SlideShare a Scribd company logo
Use Social Networks to
Attract Traffic and
Generate Leads
WhitePaper
Abstract
Business marketing made tremendous developments in growing
their customer database using social channels. This whitepaper
will detail methods to increase B2B deals and coin strategies that
will help secure and retain those leads.

FOMAX TECHNOLOGIES PVT. LTD
By Anusonia Jose
Introduction
Why create Leads?

      To build a database for Email Marketing
      To Discover New Business Clients
      To Find Business Investors and Partners

Today, intensive marketing efforts are implemented for improvising social media Return on
Investment. Unlike the previous goals,revenue generation of social media strategies has been
prioritized.A glance at those marketing procedures, in the B2B software space, companies like
HubSpot, InfusionSoft and HootSuite yield huge traffic numbers within minutes, by providing
valuable content, building leads and thereby converting their target audiences into socially
networked contacts. In the B2C space, passion for brands like Apple,Coca-Cola and Skoda have been
reignited by creative social media campaigns.

Does your company invest in Social Networking?
Create Lead links through your fans and followers?
Monetize your social media campaigns?


Evaluate the existing Lead Generation process in the company, Do social networks fitin the buying
process? Will socially connected leads convert at the same traditional methods?

Tactical approach is emphasized in these times to gain social media attention. Appropriate content
etiquettes need to be applied, proper channels for data distribution, and accurately
relevantmeasurement of social interaction is a definite requisite. Learn about the new social media
tools that shorten lead time per sale. Both business-to-consumer (B2C) and business-to-business
(B2B) brands have benefited from social networking.Seal corporate sales funnel with qualified leads
by implementing the strategies detailed below:


Nurture Leads by being prepared!


1)   Embark on a Lead Generation Campaign-Methods
2)   Social Networking Need of the Hour- Advantages
3)   Influence Buying Decisions-Conversion
4)   Perfect 15 B2B Social Strategies for lead Generation- Implementation
5)   Social Media Engagement Platforms- Movement
6)   Measure and Monitor B2B Leads - Tactics
7)   Diversification, Improvisation and Augmentation of Social Networks-
     Relationships




                                                                                                      1
Embark on a Lead Generation Campaign- Methods
Analyze the existing marketing channels that currently contribute leads towards the sales funnel,
revisit thefollow-up process and then calculate time taken to close the sale.Social lead behavior, as
per results observed in previous experiments;detail how the potential buyers transact earlier in the
sales process; sometimes unaware about business competitors. Getting potential buyers’ attention
early has tremendous value that can be appreciated only when expectations have been set for social
lead performance. Based on several proven theories, a comparison between social media and
traditional saleshas revealed three levels that extend business target audience potential conversion
into converted prospects. The following diagram clearly details how the process of lead conversion
has flattened due to touch points.




                                                                                                    2
Conversion




                                                Engagement




                                  Action                          Influence




                               Opportunity                         Interest




                Attention                          Desire                         Interaction




With the social networking transparency leads could directly reach one step ahead where they are already
exposed and informed about the business products and services. They could develop Attention, Desire,
Opportunities, Interest, or even Interact with the product/service through those social channels.

After being expressive in the first stage they scale up to take an action, influence another, or directly
engage with the business representation. At this point clearly, the benefits received are much more than
the traditional sales methodology.

Point of Conversion or Point of Sale is definitely more rewarding, as there have been chances for much
feedback and involvement during the lead generation process.




                                                                                                            3
Social Networking Need of the Hour- Advantages
     Branding & Increased Customer Awareness.
     Contact or Engage with Prospects
     Acquire Quality Traffic
       Reach Lead Generation Targets
     SurgeReturn over Investment or ROI
       Instant Customer reviews and feedback
       Cost Effective Advertising
       Preempt customerspreferences
     Socially Segmented Buzz
     Used on Smartphone Platforms

Traditionally, it was always considered that a certain connection lies between the size of a network
and the effectiveness of that marketing campaign. However, for modern methods like social media,
quality plays bigger role than quantity.




                                                                                                       4
Exhaustive List of Social Media Tools resourced by Sally falkow:

• News Feeds (RSS9

• syndicate buttons

• Blogs – platforms and plug-ins

• Microblogging (Twitter)

• Podcasts

• Images – and image sharing networks

• Video – and video sharing sites

• Social Networks – Facebook, LinkedIn, Google Plus, niche networks

• Social Media News Sites – Reddit, StumbleUpon, Digg

• Social Media News Releases, with multimedia and social bookmarks

• Search optimized articles, with feeds and commenting

• Widgets and Apps

• Social Media News Room – create a social media content hub on your website



Social Media Coordinated with Effective Email Marketing will capture all truly engaged prospects.

“It’s the approach whereby customers and prospects are communicated with on a regular basis, so
that when they are ready to commit to a sale, you are their first point of contact. This can be
extremely difficult if you were to try and establish this relationship through dialogue, but through the
use of social media and email marketing, the connection is maintained, and effectively nurtured into
a sale.” remarks GCL Direct.


Influence Buying Decision
Persistent Efforts are needed to ensure that the prospect, till point of sale is convinced about the
business profile, product and after sales services.Facilitatinguser convenience at all levels will be one
of the most important factors that help potential customers to actual make their first purchase.

Content is one of the crucial deciding factors that drive decision-making process. Strategies like
relevant and personalized ‘call to action’ phrase is another deciding factor. Strategicallydesigned
content display will answer Frequently AskedQuestions (FAQ) while purchasing theproduct;solve
hurdles in the sales process and provide more opportunities to capture all leads.

Provide a tab that allows followers to convert within the social networking website and then observe
the revenue generation projection periodically.



                                                                                                       5
Influence and connect with the potential buyers through the corporate blog. Today prospects are
more informed before they make a decision. Ensureconversion pointsto turn every post into a
landing page. A well connected network of content, business profile and product information could
be the desired package by most consumers.




Soft to Hard Lead Conversion

Businesses have an opportunity to convert interested social media fans and followers into email
subscribers. These are called soft leads at the moment as they do not have an interest in purchasing
the product. They will be happy to provide their email address in exchange for highly valuable and
relevant content and would love to recommend the business profile to third party.

Nurture the Social Media Lead

Don’t kill the sale by sending pamphlets, email campaigns related to the traditional mode of sale.
There is dire need to adjust value proposition for the social media leads differently. A hard lead is
that potential buyer who indicates by action that they are now interested in business offering. Here,
they belong to the consideration phase, an opportunity to convert the lead into a buyer.

Nurture the lead to develop trust with products and the company, continue to show thought
leadership while they make their decision. Combine influencing strategies and relevant content
while staying in touch with prospects so that it helps one identify when the lead makes the jump to
product interest. Indication for product interest could be signing up for a product feature list,
product demonstration, and webinar or downloading any other decision-making content for
example the price list.




                                                                                                      6
Analyze the group of influential domains and dynamic forces on social networking websites;Stay
connected with the thought leaders around the industry. Identify conversation drivers, influencers
and commentators who look like an informed conversationalist.


Perfect 14 B2B Social Strategies for lead Generation
    1. Social Guidelines and Etiquettes
Written content guidelines for social media contributions, that ensures engagement with prospects,
frictionless and also helps the thinkers, influencers to thrive and lead product based discussions.Gebauer
felt“An info graphic on Pinterest can link to an article. A guest post on a blog can link to a video on
YouTube”. Staying top of every socially networked contact online and generating regular, recent and
relevant content helps build both brand and customers. Don’t lose out because of content mix, not all
users will attend webinar, browse case studies or watch videos.Appropriate mix of content like
Product based webinar, interviews, discussions, press releases, and blogs for current clients and
prospects are an excellent lead generating and referral source.

    2. Push and Pull Approach

It is imperative to keep others informed about the product or service initiatives that are mostly pushing out
information to the social networks. At the same time, delicately balance pulling in participants as a key
contributor to aid brand resourcefulness. Word of mouth references are difficult yet through social media,
even this might take a minimum time and effort to effectively draw customers and thereby validate core
business ideals and success stories.



    3. Develop a Resource Agent

Contribution is crucial, so always look for opportunities to motivate business marketers to discuss and
participate in the online social dialog. Remain a resource for your product, business profile and stay aware
always with the latest in the industry.Social channels will spread the resource messages only based on the
merits. Influence and Negotiation is a skill, which needs a lot of effort in the social media. Blog comments,
Digital chat sessions, utilize every opportunity to know the SME’s personally and professionally. Only skilled
experts can shape a brand out of ideas, relationships, people, and commoditize that information as a
valueproposition and thought leadership.

