Social Media Marketing for Lead Generation
It’s guest post day here at Duct Tape Marketing and today’s guest post is from Michael Bird– Enjoy!
Let’s say you’ve devised the perfect marketing strategy for your small business, a photograph business. It involves placing ads in papers and passing out business cards. The business comes in, and for a while things are good. After a few more months, however, it seems that the leads have dried up. You’ve had nothing but success at the events you’ve done thus far, but fewer people are responding. So what do you do? Make a new plan, Stan, and it should probably involve social media. Look, I’m not saying your marketing strategy doesn’t have potential, but if you’re not using social media to generate leads, you’re missing out on an opportunity to reach a huge market. Not convinced? Lend me your ear…
Tides Have Changed
Now more than ever, there has been a dramatic shift on social media from being purely a community to being a viable market. Here your customers sit, just waiting for you to reach them and tell them why they need you at their next bar mitzvah. Small businesses are using social media to create a brand for themselves, making them almost instantly recognisable. Through posts, tweets, pictures and videos, they’re encouraging conversations about their products and services. Social media also makes your company appear more personable. Your customers will feel like they can approach you, ask you questions and potentially pass your name on to their friends.
Content Leads to Leads
In recent years, social media has come away from the community builder aspect and become more of a lead generation and content publishing platform for small businesses. This encourages them to become content publishers, writing blogs and posting photographs in order to further connect with the customer. It works like this: The photographer might show off his or her expertise in a blog explaining the rule of thirds or the best time to use outdoor lighting. He or she then posts the article to the company website and begins posting the link on Facebook, Twitter and Instagram, along with an accompanying photo on Instagram. The followers then read the post, comment and even share it with their friends. The photographer has reached out to more people, who probably have a relative or friend who needs a photographer for an event. The content helps potential clients view the photographer as an expert, and they’ll be more likely to trust the service provider. The links on the various social media sites help point back to the business website, bettering the link profile. Sure, community is a great aspect of social media, but just having people “like” your page just isn’t enough. You have to keep them engaged with new and original content, questions in posts and photographs that will provoke a positive response.
Get Out the Measuring Tape
It is now so much easier to measure social media’s return on investment (ROI). After you establish the goals you want to reach, such as clicked links, filled-out contact sheets or booking dates for events, you need to define a strategy to reach them and find a way to track your progress. Check out these programs:
- Simply Measured
- Google Analytics
- Rival IQ
These tools (and others) will help you see your social media efforts in action. You’ll be able to see what is working, what isn’t and what you can do to change that. Some companies rely heavily on paid advertisements, such as Google Adwords or Facebook Ads, and it’s true, they can be very useful. Their value, however, should come from the number of clicks back to your website, and if they aren’t doing that, they’re not really worth it. The possibilities are endless with social media and landing page marketing. Who knows? A social media shift might just lift your small business out of a marking slump.
Michael Bird is Co-Founder and Director of Strategy at Social Garden, a Social Media Marketing, Content Development, and SEO Agency based in Melbourne, Australia. You can connect with Mike on Google+, Twitter, or click through to check out Social Garden’s Blog.