Social Media Strategies to
Improve Lead Generation

                       6th April, 2010

  Presented By Jim Reynolds
  ...
Social Media Lead Generation


              Generated 6.5 million in Revenue from Twitter
                  http://mashab...
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 me...
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 Sens...
How to start your lead generation campaign


• Define a message
   – In this case it could be a ticket discount promotion
...
Spread The Message


• Using your audience
   – Seed the content via twitter, message boards, forums.
   – Reach out to fa...
Measure your success


• Measure the increase in volume of mentions

• Did you increase the number of followers?

• Did yo...
Repeat



         • The key to success in any social
           media campaign is repeating
           efforts.

        ...
The ROI of social media lead generation


  After 3 months - Customer base increased by 57%

  •   Eliminated cold calling...
• Listen
   – Build out keywords to actively monitor for


• Engage
   – Be remember-able


• Follow your sales process
  ...
Thank You

    Thank you for taking the time to watch our Lead
Generation Webinar. If you have any questions don’t
       ...
Tools and Sites referenced in this presentation


•   http://sm2.techrigy.com
•   http://www.google.com/alerts
•   http://...
Social Media Strategies to Improve Lead Gen
Social Media Strategies to Improve Lead Gen
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Social Media Strategies to Improve Lead Gen

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http://socialmedia.alterian.com/

Have you heard about recent Lead Gen success stories in social media? Do you know the smart tactics companies are applying to increase sales and find qualified leads? Discover the social media strategies of companies like Dell, Jetblue, and American Express that can improve your own lead generation activities.

Increase leads for your sales team by listening to the social web, identifying brand champions and potential leads, and employing social savvy when you engage with potential customers.

This slideshow will show you how to:

* Listen: A review of platforms to monitor social media

* Benchmark: Determine what is being said, and who is saying it

* Identify: Find your fans, brand advocates and champions

* Engage: Using social media to respond and interact

* Measure: How to best seed your content to track it via your listening platform

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Social Media Strategies to Improve Lead Gen

  1. 1. Social Media Strategies to Improve Lead Generation 6th April, 2010 Presented By Jim Reynolds Business Development – Social Media Alterian
  2. 2. 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/
  3. 3. How to get started
  4. 4. Listen Free solutions to aid in the listening process
  5. 5. Google Alerts http://www.google.com/alerts
  6. 6. Google Blog Search http://blogsearch.google.com/
  7. 7. Social Mention www.socialmention.com
  8. 8. Twitter Search http://search.twitter.com
  9. 9. LinkedIn http://www.linkedin.com
  10. 10. Alterian SM2 Freemium Account http://sm2.techrigy.com/main/
  11. 11. 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?
  12. 12. Keyword Setup In SM2
  13. 13. Daily Volume
  14. 14. Share of Voice – Answering the Where
  15. 15. Keyword Cloud
  16. 16. Domains -- Answering the Where
  17. 17. Sentiment
  18. 18. Location
  19. 19. 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
  20. 20. 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
  21. 21. 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
  22. 22. 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?
  23. 23. 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.
  24. 24. 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
  25. 25. • 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
  26. 26. 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
  27. 27. 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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