Lead generation and lead capturing can be two of the most frustrating aspects of marketing. More and more companies are learning, however, that using social media can help increase your number of viable leads for little or no money.
The two most prominent social media trends are Facebook, which allows you to create a personal or a business page and recruit friends or fans to follow you, and Twitter, which allows people to sign up for and follow your “tweets.” (Tweets are updates no longer than 140 characters.)
Facebook is ideal for lead generation. All you have to do is create a business page and run an ad campaign targeted towards the demographics of your average customer. People who see the ad and are interested can visit your Facebook page and become a fan of your business.
Once someone becomes a fan on Facebook or elects to follow you on Twitter, he or she will receive all of the status updates you post to your account. Fans can also comment on or ask questions about the content you post.
When posting status updates, it’s a good idea to engage with your followers instead of bombarding them with a lot of hard-sell propaganda. Ask your customers questions, for instance if you sell insurance, you might ask, “What’s your biggest insurance worry about the upcoming storm season?” or “Do you carry life insurance? Why or why not?”
You can also use updates to announce new goods or services, promotional offers, and news about your company.
Monitor your followers’ responses to your questions and updates. This is an excellent opportunity for lead capturing. If someone expresses interest in what you are selling, immediately send them a private message asking if you can speak with them about their needs and offer a free quote, or if you can email them more information.
If a follower responds to something you post, even if he or she does not appear interested in buying your product or service, answer his or her comment in some way. A simple, “Hi, X. Thanks for reading and commenting. I’m glad you’re pleased with your current insurances services,” will distinguish your company as one that is friendly and approachable. If “X” ever becomes unhappy with his or her current services, a friendly response now may very well mean that you are the first company “X” will look to later.
This article covers just a few simple ways you can use social media to generate and capture leads and to make your company seem more friendly and approachable. Social networking is a valuable marketing tool. It makes good sense to use it.