    4. Promotion and Campaign
Focus is critical when products or services need to be promoted through social media. It is to interoperate
both the product promotion and lead nurturing campaign (scheduled series of targeted emails and flow steps
takes the campaign participant on a journey to Marketing Qualified Lead) together by linking them and
leveraging each with their strength to accomplish desired goals. Businesses cannot impose limits on
participation, instead could look for possibilities and learn how to engage in a dialog that is free-form and fluid
on the social networks. Campaigning again needs to be cost effective, timed, and incorporate every aspect of
online ethics.

    5. Build Relationships
Maintain a relationship is more imperative to entrepreneursthan selling their products or services. It is critical
to build relationships with your employees, followers… aah, even competitors. "Without strong relationships,
it is impossible to have success as a business owner," says Michael Denisoff. Long-term customers and good
vendor relationships must be mutually beneficial always, as these then will be most valuable when business


                                                                                                                     7
faces crisis. Don’t wait to reach out to your vendors, business peers and clients. Create contact database
where all information is neatly organized, stored with reminders for occasions.

    6. Audience Segmentation


In order to fully utilize the social networks, a proper database could be created based on the social
profiles of the prospects generated. Identification and monetization of the target audience can
happen at a faster pace, if the details are collected and each prospect is divided into a group, based
on the demographics.




    7. Control Content and Freebies


Brand marketers want outstanding results for their campaigns and rely on data to drive their media-
buying decisions. Social media content could include e-newsletters, blogs, white papers, article
marketing, guides, industry and business case studies and online videos. Companies tend to stay
updated about the current trends and write a lot after equally good amount of research. Such
content investment yields heavy returns in terms of followers on social media. Once in a while
promotion of such content related freebies is an excellent strategy.

    8. Movement Marketing
Loads of articles have been published on the web about this strategy. Monitor conversations about
the business brand and competitors. After much research all that data could be used to create a
buzz about how which all social channels will carry the same headline for a period of time. A
research paper that draws inferences on industry and your product could be marketed from all the



                                                                                                             8
social platforms using relevant content modules. This will help the business reach the industry target
audience at all levels of social marketing.

    9. Regular News Headlines
When you have a news tip, business success story, or a research document on a topic, offer the
piece of work to a reporter. HARO is one good way to spread information and get high-quality, free
publicity for your business. Keep your eyes open for other ways to distribute information about
your business. You could even get product or business reviews published at Squidoo.com.

     10. Optimize Social Activity
All search engines tend to display these social updates for search queries or keywords. It is
important that these social websites carry content optimized for search engine front page. Search
engines are responsible for bringing the user to product pages thereby generating potential
customers.

    11. Brand Differentiation

The World Wide Web is a cluster of websites; it is very difficult to choose from the list of products
and services available. Business Networking helps distinguish products and services from that of the
competitor. It creates a niche with a particular set of followers who have probably generated an
interest for the product. Suggestions and Improvisations about the product made with the help of
these clients, influencers etcetera gives the service credibility and the required positioning on the
web.

     12. Social Media Advertising
Knowing the latest social media trends can help advertisers scrutinize best the game plans and
budgets of advertising on the social network. To make the most of dollars and euros invested in
social advertising, the deciding factors are; whom are they trying to reach, at what scale, and at what
level of engagement?Engagement needs to have its own rules and regulations distinct from group to
individual. Reports reveal a lot of these efforts have been to generate word of mouth buzz and
communicate brand stories.

    13. Establish Company Online
Michelle deHaaff suggests that companies examine social media and online assets to see what they
can leverage for full social media engagement. She opines seven key assets are needed: location,
people, stories, images, video, audio and words to ensure effective engagement with the business
entity. This will help build a lot more trust as a factor for the successful localized online existence.

    14. Measure and Monitor
Social Media has evolved to record easy data inferences; it even helps measure and monitor
database. This 3W platform has now incorporated built-in intelligence and analytical capabilities.
Sharp details and relevant content elicits a networked response and instant feedback from audience.
The freedom to express both positive and negative messages with substantial facts and figures has
made the social domain a very powerful platform. One needs to act on reinforcement techniques
quickly before the negative comments produce viral effects.

Some of analytical tools that can do a lot of the researching and reporting brunt of Social Media
marketing collated by Sally Falkow:

                                                                                                       9
• Radian6

• Sysomos

• Nielsen BuzzMetrics

• Visible Technologies

• Trackur

• Attensity

• Alterian SM2

• Scout Labs

• Jive Software

• eCairn Conversation

A comparison of several tools – http://www.pr2020.com/files/PR_SM-Monitoring-Comparison.pdf




Social Media Engagement Platforms
Social Media stands two steps ahead of other lead generating processes, because of the convenience and
customer engagement effectiveness that has been observed. Marketers today technicallyembed monitoring
tool codes directly into a social app, which in turn connects to a landing page on that social website; whereby
every lead generated falls directly into marketing automation software. Four major Social Engagement
Platforms that are a must for all businesses networking are- Facebook, LinkedIn, YouTube, and Twitter

                                                                                                              10
1.
     Facebook
     The best way to leverage Facebook is to build brand awareness and get your audience to subscribe or “like”
     your page as a way to promote your brand. Once you have identified fans from those that “liked” your page,
     you can use Facebook to promote your content. Several companies like Marketotoday have created software
     that could customize Facebook application and directly get leads in their automated marketing database. By
     matching demographic information like industry, company size, and job title helps identify hot prospects. An
     added benefit is that it helps provide content more appropriate for capturing them as leads. These could later
     even share thecampaign with their Facebook buddies.

     Twitter
     One of the most popular micro blogging website, Twitter connects through business networks by building a
     base of “followers”. These followers are united with the effective and useful “hash-tagging” and “re-tweeting”,
     Headline messages, pictures and videoscould be shared with the followers, to promote new updates,
     capabilities, practices, and testimonials. Build a business related ecosystem in line with social strategy and also
     communicate meaningfully in those 140 characters. Use Twitter scheduled updates, URL shortened, in order to
     communicate contemporary events or something that provides a future view.

     YouTube
     Second largest search engine, YouTube allowsvideo content that is indexed on other search engines,
     searchable within the website and also allows user subscriptions that details new or updated content. It is a
     great platform for product demonstrations, event promotion,panel discussions, and knowledge sharing such as
     education content, etc... Create an exclusive YouTube channel for business services as related content
     develops, so that audience could be informed and return for more.


     LinkedIn
     Launched on May 5, 2003, LinkedIn proved to be a powerful platform that serves as a diversified business
     model; with revenues coming from hiring solutions, marketing solutions and premium standpoints. Solicits and
     trace connections, profile views, syndicates content from other social networking websites and blogs, etc. and
     several other applications on LinkedIn have enhanced user experience online. One of the most reputed
     companies will have a professionallymanaged company page on LinkedIn, again linked to its market
     competitors or industry groups. According to Comscore; LinkedIn ranked as the 31st most-visited website
     worldwide. ComScore measured 9.4 billion page views in the first quarter of 2012.


     Measure Social Media Lead Generation Results
2. It is now possible to measure the marketing ROI of our social efforts.Social channels improvised and
     facilitated canalization, identification and relate a specific campaign to the leads generated that had later
     turned to revenue.Formerly, identify where leads generate in the sales process was to measure
     efforts.Without the proper understanding of long sales cycles and lead nurturing stages,it was a slow yet
     steady move to the current campaignsuccess measurement.The quickest and most cost-effective way
     wasto monitor social media conversions that apply Google analytics campaign tracking code to the
     links you shorten and post on social networks. Now there have been tools like Marketo, Hubspot,
     HootSuite etcetera which made marketing ROI measurement another convenient, easy to
     understand and implement strategy.

     Use these metrics to demonstrate success through the sales funnel:




                                                                                                                     11
Cost per
                                               impression

                            Cost per                               Cost per
                            soft Lead                             Hard Lead

                                                Cost per
                                              engagement
                                                                    Cost Per
                            Cost per
                           Impression                               Social
                                                                   Network
                                                Cost per
                                                  Sale




Monitor B2B Leads
Monitor the entire social web! More than just the social networking clients, the Engagement will take
effect when there is word to word monitoring of the complete web in real time. Many platforms have now
started making this job easy by capturing hundreds of millions of posts each day, including Facebook, blogs,
news sites, discussion boards, video and image sharing sites.

As a secondary step, traditional methods to monitor buzz could be UsingTwitter advanced search (or Twitter
clients such as Hootsuite, TweetDeck or CoTweet) to monitor keywords around your business, including your
brand names, trademarks, product types and competitors. Use Google Alerts to keep up with the latest news
about your company and product techniques. And search mentions of product brand in blogs via Google Blog
Search or Technorati.

