You have your Facebook page open, you have a nicely designed profile picture encouraging people to ‘like’ your page, and you fortunately have people following your status updates. According to your friends, your business acquaintances, and your articles you have read online, your business should be skyrocketing on the social media spaceship! Today we will shine some Northern Lights on you by providing facts as to why people and customers are not gravitating to your business (just yet).
First off, if you had sat down with a skilled and knowledgeable Little Jack team member you wouldn’t be wondering how to use Facebook to get leads or let alone reading this article. We would have shaken the misconceptions of social media, Facebook, and lead generation from your head so quickly that most clients like to pat us on the back. But that is neither here nor there and you ARE reading this article.
Fact # 1 Social media is not new or magical
Before the Internet existed social media existed. It even had a name – customer service. It was what set competing products, brands and services apart providing a competitive advantage for one company over another.
As times and technologies change, a major effect is how we as people communicate with one another. Social media exposes conversations at an astronomical rate with its capabilities to share, comment, and tag amongst a community of millions. If businesses are not on the right communication channels at the right times major opportunity is being missed to respond to questions, gain insight, interact with a market, address issues and even gain leads.
Fact # 2 Lead generation requires a strategy
The game plan for most business owners is to generate leads which ideally will lead to more revenue. Step one is to define what a lead is. Is a lead someone who signs up for your newsletter? If you answered ‘yes’ then define how qualified of a lead that person is. Businesses with a lead management system may label that person as a ‘name’ that requires nurturing before being considered a lead.
Once you have defined your categories for your lead management process, step two is to create and automate the process. Our friends at Marketo have built a whole system around automating the lead nurturing process. The process should define the what, when and how of the information sent and received to your names and leads. A person who signs up for your newsletter will be at a significantly different position of the decision making process than the position of a person who requested a quote from you. Therefore those people would be in different categories of your lead management process and receive different information at different times and frequencies through different channels of communication.
The third and final step is to give people a reason to give you their information. Rewards, incentives, exclusives and just asking are all good ways to start to collect contact information. The reasons you give people to submit their information to you could also be an indicator of their position in the decision making process.
Fact # 3 It’s your fault you are not generating leads
Everything we have said so far begins before you build your Facebook page or open a Twitter account. World class customer service, good communication processes, and a consistent contact management system (personally we like a combination of CapsuleCRMand MailChimp) drive your communication efforts and channels whether it be on the phone, email or social media.
Take a step back from your business and address how you communicate and how you capture new information. Apply these same techniques to your social media efforts either in practice or through available technologies such as those from NorthSocial. We believe in your ability to generate new leads and we are always here to answer questions.
Have a great weekend!
 
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