empty street | social media for lead generation

How I’m Using Social Media for Lead Generation

When the pandemic hit last spring, did your sales funnel shrivel up? If a lot of your lead generation happened in person at events, the answer is probably yes. Because in person gatherings will become scarce during the colder winter months (not to mention the recent surge in new infections), it’s time to try something new: using social media for lead generation.


I promise you this isn’t hard. It just takes organization.


How I’m using social media for lead generation


Despite the enduring myth that social media is great for sales, it’s not. (Well, unless you’re a celebrity.)


It’s about meeting people, saying hi and getting to know each other. That’s why it’s an ideal platform for lead generation.


I also love using social media for lead generation, because I find in-person events exhausting. Most people think I’m an extrovert. I’m not. Being “on” for longer than an hour or two drains me.


Anyway, here’s a look at how I’m using social media right now:


Create a list of ideal clients


Because there are billions of people and brands on social media, you need to be focused. Start with a list of ideal clients. It could be individuals, small brands, large companies – doesn’t matter. All you need is a starting point.


As you come across new people and companies, add them to your list.


Figure out who you’re already connected to


Now that you have your list, go through your social media connections. Are you connected to anyone who works at a company on your list? Are you one-degree separated from an individual you’d love to work with?


You might be surprised at what you find! The last time I checked my LinkedIn connections, I couldn’t believe how many people I knew at huge brands (Google, Facebook and Amazon).


Definitely make a plan to reach out to all direct connections (more on what to say below).


Follow your ideal clients on social


For all of those ideal clients that you are not connected to, follow them on social media. You don’t have to follow every channel – just the one or two you use the most.


While you’re at it, you might as well subscribe to their email newsletters, too. I’ll explain why in a sec.


Get on their radar!


This is where the fun begins. Schedule time a few days a week to engage with your ideal clients on social. Hitting “like” is fine but commenting on and sharing their posts will get you on their radar faster.


If you want to take it to the next level, tag them in your own posts – but only when appropriate. Go overboard, and you’ll look like a stalker.


You also want to open their emails and at least skim them. Why? Well, if they’re smart, they pay attention to who opens their emails the most. Another painless way to get on their radar.


And … reach out


Remember, we want to avoid sex with strangers marketing at all costs. After a few weeks or months of engaging with their social media content, reach out.


But don’t pitch them or all of that hard work will be for naught.


Instead, be of service to them. Bring up something they’ve talked or written about and offer a new idea that might help them. See where the conversation goes!


Get started on using social media for lead generation now, and your sales funnel should be in great shape as the new year rolls around. Good luck!


Photo by Wes Hicks on Unsplash

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