Ability to work collaboratively across all the social needs of networked customers can be possible only when
there is full time team trained to digitally analyze the inbound and outbound conversations. Team will have to
monitor and then be empowered to coordinate responses, share information, and stay connected. Each time
launch searches within feeds, filter by keyword, and focus on relevant discussions on the social media
websites. Discover conversations that are happening in a date range, or in real-time and respond accordingly.

Maintain theconversation thread history, notes and also add identifying source tags to give context to the
ongoing interactions.This collection of utilities, third party integrations and macros need to be designed to
allow users to customize the Engagement techniques to meet specific social media monitoring and
engagement needs.Social media monitoring has opened up limitless possibilities; personally think it’s time to
join the conversation.




                                                                                                               12
Why monitoring? With an end goal in mind there will be a direction for social networking,
monitoring will help realize, where corporate networking needs effort and what works on the web.
Instant results always will keep the organization competent and reach desired benchmarks in real
time.




Diversification, Improvisation and Augmentation of Social
Networks

B2B sales are moreabout relationships built over time. A lot of products/ services/ brand might need to be
diversified, improvised or even augmented on the Social Networks. Voluminous body of links and multimedia
content make matters even more complicated.

     Need a Social Media Team
Handling thousands of queries, reading on the web commenting and then analyzing current trends is
definitely not a single source effort. There is a dire need for a complete team on board. Social media
information is bigger and faster than any other information channel launched before.

     Engagement Advertising
Social Media recommends Engagement Advertising as a current trend. Engagement Ads encourage members
to interact with the ads without being diverted away from what they’re doing. They are encouraged to leave
comments, share virtual gifts or become fans. The ads are designed to increase interaction, social spread and
brand engagement.

     Develop a Backup Plan

A crisis management plan is quintessential. Don’t repeatNestle’s Facebook Page mistakes again, these will hit
you harder than any other big brand. Backup plan for engagement in more routine situations is a compulsory
exercise. All kinds of negative frill and raves about the product should be foreseen and prepared for. Some
questions that should always be at the back of your mind-



                                                                                                            13
How do you turn this goodwill into collaboration into a mutually beneficial deal?

How do you create Customer Grievance or Redressal program?

How do you internalize and execute on product feedback?

How do you deal with irate customers/ Bloggers?

Constantly check all these scenarios and figure out could one activate the right resources within the
organization.

     Match your ROI Tools

Ask vendors the tough questions like “For which websites does this social media marketing ROI tool track
results?” Never lose sight of your objective-How do you monitor using their tools and engage in brand building
over the social networks? What are some best practices you’ve developed?

Having data available in real-time simply makes it worthwhile. The ability to set up and start tracking
immediately, gives contentment in knowing that everything is working smoothly. And, if something does end
up being wrong, no time will have been wasted in being seen as penalized for it or a golden chance to rectify
the mistake through a comment or suggestion.

     Business Leads in Real-Time

Taking advantage of real-time analytics requires commitment and being able to analyze your data in real-time
has the potential to add a lot of value to your business, whether you run a hugely popular website like The
Hubspot or if it is a small business initiative. It really helps keep a lean organization. And, frankly, it’s why
companies who work manually are no more sustained on Social networks. It’s possible to automate some of the
work, but you usually need a human decision maker. This can be difficult to get correct but it can make your
advantage even bigger once you succeed.Using social media to drive conversation with potential leads is a
hefty process with a few steps that just need to be automated so that work is done well within time to ensure real
time engagement with business entities.


Conclusion
The keyword in social media is “social”, and the World Wide Web has exponentially expanded the social factor
at large for lead generation. People were social long before the advent of Internet and social media, then what
has changed since then? Try implementing the offline skills as an example that worked over time and put them
to use online. Meet people, communicate and build relationships over the web itself. Develop and foster
complex relationships via Skype and other such online resources. As always, make sure that customers are
aware of your product, understand its benefits, and have a way to purchase. Sound like the perfect
conversationalist with consumers, and provide insightful resources and answer any questions that arise. Yeah,
that’s pretty much it… for some of the traditional organizations. Ignorant of the sea of opportunities that lay
before them, these business marketers will soon be exhausted once they go live online.

About the Author - Anusonia Jose




                                                                                                               14
“With a goal to continually add tons of value to the all products and services that I promote.”
Anusonia has studied Business Management in Marketing, Sales, and Advertising & holds a degree in
English Literature from Delhi relocated to Mumbai and currently resides at Bangalore. She has previous
experience in Online Marketing, Email marketing, and Web Content Writing.


Useful Resources
Watermark
http://thersvprev.com/wp-content/uploads/2012/02/wp_Connection_1280x1024.jpg

Content
http://www.socialmediaexaminer.com/5-tips-for-moving-social-media-leads-into-the-sales-funnel/

http://mashable.com/2010/06/24/social-media-lead-generation/

http://infoanalytica.com/social_media_solutions.php

http://mashable.com/2010/08/02/successful-social-media-monitoring/

http://www.marketingsherpa.com/article.php?ident=32179#

http://www.socialmediaexaminer.com/26-ways-to-use-social-media-for-lead-generation/

http://www.business2community.com/social-media/how-to-measure-social-media-lead-generation-0184310




                                                                                                         15

More Related Content

What's hot

How to use pinterest for business
How to use pinterest for businessHow to use pinterest for business
How to use pinterest for business
Oana Turturica
 
Alterians 7th Annual Survey Results
Alterians 7th Annual Survey ResultsAlterians 7th Annual Survey Results
Alterians 7th Annual Survey Results
Alterian
 
Social Media Strategy - Magnus Media
Social Media Strategy - Magnus MediaSocial Media Strategy - Magnus Media
Social Media Strategy - Magnus Media
Magnus Media
 
[Whitepaper] Media Pitching how to earn more media
[Whitepaper] Media Pitching how to earn more media[Whitepaper] Media Pitching how to earn more media
[Whitepaper] Media Pitching how to earn more media
Hiệp Hội PR Việt Nam PRSVN
 
Reinvent your event marketing for higher roi
Reinvent your event marketing for higher roiReinvent your event marketing for higher roi
Reinvent your event marketing for higher roi
Nuno Fraga Coelho
 
Social media and marketing
Social media and marketingSocial media and marketing
Social media and marketing
malafaim
 
Introduction to Social Media Measurement with HootSuite
Introduction to Social Media Measurement with HootSuiteIntroduction to Social Media Measurement with HootSuite
Introduction to Social Media Measurement with HootSuite
Hootsuite
 
Social strategies for 2014
Social strategies for 2014Social strategies for 2014
Social strategies for 2014
Nuno Fraga Coelho
 
What Is Your 2013 Content Marketing Strategy - Dachis Group
What Is Your 2013 Content Marketing Strategy - Dachis GroupWhat Is Your 2013 Content Marketing Strategy - Dachis Group
What Is Your 2013 Content Marketing Strategy - Dachis Group
Michael Brito | Zeno Group
 
Social Media B2B Marketing: Adhesives and Sealants Industry
Social Media B2B Marketing: Adhesives and Sealants Industry Social Media B2B Marketing: Adhesives and Sealants Industry
Social Media B2B Marketing: Adhesives and Sealants Industry
Entwine Inc
 
Definitive guide-to-social-marketing
Definitive guide-to-social-marketingDefinitive guide-to-social-marketing
Definitive guide-to-social-marketing
BullsEye Internet Marketing
 
Oracle Customer Advisory Board Presentation, Napa, February 2014
Oracle Customer Advisory Board Presentation, Napa, February 2014Oracle Customer Advisory Board Presentation, Napa, February 2014
Oracle Customer Advisory Board Presentation, Napa, February 2014
andrewjns
 
Invite media playbook
Invite media playbookInvite media playbook
Invite media playbook
AdCMO
 
Marketing360 Whitepaper
Marketing360 WhitepaperMarketing360 Whitepaper
Marketing360 Whitepaper
bob musilek
 
Measuring Social Media for Customer Retention
Measuring Social Media for Customer RetentionMeasuring Social Media for Customer Retention
Measuring Social Media for Customer Retention
Hootsuite
 
Workbook measuring the impact of social media
Workbook   measuring the impact of social mediaWorkbook   measuring the impact of social media
Workbook measuring the impact of social media
Nuno Fraga Coelho
 
Social Media B 2 B
Social Media B 2 BSocial Media B 2 B
Social Media B 2 B
Boris Loukanov
 
Activating Employees to be Brand Storytellers
Activating Employees to be Brand StorytellersActivating Employees to be Brand Storytellers
Activating Employees to be Brand Storytellers
Michael Brito | Zeno Group
 
The Social Business Textbook - by Spredfast
The Social Business Textbook -  by SpredfastThe Social Business Textbook -  by Spredfast
The Social Business Textbook - by Spredfast
Boris Loukanov
 

What's hot (19)

How to use pinterest for business
How to use pinterest for businessHow to use pinterest for business
How to use pinterest for business
 
