Mastering

Social Media Lead Generation

I’m Jeff Cohen.

@JeffreyLCohen

amzn.to/b2bsm2

I wrote The B2B Social Media Book.

#B2BSM

We’ve got a a Problem.

73% of CEOs

don’t believe marketers

drive revenue. 91!FOURNAISE MARKETING GROUP: BIT.LY/PENSCQ

Leads fix the problem.

Leads are a PROXY for Sales.

@JeffreyLCohen

Your goal shouldn't be to buy leads. Your goal should be to buy customers.

“

” #B2BSM

1List Track Mailer

Traditional Lead Gen Campaign

ROI

1Tweet Form

Landing Page

How Social Media Leads Happen

Lead

Like Blog Post

+1

Product Page

Blog Post

3 Keys for Social Media Lead Generation Success

3

Build a Network of Strong Ties

2 Influence Connections For Content Sharing

Master Social Conversion

1

3

Build a Network of Strong Ties

2 Influence Connections For Content Sharing

Master Social Conversion

1

60% of the sales

cycle is over – before a buyer

talks to your salesperson. 91!

CORPORATE EXECUTIVE BOARD: BIT.LY/ZUB2I7

People to People

@JeffreyLCohen

“

” #B2BSM

Prospects don’t care about your products. They want solutions to their problems.

Build Strong Ties

Interaction, Affection and Time

Follow. Friend. Connect. With People.

The Lifespan of a Mayfly

1 – 24 Hours

The Lifespan of a Tweet

The Lifespan of a Tweet

18 min Source: Moz

THE

10-4-1

RULE

THE

10-4-1

RULE

Links to third-party articles

THE

10-4-1

RULE

Links to company blog posts

THE

10-4-1

RULE Link to a company landing page

Engagement = Affection

Be consistent.

@JeffreyLCohen

“

” #B2BSM

Publishing and sharing content online is the single biggest lever to increase lead generation.

3

Build a Network of Strong Ties

2 Influence Connections For Content Sharing

Master Social Conversion

1

Get people to share.

Closed Millions In Sales From Online Leads ROI – 2800%!

3

Build a Network of Strong Ties

2 Influence Connections For Content Sharing

Master Social Conversion

1

Social Conversion

Social Conversion =Social

Proof + Strong Ties

Social Proof

People want to feel safe.

@JeffreyLCohen

Create awesome content and reduce the friction around sharing it.

“

” #B2BSM

Banners, Contacts and Updates Provide Opportunities

3

Build a Network of Strong Ties

2 Influence Connections For Content Sharing

Master Social Conversion

1

Prove the CEO

Wrong

THANK YOU