social media lead

In 2012, when marketing research company Marketing Sherpa released its study of just how important social media is to marketing, 72% of marketers reported they had already recognized its value and were employing it to generate leads. The growing popularity of social media and heightened acknowledgment of its marketing power have raised the bar even higher so that today’s marketers need to employ every tactic available to maximize their success.

Value Proposition

As before, value proposition is still critical to success in lead generation. The key is in learning and understanding the brand’s customers. Having this information and data empowers marketers to fine tune and tailor their messaging. 

Marketers should conduct a search for the company brand, as well as those of their competitors to uncover valuable information. In addition, close attention must be paid not just to good comments, but also to complaints and suggestions. The latter can sometimes lead to product improvements that will raise the brand’s popularity and appeal.

Track Influencers 

Marketers should keep close tabs on product and/or industry influencers. What they and some of their followers say can be valuable in making changes to marketing direction, and even product additions or alterations.

Hang Out  

Much like listening in by accident to an interesting conversation at the store or the airport, hanging out on the most popular social platforms the company’s customers frequent can be invaluable, if only to overhear what they’re saying. This might unveil unexpected candid comments, but could also stimulate new ideas for blogs, webinars, etc.

Converse Online  

When appropriate, marketers should engage in online conversations. Over time, this can build trust and confidence, and can encourage new prospects to check out the company or brand.

Don’t Go at It Alone  

Professionals should strive to utilize everyone on the marketing team to take on these different tasks and then share the results in meetings. Doing this not only empowers each member of the team, but also gives them a deeper understanding and appreciation of how they and each piece fits together.

Share  

Marketers could encourage customers to share photos and comments about the brand. Coming up with a contest and generating publicity before and after can also trigger interest and boost enthusiasm.

Keep Content Flowing  

Consistently using content in social media that attracts interest and engagement is ideal. White papers, infographics, and case studies can produce leads and generate calls to action.

Engage and Convert  

Marketers should encourage open communication and respond to all queries and comments, both good and bad. The cost to acquire new customers is a lot higher than retaining existing ones, and this should work as their mantra.

Lead Nurturing  

Not only is social media a valuable tool in generating leads, but it’s also important in fostering and building that relationship. When possible, conversations can be laced with topics important to the brand or company. Including the company call center can effectively encourage customers to share feedback and input.

Monitor  

As in all marketing strategies, organization is key. Marketers must use action steps with assignments, as well as timelines and goals, and share the results with everyone involved.

Engaging everyone and listening to their comments and ideas guarantees success. Equally important are open-mindedness to change, which may even include dropping certain action items if they aren’t working.

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Ronn Torossian is the founder and CEO of 5W Public Relations, one of the largest independently-owned PR firms in the United States. With over 20 years of experience crafting and executing powerful narratives, Torossian is one of America's most prolific and well-respected Public Relations professionals. Since founding 5WPR in 2003, he has led the company's growth, overseeing more than 175 professionals in the company's headquarters in midtown Manhattan. With clients spanning corporate, technology, consumer and crisis, in addition to digital marketing and public affairs capabilities, 5WPR is regularly recognized as an industry leader and has been named "PR Agency of the Year" by the American Business Awards on multiple occasions. Throughout his career, Torossian has worked with some of the world's most visible companies, brands and organizations. His strategic, resourceful approach has been recognized with numerous awards including being named the Stevie American Business Awards 2020 Entrepreneur of the Year, the American Business Awards PR Executive of the Year, twice over, an Ernst & Young Entrepreneur of the Year semi-finalist, Metropolitan Magazine's Most Influential New Yorker, and a 2020 Top Crisis Communications Professional by Business Insider. Torossian is known as one of the country's foremost experts on crisis communications, and is called on to counsel blue chip companies, top business executives and entrepreneurs both in the United States and worldwide. Torossian has lectured on crisis PR at Harvard Business School, appears regularly on CNN & CNBC, was named to PR Week's "40 under Forty" list, is a contributing columnist for Forbes and the New York Observer, and his book, "For Immediate Release: Shape Minds, Build Brands, and Deliver Results With Game-Changing Public Relations" is an industry best-seller. A NYC native, Torossian lives in Manhattan with his children. He is a member of Young Presidents Organization (YPO), and active in numerous charities.