Alterians 7th Annual Survey Results
Alterians 7th Annual Survey ResultsAlterians 7th Annual Survey Results
Alterians 7th Annual Survey Results
 
Social Media Strategy - Magnus Media
Social Media Strategy - Magnus MediaSocial Media Strategy - Magnus Media
Social Media Strategy - Magnus Media
 
[Whitepaper] Media Pitching how to earn more media
[Whitepaper] Media Pitching how to earn more media[Whitepaper] Media Pitching how to earn more media
[Whitepaper] Media Pitching how to earn more media
 
Reinvent your event marketing for higher roi
Reinvent your event marketing for higher roiReinvent your event marketing for higher roi
Reinvent your event marketing for higher roi
 
Social media and marketing
Social media and marketingSocial media and marketing
Social media and marketing
 
Introduction to Social Media Measurement with HootSuite
Introduction to Social Media Measurement with HootSuiteIntroduction to Social Media Measurement with HootSuite
Introduction to Social Media Measurement with HootSuite
 
Social strategies for 2014
Social strategies for 2014Social strategies for 2014
Social strategies for 2014
 
What Is Your 2013 Content Marketing Strategy - Dachis Group
What Is Your 2013 Content Marketing Strategy - Dachis GroupWhat Is Your 2013 Content Marketing Strategy - Dachis Group
What Is Your 2013 Content Marketing Strategy - Dachis Group
 
Social Media B2B Marketing: Adhesives and Sealants Industry
Social Media B2B Marketing: Adhesives and Sealants Industry Social Media B2B Marketing: Adhesives and Sealants Industry
Social Media B2B Marketing: Adhesives and Sealants Industry
 
Definitive guide-to-social-marketing
Definitive guide-to-social-marketingDefinitive guide-to-social-marketing
Definitive guide-to-social-marketing
 
Oracle Customer Advisory Board Presentation, Napa, February 2014
Oracle Customer Advisory Board Presentation, Napa, February 2014Oracle Customer Advisory Board Presentation, Napa, February 2014
Oracle Customer Advisory Board Presentation, Napa, February 2014
 
Invite media playbook
Invite media playbookInvite media playbook
Invite media playbook
 
Marketing360 Whitepaper
Marketing360 WhitepaperMarketing360 Whitepaper
Marketing360 Whitepaper
 
Measuring Social Media for Customer Retention
Measuring Social Media for Customer RetentionMeasuring Social Media for Customer Retention
Measuring Social Media for Customer Retention
 
Workbook measuring the impact of social media
Workbook   measuring the impact of social mediaWorkbook   measuring the impact of social media
Workbook measuring the impact of social media
 
Social Media B 2 B
Social Media B 2 BSocial Media B 2 B
Social Media B 2 B
 
Activating Employees to be Brand Storytellers
Activating Employees to be Brand StorytellersActivating Employees to be Brand Storytellers
Activating Employees to be Brand Storytellers
 
The Social Business Textbook - by Spredfast
The Social Business Textbook -  by SpredfastThe Social Business Textbook -  by Spredfast
The Social Business Textbook - by Spredfast
 

Similar to Lead generation using social network

Social media marketing
Social media  marketingSocial media  marketing
Social media marketing
niraj joshi
 
Master the art of Social Selling to increase sales by fostering relationships...
Master the art of Social Selling to increase sales by fostering relationships...Master the art of Social Selling to increase sales by fostering relationships...
Master the art of Social Selling to increase sales by fostering relationships...
VereigenMedia1
 
How to use social media for lead generation in B2B
How to use social media for lead generation in B2BHow to use social media for lead generation in B2B
How to use social media for lead generation in B2B
Nick Parker
 
Mastering Digital Marketing
Mastering Digital Marketing Mastering Digital Marketing
Mastering Digital Marketing
PriscaAugustine
 
Social media and you
Social media and youSocial media and you
Social media and you
Gordon Diver
 
Wsq promote products and services on social media robin
Wsq promote products and services on social media   robinWsq promote products and services on social media   robin
Wsq promote products and services on social media robin
Robin Stienberg
 
Integrate Social Media Into your Sales Process Whitepaper
Integrate Social Media Into your Sales Process WhitepaperIntegrate Social Media Into your Sales Process Whitepaper
Integrate Social Media Into your Sales Process Whitepaper
David Duncan
 
WSQ Promote Products and Services on Social Media - robin
WSQ Promote Products and Services on Social Media - robinWSQ Promote Products and Services on Social Media - robin
WSQ Promote Products and Services on Social Media - robin
Robin Stienberg
 
Accenture Social Media PoV - 55m conversations in 55 days
Accenture Social Media PoV - 55m conversations in 55 days Accenture Social Media PoV - 55m conversations in 55 days
Accenture Social Media PoV - 55m conversations in 55 days
Mac Karlekar
 
Ten tips for Best practice of Lead Management from socail media
Ten tips for Best practice of   Lead Management  from  socail media Ten tips for Best practice of   Lead Management  from  socail media
Ten tips for Best practice of Lead Management from socail media
Faisalzaman29
 
B2B Marketing: 5 Outstanding Ways to Leverage Social Media in a B2B Setting b...
B2B Marketing: 5 Outstanding Ways to Leverage Social Media in a B2B Setting b...B2B Marketing: 5 Outstanding Ways to Leverage Social Media in a B2B Setting b...
B2B Marketing: 5 Outstanding Ways to Leverage Social Media in a B2B Setting b...
Julie Bevacqua
 
club-forum-presentation - -social-media-marketing.pptx
club-forum-presentation - -social-media-marketing.pptxclub-forum-presentation - -social-media-marketing.pptx
club-forum-presentation - -social-media-marketing.pptx
lalutailor778
 
Brands as Publishers.pdf
Brands as Publishers.pdfBrands as Publishers.pdf
Brands as Publishers.pdf
ssuser1cd0ea
 
Brands as Publishers.
Brands as Publishers.Brands as Publishers.
Brands as Publishers.
Huge
 
15 Effective Social Media Strategies Should Be Following In 2023.pdf
15 Effective Social Media Strategies Should Be Following In 2023.pdf15 Effective Social Media Strategies Should Be Following In 2023.pdf
15 Effective Social Media Strategies Should Be Following In 2023.pdf
ShantnuSingh7
 
Social Audience Marketing
Social Audience MarketingSocial Audience Marketing
Social Audience Marketing
nich_marketing
 
Unveiling the Power of Buying Social Media Gains: Strategies for Growth
Unveiling the Power of Buying Social Media Gains: Strategies for GrowthUnveiling the Power of Buying Social Media Gains: Strategies for Growth
Unveiling the Power of Buying Social Media Gains: Strategies for Growth
SMGains1
 
B2C Social Media
B2C Social MediaB2C Social Media
B2C Social Media
Dean Parry
 
Social Media Solutions
Social  Media  SolutionsSocial  Media  Solutions
Social Media Solutions
Ariel Dagan
 
Evolution Not Revolution: The Social Intelligence Maturity Model
Evolution Not Revolution: The Social Intelligence Maturity ModelEvolution Not Revolution: The Social Intelligence Maturity Model
Evolution Not Revolution: The Social Intelligence Maturity Model
Todd Todd
 

Similar to Lead generation using social network (20)

Social media marketing
Social media  marketingSocial media  marketing
Social media marketing
 
Master the art of Social Selling to increase sales by fostering relationships...
Master the art of Social Selling to increase sales by fostering relationships...Master the art of Social Selling to increase sales by fostering relationships...
Master the art of Social Selling to increase sales by fostering relationships...
 
How to use social media for lead generation in B2B
How to use social media for lead generation in B2BHow to use social media for lead generation in B2B
How to use social media for lead generation in B2B
 
Mastering Digital Marketing
Mastering Digital Marketing Mastering Digital Marketing
Mastering Digital Marketing
 
Social media and you
Social media and youSocial media and you
Social media and you
 
Wsq promote products and services on social media robin
Wsq promote products and services on social media   robinWsq promote products and services on social media   robin
Wsq promote products and services on social media robin
 
Integrate Social Media Into your Sales Process Whitepaper
Integrate Social Media Into your Sales Process WhitepaperIntegrate Social Media Into your Sales Process Whitepaper
Integrate Social Media Into your Sales Process Whitepaper
 
WSQ Promote Products and Services on Social Media - robin
WSQ Promote Products and Services on Social Media - robinWSQ Promote Products and Services on Social Media - robin
WSQ Promote Products and Services on Social Media - robin
 
Accenture Social Media PoV - 55m conversations in 55 days
Accenture Social Media PoV - 55m conversations in 55 days Accenture Social Media PoV - 55m conversations in 55 days
Accenture Social Media PoV - 55m conversations in 55 days
 
Ten tips for Best practice of Lead Management from socail media
Ten tips for Best practice of   Lead Management  from  socail media Ten tips for Best practice of   Lead Management  from  socail media
Ten tips for Best practice of Lead Management from socail media
 
B2B Marketing: 5 Outstanding Ways to Leverage Social Media in a B2B Setting b...
B2B Marketing: 5 Outstanding Ways to Leverage Social Media in a B2B Setting b...B2B Marketing: 5 Outstanding Ways to Leverage Social Media in a B2B Setting b...
B2B Marketing: 5 Outstanding Ways to Leverage Social Media in a B2B Setting b...
 
club-forum-presentation - -social-media-marketing.pptx
club-forum-presentation - -social-media-marketing.pptxclub-forum-presentation - -social-media-marketing.pptx
club-forum-presentation - -social-media-marketing.pptx
 
Brands as Publishers.pdf
Brands as Publishers.pdfBrands as Publishers.pdf
Brands as Publishers.pdf
 
Brands as Publishers.
Brands as Publishers.Brands as Publishers.
Brands as Publishers.
 
