Lead Generation-How to Generate Leads from Your Social Network
We are all buzzing about social media
and social networks. Is it just a waste of time, or can it produce a reasonable
ROI? Stop talking and do the math. Does your social network generate leads that
profit into business? It should. It might even become a personal asset.
Is Your Social Network Important?
It is becoming evident that social
networks are essential. Chris Brogan talks about the vital importance of
your network and even ventures to state that companies (employers)
will value your person networks. And, because there is real dollar value in a
network Jeremiah Owyang cautions us that social media has risk and reward.
Still, need to be convinced it is
important?
Also Read: Lead Conversion in Salesforce – Leads, Contacts, Accounts, and salesforce opportunity | Opportunity in salesforce
Why Build a Social Network?
Chances are you have already had some
foundation of a social network. However, building a social network that adds
value to your community and produces a business opportunity for you should
incorporate some strategic thinking.
A value-based social network should accomplish
three primary objectives:
- Increase
the efficiency and frequency of your communication
- Facilitate
you consistently adding value to your network
- Generate
and/or spot a business opportunity
Unfortunately, social networks often
degenerate into ego arms races. Creating or growing your network in this
fashion creates an overwhelming and useless mess. This approach creates a high
noise to signal ratio, which destroys any hope of value.
What Services Do I Use?
New social networks and supporting
applications pop up daily. Getting distracted by every venue for your network
can be paralyzing. Organizing these solutions into categories, based on your
objectives, quickly sorts them.
- Contact database: Gmail,
Yahoo, Outlook, Mac Address Book
- Reputation and identity: LinkedIN,
Plaxo, Personal Blog
- News and opportunity: FriendFeed,
Twitter
- Communication and nurturing: Twitter,
FriendFeed, Personal Blog
- Metrics: TweetBurner, Bit.ly
Also Read: Customer acquisition strategy for startups | CRM acquisition tool to acquire new customers
These services allow the simple
importing and connecting, to contacts in any of the primary address book
applications. I highly recommend you begin organizing your network there,
import, and then continue to sync back to that as a master contact database.
How to do B2B lead nurturing campaign on a Social Network?
Getting your network to generate leads
and business opportunities are perfectly correlated to your lead nurturing
strategy. Or, as Tim Sanders says, refresh your network for better performance.
Nurturing a social network is
significantly different than nurturing a sales prospect database. You are not
creating a drip-email campaign. This type of activity will quickly erode your
network. Lead nurturing, and network building in social media should be focused
on listening, discussing, and adding value in that order.
Listening teaches you what people are
interested in learning about what they find valuable and messages that call
them to action.
Discussion allows you to build
relationships and grow your audience. Again, you should be learning here too.
Adding value, this is what produces
business opportunity leads. Directing people to and providing valuable,
problem-solving information drives them to you. This approach drives them to
you in solving these problems and attracts others with similar issues.
How do you maximize the value you get
back from your time spent on social media and social networking? What are the
tools you use? Do share your views in the comments.
14 Comments
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ReplyDeleteTragically, informal organizations regularly deteriorate into personality arms races. Making or developing your system in this style makes a mind-boggling and pointless wreckage. This methodology makes a high commotion to flag proportion, which decimates any expectation of significant worth.
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