Social media has the potential to generate B2B leads for your business while being cost effective.
Your B2B prospects are already sharing information online. It’s time to make that content yours.
Here’s 4 tips to generate B2B leads with social media.
4 Tips to Generate B2B Leads with Social Media
- Identify What Channels Your Personas Are Using
It’s not important to have a presence on every social media channel. But, it is important to use the same social media channels as your personas.
This first step is about knowing your buyer personas. Not sure which social media channels your personas are using? Check out the social media demographic research done by Pew Research Center.
You won’t be able to generate leads using social media if you’re not using the same channels as your personas.
- Be Consistent
Consistency is key to social media posting. And obviously, the more you post the more likely you are to generate leads.
At protocol 80, Inc., we like to use the 10-4-1 rule for social media posting. For every 15 posts that are created, 10 posts are from third-party resources, four are from your own blog or content, and one is a call-to-action or an offer that leads your persona to a landing page.
The 10-4-1 rule creates a balance between your own content and other industry specific content that your personas find relevant.
- Use Action Words in Your Messaging
The language you use in your social media posts can make your break what you’re trying to accomplish.
Your prospects need to click on your social posts before they convert.
Action words and curiosity will entice your personas to click on your posts.
For example, would you rather click on
- “Do you have a sales problem? B2B content marketing might be the solution for. Click here for more information.”
- “How CEOs can use B2B content marketing to fix sales problems”
Let me take a guess here, but I think you decided to click on the first one.
In the first post, the prospect is specifically being asked if they have a sales problem and are enticed to click to find out the solution. In the second post, the prospect isn’t enticed to do anything (except may be scroll past the post in their newsfeed).
- Produce Engagement With Your Content on Social Media
Social media cannot generate leads on its own. It needs content. Your content is the backbone of your social sharing. If your content is interesting and can solve the problems your personas have, the more likely you are to generate a new lead.
There is no right or wrong way to do social media generation. But, if you need more lead generation tips, download our 30 Greatest Lead Generation Tips.