15 Effective Social Media Strategies Should Be Following In 2023.pdf
15 Effective Social Media Strategies Should Be Following In 2023.pdf15 Effective Social Media Strategies Should Be Following In 2023.pdf
15 Effective Social Media Strategies Should Be Following In 2023.pdf
 
Social Audience Marketing
Social Audience MarketingSocial Audience Marketing
Social Audience Marketing
 
Unveiling the Power of Buying Social Media Gains: Strategies for Growth
Unveiling the Power of Buying Social Media Gains: Strategies for GrowthUnveiling the Power of Buying Social Media Gains: Strategies for Growth
Unveiling the Power of Buying Social Media Gains: Strategies for Growth
 
B2C Social Media
B2C Social MediaB2C Social Media
B2C Social Media
 
Social Media Solutions
Social  Media  SolutionsSocial  Media  Solutions
Social Media Solutions
 
Evolution Not Revolution: The Social Intelligence Maturity Model
Evolution Not Revolution: The Social Intelligence Maturity ModelEvolution Not Revolution: The Social Intelligence Maturity Model
Evolution Not Revolution: The Social Intelligence Maturity Model
 

Recently uploaded

Session 1 - Intro to Robotic Process Automation.pdf
Session 1 - Intro to Robotic Process Automation.pdfSession 1 - Intro to Robotic Process Automation.pdf
Session 1 - Intro to Robotic Process Automation.pdf
UiPathCommunity
 
Biomedical Knowledge Graphs for Data Scientists and Bioinformaticians
Biomedical Knowledge Graphs for Data Scientists and BioinformaticiansBiomedical Knowledge Graphs for Data Scientists and Bioinformaticians
Biomedical Knowledge Graphs for Data Scientists and Bioinformaticians
Neo4j
 
The Microsoft 365 Migration Tutorial For Beginner.pptx
The Microsoft 365 Migration Tutorial For Beginner.pptxThe Microsoft 365 Migration Tutorial For Beginner.pptx
The Microsoft 365 Migration Tutorial For Beginner.pptx
operationspcvita
 
GraphRAG for LifeSciences Hands-On with the Clinical Knowledge Graph
GraphRAG for LifeSciences Hands-On with the Clinical Knowledge GraphGraphRAG for LifeSciences Hands-On with the Clinical Knowledge Graph
GraphRAG for LifeSciences Hands-On with the Clinical Knowledge Graph
Neo4j
 
5th LF Energy Power Grid Model Meet-up Slides
5th LF Energy Power Grid Model Meet-up Slides5th LF Energy Power Grid Model Meet-up Slides
5th LF Energy Power Grid Model Meet-up Slides
DanBrown980551
 
Choosing The Best AWS Service For Your Website + API.pptx
Choosing The Best AWS Service For Your Website + API.pptxChoosing The Best AWS Service For Your Website + API.pptx
Choosing The Best AWS Service For Your Website + API.pptx
Brandon Minnick, MBA
 
High performance Serverless Java on AWS- GoTo Amsterdam 2024
High performance Serverless Java on AWS- GoTo Amsterdam 2024High performance Serverless Java on AWS- GoTo Amsterdam 2024
High performance Serverless Java on AWS- GoTo Amsterdam 2024
Vadym Kazulkin
 
"Frontline Battles with DDoS: Best practices and Lessons Learned", Igor Ivaniuk
"Frontline Battles with DDoS: Best practices and Lessons Learned",  Igor Ivaniuk"Frontline Battles with DDoS: Best practices and Lessons Learned",  Igor Ivaniuk
"Frontline Battles with DDoS: Best practices and Lessons Learned", Igor Ivaniuk
Fwdays
 
JavaLand 2024: Application Development Green Masterplan
JavaLand 2024: Application Development Green MasterplanJavaLand 2024: Application Development Green Masterplan
JavaLand 2024: Application Development Green Masterplan
Miro Wengner
 
Freshworks Rethinks NoSQL for Rapid Scaling & Cost-Efficiency
Freshworks Rethinks NoSQL for Rapid Scaling & Cost-EfficiencyFreshworks Rethinks NoSQL for Rapid Scaling & Cost-Efficiency
Freshworks Rethinks NoSQL for Rapid Scaling & Cost-Efficiency
ScyllaDB
 
PRODUCT LISTING OPTIMIZATION PRESENTATION.pptx
PRODUCT LISTING OPTIMIZATION PRESENTATION.pptxPRODUCT LISTING OPTIMIZATION PRESENTATION.pptx
PRODUCT LISTING OPTIMIZATION PRESENTATION.pptx
christinelarrosa
 
Northern Engraving | Nameplate Manufacturing Process - 2024
Northern Engraving | Nameplate Manufacturing Process - 2024Northern Engraving | Nameplate Manufacturing Process - 2024
Northern Engraving | Nameplate Manufacturing Process - 2024
Northern Engraving
 
Apps Break Data
Apps Break DataApps Break Data
Apps Break Data
Ivo Velitchkov
 
Christine's Supplier Sourcing Presentaion.pptx
Christine's Supplier Sourcing Presentaion.pptxChristine's Supplier Sourcing Presentaion.pptx
Christine's Supplier Sourcing Presentaion.pptx
christinelarrosa
 
“Temporal Event Neural Networks: A More Efficient Alternative to the Transfor...
“Temporal Event Neural Networks: A More Efficient Alternative to the Transfor...“Temporal Event Neural Networks: A More Efficient Alternative to the Transfor...
“Temporal Event Neural Networks: A More Efficient Alternative to the Transfor...
Edge AI and Vision Alliance
 
Columbus Data & Analytics Wednesdays - June 2024
Columbus Data & Analytics Wednesdays - June 2024Columbus Data & Analytics Wednesdays - June 2024
Columbus Data & Analytics Wednesdays - June 2024
Jason Packer
 
Overcoming the PLG Trap: Lessons from Canva's Head of Sales & Head of EMEA Da...
Overcoming the PLG Trap: Lessons from Canva's Head of Sales & Head of EMEA Da...Overcoming the PLG Trap: Lessons from Canva's Head of Sales & Head of EMEA Da...
Overcoming the PLG Trap: Lessons from Canva's Head of Sales & Head of EMEA Da...
saastr
 
AppSec PNW: Android and iOS Application Security with MobSF
AppSec PNW: Android and iOS Application Security with MobSFAppSec PNW: Android and iOS Application Security with MobSF
AppSec PNW: Android and iOS Application Security with MobSF
Ajin Abraham
 
What is an RPA CoE? Session 1 – CoE Vision
What is an RPA CoE?  Session 1 – CoE VisionWhat is an RPA CoE?  Session 1 – CoE Vision
What is an RPA CoE? Session 1 – CoE Vision
DianaGray10
 
Connector Corner: Seamlessly power UiPath Apps, GenAI with prebuilt connectors
Connector Corner: Seamlessly power UiPath Apps, GenAI with prebuilt connectorsConnector Corner: Seamlessly power UiPath Apps, GenAI with prebuilt connectors
Connector Corner: Seamlessly power UiPath Apps, GenAI with prebuilt connectors
DianaGray10
 

Recently uploaded (20)

Session 1 - Intro to Robotic Process Automation.pdf
Session 1 - Intro to Robotic Process Automation.pdfSession 1 - Intro to Robotic Process Automation.pdf
Session 1 - Intro to Robotic Process Automation.pdf
 
Biomedical Knowledge Graphs for Data Scientists and Bioinformaticians
Biomedical Knowledge Graphs for Data Scientists and BioinformaticiansBiomedical Knowledge Graphs for Data Scientists and Bioinformaticians
Biomedical Knowledge Graphs for Data Scientists and Bioinformaticians
 
