Lead Generation from Social Media by Brent Csutoras - SFIMA 2014
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Transcript of Lead Generation from Social Media by Brent Csutoras - SFIMA 2014
www.kairaymedia.com
The Social Media Bad Wrap
Social Media for Lead Generation Has Its Challenges– When compared to Search, users not always in buy mode. – We apply SEO expectations to Social Marketing– Lack of interest in understanding it or testing
Social Media Marketing is evolving– Better tracking options
• Google Social Analytics
– Improved insights from social sites • Twitter Analytics, Button Stats, Facebook Insights (Video Plays)
– Social has become a regular part of our lives
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Social Media Impact
Understanding how important Social Media is to your lead generation efforts
– 27% of time spent online is on social media sites across US, UK, and Australia ~ Experian
– Approximately 46% of online users count on social media when making a purchase decision ~ Nielsen
– 81% of US respondents indicated posts from their friends directly influenced their purchase decision ~ Forbes
– Buyers are 66% to 90% done with buying process before visiting vendor ~ Forrester
You have to be a part of the research process!
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Still Stuck on SEO?
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81% of US respondents indicated posts from their friends directly influenced their purchase decision ~ Forbes
– Graph Search– Bing’s Facebook Connect– Google+ Local
Understand Your AudienceWhat social communities are they using?
– Analytics– Social buttons analytics
What content is engaging them?– Analytics
• Bounce rate• Paths
– Check social accounts and competitors for engagement Survey your audienceReview competitors to determine what social site their audience is usingReview case studies in your niche or a similar niche for useful information
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Be a Resource!Content Strategy
– Become a resources to decision makers– Provide resources to the information gatherers– Answer the questions people have in your niche
• Support forums
Social Profiles– Consider a community approach– Be a resource
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Quick Recap• Social media is evolving as a great Lead Generation avenue• Social reliance and usage is continuing to grow• Social elements incorporated in Search
First Steps
• Understand Your Audience • Be a Resource
Get Out There and Be A Part of that Buyer Cycle!
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Blogger Outreach Isn’t Dead!
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Blogger Outreach (& Social Outreach)– Typically a Link Building exercise– Google not happy with it at all – Identify Strong Social Channels– Link back to Social Profiles and Social Content– Social Shares as Alternative to Blog Coverage– Social Community Leadership– Social Outreach!
Energems Loves Moms
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Energems Loves Moms
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Contests & User InvolvementContests & User Driven Campaigns
– Can be viral, be used to get more unique content and materials, and help you capture leads with more specific quantifiers• http://action.ford.com/page/s/mustang-50• http://www.ahh.com/
– Always consider multiple channels and your offline marketing campaigns– Think about the prize
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Ford’s World Record
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Coke’s AHH.com
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For Your Community OnlyLike-Gating
– Use your content or blogger outreach efforts to lead back to a like-gated page• Energems example (likes and lead data)
– American Top Team concept• Exclusive content
– Make sharing easy – Phrase it as exclusive to the community
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Facebook Ads:Custom Audience Targeting Available through Power Editor
– Gathered or Acquired email lists• Contests• Purchased
– Event Attendee Lists– LinkedIn Example– Google+ Emails
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Retargeting Ads• Social users are often not in buy mode, so retargeting ads reminds them
of you when they are in buy mode • Infographic retargeting to a different version with lead form
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Connect With Me…
Facebook.com/kairaymediaFacebook.com/brentcsutoras
+kairaymedia+brentcsutoras
@kairaymedia@brentcsutoras
www.kairaymedia.com
www.kairaymedia.com