B2B marketers claim that they generate leads from the following social networks:
39% of B2B marketers say they generated leads from Facebook
30% of B2B marketers say they generated leads from Twitter
44% of B2B marketers say they generated leads from Linkedin
Finding quality leads on social media is a reality. However, it is important that you select the platform that best lead generation services suits your industry. LinkedIn is the social network that generates the most B2B leads. It makes sense to start here as the platform is built for business owners and professionals who wish to connect with each other.
Setup a Quiz on Your Website
Setting up a quiz on your website will allow visitors to answer the questions you need to qualify them as a good lead. At the end of the quiz, you can supply them with a free resource (e-book or PDF), which will bring value to your quiz.
Talk Directly to Potential Leads
With B2B marketing, it’s never easy to connect directly to company owners or executives. You usually have to go through other channels (PAs, employees, and receptionists) before you can get to the boss. Try to get in touch with company owners directly through platforms such as LinkedIn.
LinkedIn is a business-centric platform, so if you do pitch something to an executive, it will be accepted. In some cases, other platforms such as Email, WhatsApp, or Facebook might work, but you run the risk of upsetting the person you contact. If you are going to use these platforms to communicate with potential leads, then its best you do your homework first by finding out more about the person you are contacting.
Once you have successfully reached out to an executive, you must ensure that you have a high-quality presentation, or sample ready.
Referrals are a powerful source of quality leads. If someone used your product and saw great results from it, they would recommend it to their colleagues and friends. In most cases, they won’t spread the word to people with little to no interest in your product, as it will be a waste of their time. Instead, they will ask someone who they think will have the finances and the need for your product, which matches the description of a quality lead.
However, customers won’t automatically hand you quality leads. You will have to request referrals from your customers. You can incentivize this process by offering a discount on the next purchase.
Airbnb issues a credit to the new user that is referred, as well as to the user that made the referral. They basically implemented a referral system that incentivizes customers who produce quality leads.
If you do get in touch with a company owner or executive, you could offer them your product for free in exchange for quality leads. High-level execs network with each other all the time. If you build a good relationship with one company owner, they could introduce you to other owners and executives that would be interested in your product.
Facebook is a Source for Quality Leads
Facebook offers many customization options for businesses on their pages and groups. However, most companies don’t make full use of these options and instead, they just post content related to their products.
Pay careful attention to the layout of your facebook page and treat it like a sales page or a landing page to your website. Constantly update the page with engaging content and make sure that there is a clear Call-To-Action for leads.
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