The Microsoft 365 Migration Tutorial For Beginner.pptx
The Microsoft 365 Migration Tutorial For Beginner.pptxThe Microsoft 365 Migration Tutorial For Beginner.pptx
The Microsoft 365 Migration Tutorial For Beginner.pptx
 
GraphRAG for LifeSciences Hands-On with the Clinical Knowledge Graph
GraphRAG for LifeSciences Hands-On with the Clinical Knowledge GraphGraphRAG for LifeSciences Hands-On with the Clinical Knowledge Graph
GraphRAG for LifeSciences Hands-On with the Clinical Knowledge Graph
 
5th LF Energy Power Grid Model Meet-up Slides
5th LF Energy Power Grid Model Meet-up Slides5th LF Energy Power Grid Model Meet-up Slides
5th LF Energy Power Grid Model Meet-up Slides
 
Choosing The Best AWS Service For Your Website + API.pptx
Choosing The Best AWS Service For Your Website + API.pptxChoosing The Best AWS Service For Your Website + API.pptx
Choosing The Best AWS Service For Your Website + API.pptx
 
High performance Serverless Java on AWS- GoTo Amsterdam 2024
High performance Serverless Java on AWS- GoTo Amsterdam 2024High performance Serverless Java on AWS- GoTo Amsterdam 2024
High performance Serverless Java on AWS- GoTo Amsterdam 2024
 
"Frontline Battles with DDoS: Best practices and Lessons Learned", Igor Ivaniuk
"Frontline Battles with DDoS: Best practices and Lessons Learned",  Igor Ivaniuk"Frontline Battles with DDoS: Best practices and Lessons Learned",  Igor Ivaniuk
"Frontline Battles with DDoS: Best practices and Lessons Learned", Igor Ivaniuk
 
JavaLand 2024: Application Development Green Masterplan
JavaLand 2024: Application Development Green MasterplanJavaLand 2024: Application Development Green Masterplan
JavaLand 2024: Application Development Green Masterplan
 
Freshworks Rethinks NoSQL for Rapid Scaling & Cost-Efficiency
Freshworks Rethinks NoSQL for Rapid Scaling & Cost-EfficiencyFreshworks Rethinks NoSQL for Rapid Scaling & Cost-Efficiency
Freshworks Rethinks NoSQL for Rapid Scaling & Cost-Efficiency
 
PRODUCT LISTING OPTIMIZATION PRESENTATION.pptx
PRODUCT LISTING OPTIMIZATION PRESENTATION.pptxPRODUCT LISTING OPTIMIZATION PRESENTATION.pptx
PRODUCT LISTING OPTIMIZATION PRESENTATION.pptx
 
Northern Engraving | Nameplate Manufacturing Process - 2024
Northern Engraving | Nameplate Manufacturing Process - 2024Northern Engraving | Nameplate Manufacturing Process - 2024
Northern Engraving | Nameplate Manufacturing Process - 2024
 
Apps Break Data
Apps Break DataApps Break Data
Apps Break Data
 
Christine's Supplier Sourcing Presentaion.pptx
Christine's Supplier Sourcing Presentaion.pptxChristine's Supplier Sourcing Presentaion.pptx
Christine's Supplier Sourcing Presentaion.pptx
 
“Temporal Event Neural Networks: A More Efficient Alternative to the Transfor...
“Temporal Event Neural Networks: A More Efficient Alternative to the Transfor...“Temporal Event Neural Networks: A More Efficient Alternative to the Transfor...
“Temporal Event Neural Networks: A More Efficient Alternative to the Transfor...
 
Columbus Data & Analytics Wednesdays - June 2024
Columbus Data & Analytics Wednesdays - June 2024Columbus Data & Analytics Wednesdays - June 2024
Columbus Data & Analytics Wednesdays - June 2024
 
Overcoming the PLG Trap: Lessons from Canva's Head of Sales & Head of EMEA Da...
Overcoming the PLG Trap: Lessons from Canva's Head of Sales & Head of EMEA Da...Overcoming the PLG Trap: Lessons from Canva's Head of Sales & Head of EMEA Da...
Overcoming the PLG Trap: Lessons from Canva's Head of Sales & Head of EMEA Da...
 
AppSec PNW: Android and iOS Application Security with MobSF
AppSec PNW: Android and iOS Application Security with MobSFAppSec PNW: Android and iOS Application Security with MobSF
AppSec PNW: Android and iOS Application Security with MobSF
 
What is an RPA CoE? Session 1 – CoE Vision
What is an RPA CoE?  Session 1 – CoE VisionWhat is an RPA CoE?  Session 1 – CoE Vision
What is an RPA CoE? Session 1 – CoE Vision
 
Connector Corner: Seamlessly power UiPath Apps, GenAI with prebuilt connectors
Connector Corner: Seamlessly power UiPath Apps, GenAI with prebuilt connectorsConnector Corner: Seamlessly power UiPath Apps, GenAI with prebuilt connectors
Connector Corner: Seamlessly power UiPath Apps, GenAI with prebuilt connectors
 

