How to get Sales Leads from Social Media Platforms without Blog

Few months back, I along with my friends did a consultancy project for a startup in order to get more lead inflows into their sales pipeline. In this post, I would like to share my experience as to how we did it and how you can also follow the same Lead Generation Strategy in order to develop your Lead Pipeline.

Case:


The client for which we worked was a startup involved with Electronic Design & Automation services. They were looking for ways to get more leads and grow their lead pipeline. After talking to the founders, we got to know that in the past they had received a couple of clients from Social Media and Friends referrals.

Our Approach:


Now that we know, that the startup had received a couple of leads from Social media in the past, We can very well say that if this technique had worked in the past, there are chances that it might work out again as well.
Leads using Social Media Sales Funnel

In order to test our hypothesis, We devised a social media plan for the startup. Our strategy included just 2 components. They were:
  1. Everyday Posts on Unique and Useful contents
  2. Sharing of Posts among Target Audience
That's it! 

Are you surprised?

Let me explain it in more detail...

1. Everyday Posts on Unique and Useful Contents:

Since the client was expecting results within a short term, We could not use their blog for posting regular contents. This is because even if we post on the blog and expect search engines to give traffic, it would have taken somewhere around 3 months for the results to be visible even after leveraging SEO techniques.

So, the only choice we had is to prepare text and image posts which has to be posted on the Social Media platforms like Facebook, LinkedIn & Twitter. 

In order to post regular updates, we made sure that we stick to our philosophy of building relationship with our Social media followers or prospective customers. In order to nurture a good relationship, one of the most important thing we can provide to our customers is Information. Information which is new, unique and useful to him.

In order to do that, we spent a humongous amount of time browsing various Electronic Design & Automation Magazines, Journals, Articles, Blogs, News, etc, just in order to get some new information which might benefit the prospective customers. We prepared a list of such posts wherein we posted some useful tips for customers for better electronic designs, tips for reducing costs using electronic designs, tips for increasing revenue using automation, News and Articles regarding some other industry leader who benefited using such electronic design & automation. We posted these in the form of creative images having visuals along with texts of 1 or 2 lines.

Result:

Posting unique and useful contents helped establish the startup as a technology leader in their domain and hence helped them build trust among its fan page followers. 

Additionally, regular posting of contents every single day helped the startup to let the world know that they are alive and are not going bust anywhere. Thus customers can trust them for a long period of time and hence rely upon them.

Since the posts were useful to the users, a number of Facebook fan followers contacted the startup via their Facebook fan page in order to implement the technology (about which they had posted) for their company. This is one of the benefit of posting about latest technological happenings in your domain, because the clients would start trusting you. This is because, since you are talking about that new tech, you must be knowing something about this new stuff compared to those other service providers who never talk about these latest stuffs.


2. Sharing of Posts among Target Audience:

This was the second component of our Social Media based Lead Generation strategy. We had prepared our social media posts without putting any link to our website or with any of the salesy promotional contents. Due to this, we were able to share our daily social media posts to other related groups in Facebook & LinkedIn. We made sure to share those posts among the targeted audience only. We found numerous groups in Facebook which dealt with the subject of Electronic Design & Automation and became member of those groups. Once we got added, we started sharing our everyday social media posts there.

Since our posts did not contain any salesy or promotional content, they were readily approved by group admins and the group members liked the posts since they were informational in nature helping them learn more. Now that they liked the post, they again shared it among their networks of like minded people.

Result:

The sharing of posts by other users among their network can also be indirectly called as referrals. Even though, they haven't referred any of their networks to the startup as a client, they have definitely referred our Facebook or LinkedIn page to their networks.

In this case, many of the referrals and the group members started following the startups social media posts on the platform and now they also started contacting the startup for implementing projects using the new technologies about which the startup was posting on their social media handles.

Ultimately,

Both these components worked in sync and created a synergy which helped the startup get more and more leads from Social Media fan pages to contact them.

Thus if you want to get more leads from Social Media platforms, Just start posting useful contents which might help your user. Regular posting of useful content will help you gain trust of your followers on your expertise and reliability. The key is to share it among the targeted audience instead of just sharing among your friends (non-target audience). Once it is shared among the right audience, they will start contacting you via the Social Media platform thus helping you improve your lead pipeline.

Hope it helps you achieve a better and bigger Sales Lead Pipeline!

Do let me know your thoughts on this...