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Mastering
Social Media
Lead Generation
I’m Jeff Cohen.
@JeffreyLCohen
amzn.to/b2bsm2
I wrote The B2B
Social Media Book.
#B2BSM
We’ve got a
a Problem.
73%
of CEOs
don’t believe
marketers
drive revenue. 91!FOURNAISE MARKETING GROUP: BIT.LY/PENSCQ
Leads fix
the problem.
Leads are
a PROXY
for Sales.
@JeffreyLCohen
Your goal shouldn't
be to buy leads. Your
goal should be to buy
customers.
“
” #B2BSM
1List TrackMailer
Traditional Lead Gen Campaign
ROI
1Tweet Form
Landing
Page
How Social Media Leads Happen
Lead
Like
Blog
Post
+1
Product
Page
Blog
Post
3 Keys for
Social Media
Lead
Generation
Success
3
Build a Network of Strong Ties
2 Influence Connections For
Content Sharing
Master Social Conversion
1
3
Build a Network of Strong Ties
2 Influence Connections For
Content Sharing
Master Social Conversion
1
60%of the sales
cycle is over –
before a buyer
talks to your
salesperson. 91!CORPORATE EXECUTIVE BOARD: BIT.LY/ZUB2I7
People to
People
@JeffreyLCohen
“
” #B2BSM
Prospects don’t care
about your products.
They want solutions
to their problems.
Build
Strong Ties
Interaction,
Affection
and Time
Follow. Friend. Connect.
With People.
The Lifespan of a Mayfly
1 – 24 Hours
The Lifespan of a Tweet
The Lifespan of a Tweet
18 min
Source: Moz
THE
10-4-1
RULE
THE
10-4-1
RULE
Links to third-
party articles
THE
10-4-1
RULE
Links to company
blog posts
THE
10-4-1
RULE
Link to a company
landing page
Engagement =
Affection
Be consistent.
@JeffreyLCohen
“
” #B2BSM
Publishing and
sharing content
online is the single
biggest lever to
increase lead
generation.
3
Build a Network of Strong Ties
2 Influence Connections For
Content Sharing
Master Social Conversion
1
Get people to
share.
Closed Millions
In Sales From
Online Leads
ROI – 2800%!
3
Build a Network of Strong Ties
2 Influence Connections For
Content Sharing
Master Social Conversion
1
Social
Conversion
Social
Conversion=
Social
Proof +
Strong
Ties
Social Proof
People
want to
feel safe.
@JeffreyLCohen
Create awesome
content and reduce
the friction around
sharing it.
“
” #B2BSM
Banners,
Contacts and
Updates Provide
Opportunities
3
Build a Network of Strong Ties
2 Influence Connections For
Content Sharing
Master Social Conversion
1
Prove the
CEO
Wrong
THANK
YOU
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
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Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen

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With social media, B2B marketers have a golden opportunity to drive revenue in a way that will transform them—and their companies. Social media marketing provides marketers both rich data and the promise of sizable enough reductions in marketing spend to forever change how they and their firms look at and invest in demand generation programs. This presentation from one of the authors of one of the first books about social-media lead generation will provide B2B marketers with actionable advice on leveraging social media platforms and insight into effective B2B social media strategies.

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Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen

  1. 1. Mastering Social Media Lead Generation
  2. 2. I’m Jeff Cohen. @JeffreyLCohen
  3. 3. amzn.to/b2bsm2 I wrote The B2B Social Media Book.
  4. 4. #B2BSM
  5. 5. We’ve got a a Problem.
  6. 6. 73% of CEOs don’t believe marketers drive revenue. 91!FOURNAISE MARKETING GROUP: BIT.LY/PENSCQ
  7. 7. Leads fix the problem.
  8. 8. Leads are a PROXY for Sales.
  9. 9. @JeffreyLCohen Your goal shouldn't be to buy leads. Your goal should be to buy customers. “ ” #B2BSM
  10. 10. 1List TrackMailer Traditional Lead Gen Campaign ROI
  11. 11. 1Tweet Form Landing Page How Social Media Leads Happen Lead Like Blog Post +1 Product Page Blog Post
  12. 12. 3 Keys for Social Media Lead Generation Success
  13. 13. 3 Build a Network of Strong Ties 2 Influence Connections For Content Sharing Master Social Conversion 1
  14. 14. 3 Build a Network of Strong Ties 2 Influence Connections For Content Sharing Master Social Conversion 1
  15. 15. 60%of the sales cycle is over – before a buyer talks to your salesperson. 91!CORPORATE EXECUTIVE BOARD: BIT.LY/ZUB2I7
  16. 16. People to People
  17. 17. @JeffreyLCohen “ ” #B2BSM Prospects don’t care about your products. They want solutions to their problems.
  18. 18. Build Strong Ties
  19. 19. Interaction, Affection and Time
  20. 20. Follow. Friend. Connect. With People.
  21. 21. The Lifespan of a Mayfly
  22. 22. 1 – 24 Hours
  23. 23. The Lifespan of a Tweet
  24. 24. The Lifespan of a Tweet 18 min Source: Moz
  25. 25. THE 10-4-1 RULE
  26. 26. THE 10-4-1 RULE Links to third- party articles
  27. 27. THE 10-4-1 RULE Links to company blog posts
  28. 28. THE 10-4-1 RULE Link to a company landing page
  29. 29. Engagement = Affection
  30. 30. Be consistent.
  31. 31. @JeffreyLCohen “ ” #B2BSM Publishing and sharing content online is the single biggest lever to increase lead generation.
  32. 32. 3 Build a Network of Strong Ties 2 Influence Connections For Content Sharing Master Social Conversion 1
  33. 33. Get people to share.
  34. 34. Closed Millions In Sales From Online Leads ROI – 2800%!
  35. 35. 3 Build a Network of Strong Ties 2 Influence Connections For Content Sharing Master Social Conversion 1
  36. 36. Social Conversion
  37. 37. Social Conversion= Social Proof + Strong Ties
  38. 38. Social Proof
  39. 39. People want to feel safe.
  40. 40. @JeffreyLCohen Create awesome content and reduce the friction around sharing it. “ ” #B2BSM
  41. 41. Banners, Contacts and Updates Provide Opportunities
  42. 42. 3 Build a Network of Strong Ties 2 Influence Connections For Content Sharing Master Social Conversion 1
  43. 43. Prove the CEO Wrong
  44. 44. THANK YOU

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