Lead generation using social network

  • 1. Use Social Networks to Attract Traffic and Generate Leads WhitePaper Abstract Business marketing made tremendous developments in growing their customer database using social channels. This whitepaper will detail methods to increase B2B deals and coin strategies that will help secure and retain those leads. FOMAX TECHNOLOGIES PVT. LTD By Anusonia Jose
  • 2. Introduction Why create Leads?  To build a database for Email Marketing  To Discover New Business Clients  To Find Business Investors and Partners Today, intensive marketing efforts are implemented for improvising social media Return on Investment. Unlike the previous goals,revenue generation of social media strategies has been prioritized.A glance at those marketing procedures, in the B2B software space, companies like HubSpot, InfusionSoft and HootSuite yield huge traffic numbers within minutes, by providing valuable content, building leads and thereby converting their target audiences into socially networked contacts. In the B2C space, passion for brands like Apple,Coca-Cola and Skoda have been reignited by creative social media campaigns. Does your company invest in Social Networking? Create Lead links through your fans and followers? Monetize your social media campaigns? Evaluate the existing Lead Generation process in the company, Do social networks fitin the buying process? Will socially connected leads convert at the same traditional methods? Tactical approach is emphasized in these times to gain social media attention. Appropriate content etiquettes need to be applied, proper channels for data distribution, and accurately relevantmeasurement of social interaction is a definite requisite. Learn about the new social media tools that shorten lead time per sale. Both business-to-consumer (B2C) and business-to-business (B2B) brands have benefited from social networking.Seal corporate sales funnel with qualified leads by implementing the strategies detailed below: Nurture Leads by being prepared! 1) Embark on a Lead Generation Campaign-Methods 2) Social Networking Need of the Hour- Advantages 3) Influence Buying Decisions-Conversion 4) Perfect 15 B2B Social Strategies for lead Generation- Implementation 5) Social Media Engagement Platforms- Movement 6) Measure and Monitor B2B Leads - Tactics 7) Diversification, Improvisation and Augmentation of Social Networks- Relationships 1
  • 3. Embark on a Lead Generation Campaign- Methods Analyze the existing marketing channels that currently contribute leads towards the sales funnel, revisit thefollow-up process and then calculate time taken to close the sale.Social lead behavior, as per results observed in previous experiments;detail how the potential buyers transact earlier in the sales process; sometimes unaware about business competitors. Getting potential buyers’ attention early has tremendous value that can be appreciated only when expectations have been set for social lead performance. Based on several proven theories, a comparison between social media and traditional saleshas revealed three levels that extend business target audience potential conversion into converted prospects. The following diagram clearly details how the process of lead conversion has flattened due to touch points. 2
  • 4. Conversion Engagement Action Influence Opportunity Interest Attention Desire Interaction With the social networking transparency leads could directly reach one step ahead where they are already exposed and informed about the business products and services. They could develop Attention, Desire, Opportunities, Interest, or even Interact with the product/service through those social channels. After being expressive in the first stage they scale up to take an action, influence another, or directly engage with the business representation. At this point clearly, the benefits received are much more than the traditional sales methodology. Point of Conversion or Point of Sale is definitely more rewarding, as there have been chances for much feedback and involvement during the lead generation process. 3
  • 5. Social Networking Need of the Hour- Advantages  Branding & Increased Customer Awareness.  Contact or Engage with Prospects  Acquire Quality Traffic  Reach Lead Generation Targets  SurgeReturn over Investment or ROI  Instant Customer reviews and feedback  Cost Effective Advertising  Preempt customerspreferences  Socially Segmented Buzz  Used on Smartphone Platforms Traditionally, it was always considered that a certain connection lies between the size of a network and the effectiveness of that marketing campaign. However, for modern methods like social media, quality plays bigger role than quantity. 4
  • 6. Exhaustive List of Social Media Tools resourced by Sally falkow: • News Feeds (RSS9 • syndicate buttons • Blogs – platforms and plug-ins • Microblogging (Twitter) • Podcasts • Images – and image sharing networks • Video – and video sharing sites • Social Networks – Facebook, LinkedIn, Google Plus, niche networks • Social Media News Sites – Reddit, StumbleUpon, Digg • Social Media News Releases, with multimedia and social bookmarks • Search optimized articles, with feeds and commenting • Widgets and Apps • Social Media News Room – create a social media content hub on your website Social Media Coordinated with Effective Email Marketing will capture all truly engaged prospects. “It’s the approach whereby customers and prospects are communicated with on a regular basis, so that when they are ready to commit to a sale, you are their first point of contact. This can be extremely difficult if you were to try and establish this relationship through dialogue, but through the use of social media and email marketing, the connection is maintained, and effectively nurtured into a sale.” remarks GCL Direct. Influence Buying Decision Persistent Efforts are needed to ensure that the prospect, till point of sale is convinced about the business profile, product and after sales services.Facilitatinguser convenience at all levels will be one of the most important factors that help potential customers to actual make their first purchase. Content is one of the crucial deciding factors that drive decision-making process. Strategies like relevant and personalized ‘call to action’ phrase is another deciding factor. Strategicallydesigned content display will answer Frequently AskedQuestions (FAQ) while purchasing theproduct;solve hurdles in the sales process and provide more opportunities to capture all leads. Provide a tab that allows followers to convert within the social networking website and then observe the revenue generation projection periodically. 5
  • 7. Influence and connect with the potential buyers through the corporate blog. Today prospects are more informed before they make a decision. Ensureconversion pointsto turn every post into a landing page. A well connected network of content, business profile and product information could be the desired package by most consumers. Soft to Hard Lead Conversion Businesses have an opportunity to convert interested social media fans and followers into email subscribers. These are called soft leads at the moment as they do not have an interest in purchasing the product. They will be happy to provide their email address in exchange for highly valuable and relevant content and would love to recommend the business profile to third party. Nurture the Social Media Lead Don’t kill the sale by sending pamphlets, email campaigns related to the traditional mode of sale. There is dire need to adjust value proposition for the social media leads differently. A hard lead is that potential buyer who indicates by action that they are now interested in business offering. Here, they belong to the consideration phase, an opportunity to convert the lead into a buyer. Nurture the lead to develop trust with products and the company, continue to show thought leadership while they make their decision. Combine influencing strategies and relevant content while staying in touch with prospects so that it helps one identify when the lead makes the jump to product interest. Indication for product interest could be signing up for a product feature list, product demonstration, and webinar or downloading any other decision-making content for example the price list. 6
  • 8. Analyze the group of influential domains and dynamic forces on social networking websites;Stay connected with the thought leaders around the industry. Identify conversation drivers, influencers and commentators who look like an informed conversationalist. Perfect 14 B2B Social Strategies for lead Generation 1. Social Guidelines and Etiquettes Written content guidelines for social media contributions, that ensures engagement with prospects, frictionless and also helps the thinkers, influencers to thrive and lead product based discussions.Gebauer felt“An info graphic on Pinterest can link to an article. A guest post on a blog can link to a video on YouTube”. Staying top of every socially networked contact online and generating regular, recent and relevant content helps build both brand and customers. Don’t lose out because of content mix, not all users will attend webinar, browse case studies or watch videos.Appropriate mix of content like Product based webinar, interviews, discussions, press releases, and blogs for current clients and prospects are an excellent lead generating and referral source. 2. Push and Pull Approach It is imperative to keep others informed about the product or service initiatives that are mostly pushing out information to the social networks. At the same time, delicately balance pulling in participants as a key contributor to aid brand resourcefulness. Word of mouth references are difficult yet through social media, even this might take a minimum time and effort to effectively draw customers and thereby validate core business ideals and success stories. 3. Develop a Resource Agent Contribution is crucial, so always look for opportunities to motivate business marketers to discuss and participate in the online social dialog. Remain a resource for your product, business profile and stay aware always with the latest in the industry.Social channels will spread the resource messages only based on the merits. Influence and Negotiation is a skill, which needs a lot of effort in the social media. Blog comments, Digital chat sessions, utilize every opportunity to know the SME’s personally and professionally. Only skilled experts can shape a brand out of ideas, relationships, people, and commoditize that information as a valueproposition and thought leadership. 4. Promotion and Campaign Focus is critical when products or services need to be promoted through social media. It is to interoperate both the product promotion and lead nurturing campaign (scheduled series of targeted emails and flow steps takes the campaign participant on a journey to Marketing Qualified Lead) together by linking them and leveraging each with their strength to accomplish desired goals. Businesses cannot impose limits on participation, instead could look for possibilities and learn how to engage in a dialog that is free-form and fluid on the social networks. Campaigning again needs to be cost effective, timed, and incorporate every aspect of online ethics. 5. Build Relationships Maintain a relationship is more imperative to entrepreneursthan selling their products or services. It is critical to build relationships with your employees, followers… aah, even competitors. "Without strong relationships, it is impossible to have success as a business owner," says Michael Denisoff. Long-term customers and good vendor relationships must be mutually beneficial always, as these then will be most valuable when business 7
  • 9. faces crisis. Don’t wait to reach out to your vendors, business peers and clients. Create contact database where all information is neatly organized, stored with reminders for occasions. 6. Audience Segmentation In order to fully utilize the social networks, a proper database could be created based on the social profiles of the prospects generated. Identification and monetization of the target audience can happen at a faster pace, if the details are collected and each prospect is divided into a group, based on the demographics. 7. Control Content and Freebies Brand marketers want outstanding results for their campaigns and rely on data to drive their media- buying decisions. Social media content could include e-newsletters, blogs, white papers, article marketing, guides, industry and business case studies and online videos. Companies tend to stay updated about the current trends and write a lot after equally good amount of research. Such content investment yields heavy returns in terms of followers on social media. Once in a while promotion of such content related freebies is an excellent strategy. 8. Movement Marketing Loads of articles have been published on the web about this strategy. Monitor conversations about the business brand and competitors. After much research all that data could be used to create a buzz about how which all social channels will carry the same headline for a period of time. A research paper that draws inferences on industry and your product could be marketed from all the 8
