4 Ways to Use Social Media to Generate Leads
By Brian Honigman
Published July 25, 2013
Are you unsure about where and how to focus your efforts to meet your lead generation goals?
If you’re starting a lead generation campaign, Facebook, Twitter, LinkedIn and Google+ are all excellent places to begin, but knowing how to pull leads from the conversations that happen on these platforms takes some knowledge and practice.
In this article, I’ll share 4 ways you can use social media to generate inbound marketing leads for your business.
#1: Twitter Chats
Twitter chats are frequently scheduled discussions hosted by a Twitter account. Each chat uses a particular hashtag so that other Twitter users can follow the conversation even though topics change with each discussion.
Because of the focused audience communities that participate in Twitter chats, they are a great place to generate leads for your business.
The #SmallBizChat is an example of a Twitter chat that successfully engages its community every week.
How do you start? You can participate in Twitter chats in two ways: Join existing Twitter chats that are related to your industry or create and host your own Twitter chat. Whichever route you choose, join in on relevant chats that potential customers would be participating in to make sure you gain visibility with the right people.
You can find industry- and subject-specific chats that relate to your business in this extensive library of existing Twitter chats.
#Likeablechat is a weekly chat that offers social media tips and an opportunity to network with other marketers.
When participating in a Twitter chat, it’s important to be a good participant. This will help you to attract the leads you want for your business.
Use the hashtag set by the host. Ask and answer questions with contributions that are insightful and illustrate your understanding of the industry and your business offerings. Stay on topic and remember—this is not the forum for pitching your services.
Twitter chats are a place to establish thought leadership and credibility.
Here’s how to get the leads you’re looking for.
Once you’re taking part in a chat, research other participants who have tweeted you as part of the discussion or have participated in the chat overall.
Friendly conversation with other chat members can help strengthen your ties and build long-lasting relationships on Twitter.
Follow individuals who could be potential customers down the line and keep tabs on any of their conversations that relate to your services.
Tweet with these connections outside of the chat and, when the time is right,direct message them to share additional links to content or marketing materials you have that will further establish your expertise and what your business could offer them.
Be sensitive and strategic in your pitch. Don’t oversell, spam, over-tweet or be vague with these relationships.
Wait for the right time in conversation to message someone about your business offerings. When you focus on building the right relationships through your Twitter chats, you’re sure to gather leads.