Community </li></ul><ul><li>Blog: http://www.pc4media.net/blog </li></ul><ul><li>Contributor: http://blog.hubspot.com </li></ul><ul><li>Let me know how I can help… </li></ul><ul><ul><li>Peter Caputa IV </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>http://www.pc4media.net </li></ul></ul><ul><ul><li>508 579 6987 </li></ul></ul><ul><li>Follow Up BlitzTime Speed Networking Event? </li></ul>
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