  • 10. social platforms using relevant content modules. This will help the business reach the industry target audience at all levels of social marketing. 9. Regular News Headlines When you have a news tip, business success story, or a research document on a topic, offer the piece of work to a reporter. HARO is one good way to spread information and get high-quality, free publicity for your business. Keep your eyes open for other ways to distribute information about your business. You could even get product or business reviews published at Squidoo.com. 10. Optimize Social Activity All search engines tend to display these social updates for search queries or keywords. It is important that these social websites carry content optimized for search engine front page. Search engines are responsible for bringing the user to product pages thereby generating potential customers. 11. Brand Differentiation The World Wide Web is a cluster of websites; it is very difficult to choose from the list of products and services available. Business Networking helps distinguish products and services from that of the competitor. It creates a niche with a particular set of followers who have probably generated an interest for the product. Suggestions and Improvisations about the product made with the help of these clients, influencers etcetera gives the service credibility and the required positioning on the web. 12. Social Media Advertising Knowing the latest social media trends can help advertisers scrutinize best the game plans and budgets of advertising on the social network. To make the most of dollars and euros invested in social advertising, the deciding factors are; whom are they trying to reach, at what scale, and at what level of engagement?Engagement needs to have its own rules and regulations distinct from group to individual. Reports reveal a lot of these efforts have been to generate word of mouth buzz and communicate brand stories. 13. Establish Company Online Michelle deHaaff suggests that companies examine social media and online assets to see what they can leverage for full social media engagement. She opines seven key assets are needed: location, people, stories, images, video, audio and words to ensure effective engagement with the business entity. This will help build a lot more trust as a factor for the successful localized online existence. 14. Measure and Monitor Social Media has evolved to record easy data inferences; it even helps measure and monitor database. This 3W platform has now incorporated built-in intelligence and analytical capabilities. Sharp details and relevant content elicits a networked response and instant feedback from audience. The freedom to express both positive and negative messages with substantial facts and figures has made the social domain a very powerful platform. One needs to act on reinforcement techniques quickly before the negative comments produce viral effects. Some of analytical tools that can do a lot of the researching and reporting brunt of Social Media marketing collated by Sally Falkow: 9
  • 11. • Radian6 • Sysomos • Nielsen BuzzMetrics • Visible Technologies • Trackur • Attensity • Alterian SM2 • Scout Labs • Jive Software • eCairn Conversation A comparison of several tools – http://www.pr2020.com/files/PR_SM-Monitoring-Comparison.pdf Social Media Engagement Platforms Social Media stands two steps ahead of other lead generating processes, because of the convenience and customer engagement effectiveness that has been observed. Marketers today technicallyembed monitoring tool codes directly into a social app, which in turn connects to a landing page on that social website; whereby every lead generated falls directly into marketing automation software. Four major Social Engagement Platforms that are a must for all businesses networking are- Facebook, LinkedIn, YouTube, and Twitter 10
  • 12. 1. Facebook The best way to leverage Facebook is to build brand awareness and get your audience to subscribe or “like” your page as a way to promote your brand. Once you have identified fans from those that “liked” your page, you can use Facebook to promote your content. Several companies like Marketotoday have created software that could customize Facebook application and directly get leads in their automated marketing database. By matching demographic information like industry, company size, and job title helps identify hot prospects. An added benefit is that it helps provide content more appropriate for capturing them as leads. These could later even share thecampaign with their Facebook buddies. Twitter One of the most popular micro blogging website, Twitter connects through business networks by building a base of “followers”. These followers are united with the effective and useful “hash-tagging” and “re-tweeting”, Headline messages, pictures and videoscould be shared with the followers, to promote new updates, capabilities, practices, and testimonials. Build a business related ecosystem in line with social strategy and also communicate meaningfully in those 140 characters. Use Twitter scheduled updates, URL shortened, in order to communicate contemporary events or something that provides a future view. YouTube Second largest search engine, YouTube allowsvideo content that is indexed on other search engines, searchable within the website and also allows user subscriptions that details new or updated content. It is a great platform for product demonstrations, event promotion,panel discussions, and knowledge sharing such as education content, etc... Create an exclusive YouTube channel for business services as related content develops, so that audience could be informed and return for more. LinkedIn Launched on May 5, 2003, LinkedIn proved to be a powerful platform that serves as a diversified business model; with revenues coming from hiring solutions, marketing solutions and premium standpoints. Solicits and trace connections, profile views, syndicates content from other social networking websites and blogs, etc. and several other applications on LinkedIn have enhanced user experience online. One of the most reputed companies will have a professionallymanaged company page on LinkedIn, again linked to its market competitors or industry groups. According to Comscore; LinkedIn ranked as the 31st most-visited website worldwide. ComScore measured 9.4 billion page views in the first quarter of 2012. Measure Social Media Lead Generation Results 2. It is now possible to measure the marketing ROI of our social efforts.Social channels improvised and facilitated canalization, identification and relate a specific campaign to the leads generated that had later turned to revenue.Formerly, identify where leads generate in the sales process was to measure efforts.Without the proper understanding of long sales cycles and lead nurturing stages,it was a slow yet steady move to the current campaignsuccess measurement.The quickest and most cost-effective way wasto monitor social media conversions that apply Google analytics campaign tracking code to the links you shorten and post on social networks. Now there have been tools like Marketo, Hubspot, HootSuite etcetera which made marketing ROI measurement another convenient, easy to understand and implement strategy. Use these metrics to demonstrate success through the sales funnel: 11
  • 13. Cost per impression Cost per Cost per soft Lead Hard Lead Cost per engagement Cost Per Cost per Impression Social Network Cost per Sale Monitor B2B Leads Monitor the entire social web! More than just the social networking clients, the Engagement will take effect when there is word to word monitoring of the complete web in real time. Many platforms have now started making this job easy by capturing hundreds of millions of posts each day, including Facebook, blogs, news sites, discussion boards, video and image sharing sites. As a secondary step, traditional methods to monitor buzz could be UsingTwitter advanced search (or Twitter clients such as Hootsuite, TweetDeck or CoTweet) to monitor keywords around your business, including your brand names, trademarks, product types and competitors. Use Google Alerts to keep up with the latest news about your company and product techniques. And search mentions of product brand in blogs via Google Blog Search or Technorati. Ability to work collaboratively across all the social needs of networked customers can be possible only when there is full time team trained to digitally analyze the inbound and outbound conversations. Team will have to monitor and then be empowered to coordinate responses, share information, and stay connected. Each time launch searches within feeds, filter by keyword, and focus on relevant discussions on the social media websites. Discover conversations that are happening in a date range, or in real-time and respond accordingly. Maintain theconversation thread history, notes and also add identifying source tags to give context to the ongoing interactions.This collection of utilities, third party integrations and macros need to be designed to allow users to customize the Engagement techniques to meet specific social media monitoring and engagement needs.Social media monitoring has opened up limitless possibilities; personally think it’s time to join the conversation. 12
  • 14. Why monitoring? With an end goal in mind there will be a direction for social networking, monitoring will help realize, where corporate networking needs effort and what works on the web. Instant results always will keep the organization competent and reach desired benchmarks in real time. Diversification, Improvisation and Augmentation of Social Networks B2B sales are moreabout relationships built over time. A lot of products/ services/ brand might need to be diversified, improvised or even augmented on the Social Networks. Voluminous body of links and multimedia content make matters even more complicated.  Need a Social Media Team Handling thousands of queries, reading on the web commenting and then analyzing current trends is definitely not a single source effort. There is a dire need for a complete team on board. Social media information is bigger and faster than any other information channel launched before.  Engagement Advertising Social Media recommends Engagement Advertising as a current trend. Engagement Ads encourage members to interact with the ads without being diverted away from what they’re doing. They are encouraged to leave comments, share virtual gifts or become fans. The ads are designed to increase interaction, social spread and brand engagement.  Develop a Backup Plan A crisis management plan is quintessential. Don’t repeatNestle’s Facebook Page mistakes again, these will hit you harder than any other big brand. Backup plan for engagement in more routine situations is a compulsory exercise. All kinds of negative frill and raves about the product should be foreseen and prepared for. Some questions that should always be at the back of your mind- 13
  • 15. How do you turn this goodwill into collaboration into a mutually beneficial deal? How do you create Customer Grievance or Redressal program? How do you internalize and execute on product feedback? How do you deal with irate customers/ Bloggers? Constantly check all these scenarios and figure out could one activate the right resources within the organization.  Match your ROI Tools Ask vendors the tough questions like “For which websites does this social media marketing ROI tool track results?” Never lose sight of your objective-How do you monitor using their tools and engage in brand building over the social networks? What are some best practices you’ve developed? Having data available in real-time simply makes it worthwhile. The ability to set up and start tracking immediately, gives contentment in knowing that everything is working smoothly. And, if something does end up being wrong, no time will have been wasted in being seen as penalized for it or a golden chance to rectify the mistake through a comment or suggestion.  Business Leads in Real-Time Taking advantage of real-time analytics requires commitment and being able to analyze your data in real-time has the potential to add a lot of value to your business, whether you run a hugely popular website like The Hubspot or if it is a small business initiative. It really helps keep a lean organization. And, frankly, it’s why companies who work manually are no more sustained on Social networks. It’s possible to automate some of the work, but you usually need a human decision maker. This can be difficult to get correct but it can make your advantage even bigger once you succeed.Using social media to drive conversation with potential leads is a hefty process with a few steps that just need to be automated so that work is done well within time to ensure real time engagement with business entities. Conclusion The keyword in social media is “social”, and the World Wide Web has exponentially expanded the social factor at large for lead generation. People were social long before the advent of Internet and social media, then what has changed since then? Try implementing the offline skills as an example that worked over time and put them to use online. Meet people, communicate and build relationships over the web itself. Develop and foster complex relationships via Skype and other such online resources. As always, make sure that customers are aware of your product, understand its benefits, and have a way to purchase. Sound like the perfect conversationalist with consumers, and provide insightful resources and answer any questions that arise. Yeah, that’s pretty much it… for some of the traditional organizations. Ignorant of the sea of opportunities that lay before them, these business marketers will soon be exhausted once they go live online. About the Author - Anusonia Jose 14
  • 16. “With a goal to continually add tons of value to the all products and services that I promote.” Anusonia has studied Business Management in Marketing, Sales, and Advertising & holds a degree in English Literature from Delhi relocated to Mumbai and currently resides at Bangalore. She has previous experience in Online Marketing, Email marketing, and Web Content Writing. Useful Resources Watermark http://thersvprev.com/wp-content/uploads/2012/02/wp_Connection_1280x1024.jpg Content http://www.socialmediaexaminer.com/5-tips-for-moving-social-media-leads-into-the-sales-funnel/ http://mashable.com/2010/06/24/social-media-lead-generation/ http://infoanalytica.com/social_media_solutions.php http://mashable.com/2010/08/02/successful-social-media-monitoring/ http://www.marketingsherpa.com/article.php?ident=32179# http://www.socialmediaexaminer.com/26-ways-to-use-social-media-for-lead-generation/ http://www.business2community.com/social-media/how-to-measure-social-media-lead-generation-0184310 15