Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
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Transcript of Become a B2B Marketing Superstar with Social Media Lead Generation by Jeffrey L. Cohen
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