How to Make Lead Generation using Social Media

This will allow you to track why and how people are generating interest in you and your product and how you will track them through your sales funnel. Its really simple – it will tell you why your potential customers came to your site, what they were looking for, how they act on your site. And who you actually did make a sale too.

Make a plan

So put first thing first. Make a plan. Go and write down on a piece of paper the process you want people to do. If you are selling a high complex expensive product, you can’t just make a Google Adwords ad and lead them to your basket right? They will proberly wanna know something about the offer, something about you, why they should buy from you and not your competitor. So make a written plan and review it on a regular basis.

In a lot of companies there is a sales department and a marketing department. So after marketing has done its job and made some leads they are loosing track of the potential customer. So its important that the sales department and the marketing department sit down and discuss what a good lead is. Which criteria should be fulfilled before a sales lead is passed on to the sales department. And its important that the marketing department get a feedback from sale. Which of the sales lead did make a buy and which of the sales lead didn’t make it. So marketing and deliver better and better leads along the way.

Online and offline

Online and offline are not so different. So if you are attending a trade show and get a lot of potential sales lead. You also want the sale department to start with the most important ones right? Let say you have got 200 sales lead in a trade show. And you only have 2 sales people. So also here you will need some criteria.

If you are gathering leads from internet – your website. You also want know how you got people to your site. And from which source. Lets say you are using Twitter, LinkedIn, Facebook and sending emails to a email club. Then you wanna know you might send 12 hours a week on Twitter and only 30 min on LinkedIn but you discover that 99 percent of the sale comes from LinkedIn. So be sure to check what is working and what is not working for your company. If its not working don’t just leave the social network. Do some tests. If your Facebook is not working for you, maybe change your strategy, use another landingpage, user other sales arguments and so on.

Qualifiable leads is the new black

Remember its not always important to measure how many leads you will get from your social media, but your should rather me measure how many are leads are qualifiable.

In the next couple of weeks I will do more posts about how companies should use social media so come back and check it out.