Are you one of the 85% of people who believe lead generation tops their list of marketing strategies?
We believe that lead generation should top your list, and while websites are common tools for building your sales, social media can be a powerhouse for lead generation as well.
In this article, we look at lead generation with LinkedIn and Twitter and what you need to know to drive business and build quality sales leads.
First, let’s look at LinkedIn.
Lead Generation on LinkedIn
Building leads through LinkedIn requires a different approach than other social media platforms.
As most people are on LinkedIn for business purposes, you’ll find there’s some strategy involved so you build leads and aren’t considered spamming.
Here are some tips for generating leads on LinkedIn.
- Optimize your profile. To get the most out of your LinkedIn business page, completely fill out your profile, including web address and photos. Your business page should be professional and informational.
- Use LinkedIn Search. To get leads on LinkedIn, you have to connect with the right people. Do this by searching for leads that might be interested in your product.
- Create your own group. On LinkedIn, you want to become the trusted expert. One way to do this and build new leads is by creating a LinkedIn group. There’s more to this though, as you have to grow and maintain your group. Start adding content that pertains to your business, and make sure it offers value to your audience. You can then start looking for leads.
- Reach out to leads. Once you’ve added some content, start targeting LinkedIn users to build your group and generate leads. This step, along with creating content, takes the most time. Start reaching out to people and send messages requesting to connect and continue engaging with your audience. Build a rapport by publishing content that matters to them and that helps them solve their problems. Once you’re an established expert, you’ll have a better chance at generating leads and closing the sale.
- Upgrade to a premium account. To get the most benefit, you want to use LinkedIn’s Sales Navigator. With this, you’ll get lead recommendations as well as an advanced search function to help you find qualified leads. You’ll also find that LinkedIn’s InMail is of great benefit because it gives your sales team the ability to reach out to new prospects without worrying about being considered spam.
Connect with Website Visitors on LinkedIn
Finally, another lead generation strategy is to connect with your website visitors on LinkedIn.
Add this code to your website: <iframe src=”Your LinkedIn profile link” width=”1” height=”1” frameborder=”0”></iframe>
You now are able to see the people who visit your website in the “Who’s Viewed Your Profile Section” on LinkedIn.
Then, follow up with them by LinkedIn InMail. These are considered “warm” leads because they’ve already shown an interest in your business by visiting your website.
Lead Generation on Twitter
As with LinkedIn, you want to have a complete and professional-looking Twitter profile.
Make sure it represents your business and ties in with the look and feel of your other digital marketing like your website, email and social media.
One strategy for lead generation on Twitter is to use their Advanced Search feature. To use this, log into your Twitter page.
Once there, you can look for people in your targeted area who have tweeted out specific words, exact phrases and hashtags.
For example, if you’re a pool builder in Dallas, you can look for people interested in building a pool. In addition, you can look for references to your own business name.
Consider these options when you use the Twitter Search Engine for your lead generation:
- Look for statements and keywords made by people that include your businesses’ own keywords. If you sell pools, hot tubs and grills, search for words and phrases that include these. Then, you can reach out to these people on Twitter.
- Look for product inquiries through search. These would reference your keywords. At the bottom of the search, you can click the box that says “questions.” This gives you results for people asking questions about the products you sell.
- Monitor tweets from your competitors. If you find an unhappy customer, reach out to them to help solve their problem.
Here are a few additional ways to generate leads on Twitter:
- Monitor mentions of your business name.
- Respond to comments quickly.
- Answer questions posted by potential customers.
- Use hashtags to join existing conversations where it makes sense to build your presence.
- Host a Twitter Chat about a topic related to your industry.
- Reach out to Twitter influencers in your industry and ask questions and share content.
Generating leads on LinkedIn and Twitter takes time. Be patient as it can take several months to meet your goals.
Social media platforms such as LinkedIn and Twitter are lower cost ways to generate leads and grow your business.
A strategy is key to your success. To be successful generating leads on social media, establish yourself as an expert and work consistently to build your presence on LinkedIn and Twitter.
Engage your customers with a social media marketing strategy that drives growth. If you’d like help crafting posts that persuade and engage, we can help. We’ll provide customer-focused and engaging posts that encourage trust and a connection with your business.
We are here for you when it comes to your social media posting. We’ll study your brand, and create posts that work with your overall social media posting strategy. Learn more about our services and how we can create engaging content that your customers will enjoy and appreciate.
Image: Clark Street Mercantile