Social Media for Lead Generation and Business Development

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Social Media for Lead Generation and Business Development

  1. 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. 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. ²1 Forrester B2B Marketing Analyst Laura Ramos2. Nielsen, December 2009 @ErinE Social Media for Lead Generation 2
  3. 3. Finding Leads with Social MediaEasy to:1. Access free contact information & interests2. Reach a target contact quickly & easily.Success is marked by:1. Penetrating the noise2. Establishing a relationship@ErinE Social Media for Lead Generation 3
  4. 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. 5. Social Media Steps Listen Convert Engage@ErinE Social Media for Lead Generation 5
  6. 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. 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. 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
  9. 9. “Anyone Know” and Twitter@ErinE Social Media for Lead Generation 9
  10. 10. LinkedIn Answers & Quora@ErinE Social Media for Lead Generation 10
  11. 11. LinkedIn Groups, Forums@ErinE Social Media for Lead Generation 11
  12. 12. Industry Social Networks@ErinE Social Media for Lead Generation 12
  13. 13. Quantifying Growth at PerficientPage Views Referred to Perficient.com from Our Blogs@ErinE Social Media for Lead Generation 13
  14. 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. 15. Twitter Reach at Perficient@ErinE Social Media for Lead Generation 15
  16. 16. Social Media Drives Traffic and Leads@ErinE Social Media for Lead Generation 16
  17. 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
  18. 18. Targeting Key Influencers@ErinE Social Media for Lead Generation 18
  19. 19. @ErinE Social Media for Lead Generation 19
  20. 20. Thank you!Erin MoloneyEEMoloney@gmail.comTwitter: ErinE@ErinE Social Media for Lead Generation 20

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