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. 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. ²
1 Forrester B2B Marketing Analyst Laura Ramos
2. Nielsen, December 2009
@ErinE Social Media for Lead Generation 2

3. Finding Leads with Social Media
Easy to:
1. Access free contact information & interests
2. Reach a target contact quickly & easily.
Success is marked by:
1. Penetrating the noise
2. Establishing a relationship
@ErinE Social Media for Lead Generation 3

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. Social Media Steps
Listen
Convert Engage
@ErinE Social Media for Lead Generation 5

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. 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. 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. “Anyone Know” and Twitter
@ErinE Social Media for Lead Generation 9

10. LinkedIn Answers & Quora
@ErinE Social Media for Lead Generation 10

11. LinkedIn Groups, Forums
@ErinE Social Media for Lead Generation 11

12. Industry Social Networks
@ErinE Social Media for Lead Generation 12

13. Quantifying Growth at Perficient
Page Views Referred to Perficient.com from Our Blogs
@ErinE Social Media for Lead Generation 13

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. Twitter Reach at Perficient
@ErinE Social Media for Lead Generation 15

16. Social Media Drives Traffic and Leads
@ErinE Social Media for Lead Generation 16

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. Targeting Key Influencers
@ErinE Social Media for Lead Generation 18

19. @ErinE Social Media for Lead Generation 19

20. Thank you!
Erin Moloney
EEMoloney@gmail.com
Twitter: ErinE
@ErinE Social Media for Lead Generation 20