Social media has created a whole new way of looking at lead generation. Many companies are building their following, (So-called following) by bumping their numbers up on Twitter, Facebook and Linkedin. You see them with all kinds of events to help drive more likes and retweets.
Let me ask you something along these same lines.
What if you went to a networking event in your local city and you came back and said, “I handed my business card out to 100 people” or better yet, you said, “I shook hands with everyone at the event”
At a networking event, aren’t you supposed to try and find out who is attending first. If this information isn’t available, don’t you try and scan the crowd and look for current clients or read the names of people and their respective companies and decide where you want to spend your time.
The key is spending your time… (Conversations)
The same is true on social media sites. I use my blog, professional or company to start the conversation each day. If someone is interested, I check out their profile and try to determine if this person warrants more attention. Also, I look for that person’s name with respect to paperwork submitted for a new account or on call logs from representatives. Remember if someone is interested in you or your services, they will want to learn more about you by visiting your website, or contacting your company by phone or email.
These are conversations!!
Not all contacts on social media will turn into conversations off-line, but this is my goal. At my company, we average 5 – 10 new accounts each day. These accounts are B2B and B2C clients. Overall, we are seeing more increase in B2B clients. This is a good sign that our leads on social media are truly turning into conversations.
Engaging on social media is important, but to me it it is just really being a good steward for yourself and company. When you start making conversations, by bringing the conversation offline is when you really start to see the benefit of social media being a lead-generation tool for conversations.
My point here is to not get caught up in trying to engage and get likes and retweets online. Use this process as a starting dialogue to develop conversations. Converting likes and retweets to conversations is really the key!