Social media has long since evolved from an outlet to share family vacation photos and status updates. These days, businesses of all sizes and industries know about the clear brand-boosting benefits of social media platforms. But what hasn’t been as obvious is how to generate leads from social media engagement.
Nearly 80% of all internet users engage on Facebook. Of those users, 56% actively use more than one social media website. And astoundingly, one out of every five minutes spent on mobile happens within Facebook.
Which means if you aren’t using social media to generate leads, you’re missing out on one of the most cost-effective, efficient, and quality lead generation tactics in existence.
When strategized correctly, Facebook, Twitter, LinkedIn, and even Instagram offer ways to fill your funnel from the top down. Check out these 8 tactics you can start using today to generate leads for your sales team:
8 Tips to Generate Leads on Social Media
Make your Facebook page an extension of your website
Stop thinking of your social media pages as vehicles for likes and shares. Instead, start thinking of how to make your profiles as valuable as your website.
Establishing your goal to generate leads will help determine the type of content you post, your ad campaigns, and the unique tabs on your page.
Just like your website, make sure you include a call-to-action to convert visitors to leads, such as a signup form or link to your website.
Give away something valuable in exchange for something valuable
Also known as “gated content,” some users will gladly give up their contact info in exchange for a free valuable e-book or report. You can share your content in a post or paid advertisement along with a Download Now button or similar call-to-action. Then, when a user clicks your link, they’ll be prompted to enter their details before gaining access to your content.
These leads can prove essentially valuable in that only the people who have a real interest in your content will want to download it. Which means you have a better chance of connecting with a quality lead rather than a “free stuff collector”.
Run a contest
Before you claim contests don’t help generate leads, hear us out:
You’ve seen contests that are giving away free vacations, iPhones, TVs, and the like, which can help strengthen brand recognition and reputation. But if you want to generate leads with a contest, you’ll need to:
- Pick a prize that’s only valuable to the people most likely to become your customers; and
- Build enough value within your contest to warrant participation.
Consider offering a free upgraded trial of your services, along with other valuable add-ins like free consultations, samples, or demos. This way, you’re more likely to get entries from people who are genuinely interested in what you offer.
To enter the contest, direct each entrant to your landing page to capture lead information. You can award additional entries for likes, shares, follows, and retweets, but keep in mind these actions do nothing to help you generate leads.
Hold a referral campaign
An astounding 92% of people trust referrals from friends or family. In addition, around 65% of new business comes directly from referrals. Which means if you aren’t asking your customers to help generate leads, you’re leaving good money on the table, and lots of it.
Use social media to share referral incentives to your current customers. You can monetize the offer for both parties, or offer to give a product or services discount. Either way, it needs to add enough value to encourage participation while remaining profitable for you.
Take it a step further and open your referral campaign to everyone, not just active customers. Anyone who sends you business can get rewarded, plus you can potentially get two leads out of the deal this way.
Offer time-sensitive discount codes
Retailers especially have become adept at using discount codes to boost short-term sales. But the power of the discount code can easily be leveraged for other industries.
From flash sales on seminars or webinars to a free or reduced month of services, limited time discount codes can spur quick action while delivering you quality leads.
For better engagement tracking, use different discount codes for each platform to see where most of your campaign results come from.
Include a custom lead form on Facebook
Your Facebook business page offers a variety of informational tabs, but customizing these tabs remains underutilized. This might stem from the fact that most businesses feel they need a developer to leverage this feature properly. But that isn’t always the case.
Some Facebook apps can help you custom build a signup form, contest entry form, or other function to generate leads. And you don’t have to be a developer guru to use them.
Promote your webinars
If you already use webinars to generate leads, there’s no excuse not to share your upcoming events on social media.
Spend a few bucks to boost your post and fill your prospects’ feeds with the details on your webinars. Incorporate a signup form or a link to your landing page to encourage enrollment. From there, you can create a trickle-down lead nurturing campaign, including emails and phone call follow-ups until you close the deal.
If you aren’t marketing through webinars, you might want to consider it. Webinars, when promoted and hosted correctly, can provide you an onslaught of new, quality leads that have a vested interest in what you’re teaching.
Consider including a free gift with signup, such as an e-book or other valuable piece of content. Just like with contests, you want to provide value to people who will most likely benefit from what you have to say.
Leverage Twitter lead generation cards
Twitter lead generation cards provide a clear-cut way to fill your funnel with leads. And they’ve made the process super simple.
The lead generation cards appear as a Promoted Tweet. Users click on the card and see their name, email address and Twitter handle pre-populated on the signup form. One more click and it’s done.
You can track your lead generation directly through Twitter to see the effectiveness of your campaign.
What are you already doing to generate leads on social media? Log in and leave us a comment below.
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