3 stages of following up your social media leads

When it comes to the different marketing channels available to us, social media runs is one of the only channels that runs in real-time. Identifying leads as actual people, where they work, their background is a great tool for lead generation.

Seeing these results in real-time is a very powerful way to interact with potential buyers. 98% of sales and marketing leaders see value in social selling. So, it really is the place to be. After all, the average person spends 2 hours a day on social media.

But once you’ve created all your exciting social posts, uploaded and automated them, how do you track ROI? Let’s take a look at what happens after the click:

1 Identify their first visit

It’s important to identify your leads first visit to your website. Particularly if the source is social media. It tells you a lot about your leads: what they have interacted with and what channels they resonate with. After all, this is the foundation to tailoring your leads journey and sales pitch.

If they have engaged with your social media, it’s vital to find out the topic of the post, as this is key to what happens next.

2 Follow up with relevant content

Once you have identified where your leads found you, it’s then time to move onto what interests them. What was the bait that made them engage? This is the starting point of their journey. Identifying the topic or content piece that initially piqued their interest provides an insight to your leads interests, pain points and objections in the future.

Ply them with useful, relevant content around the same topic to keep them engaged. It sounds like a lot of work in the background, but in fact when this process is automated, it’s as simple as A B C!

Using IP tracking software to identify your social leads, combined with an automation tool such as GatorWorfklow, allows all the hard work to be done automatically.

3 It’s all about the response

71% of qualified leads are never followed up with. Be part of the 29%. Follow up your social leads, and follow them up successfully.

Generally speaking, its all in the timing. Leave it longer than 5 minutes to make contact and you reduce your chances of taking it further by 10 times. And by make contact, we don’t necessarily mean call them up asking for a meeting. We mean through your content. As above, send them relevant content based on their interests. This goes for all your leads not just social. But always keep in mind that they originally came to you through social media: this is your bridge to them.

Increasing your nurture touch points to six times increases the likelihood of contact by 70%. Automatically add your social leads to a relevant and current nurture programme to warm them up for sales and prove that social media is an important part of your marketing strategy.

To find out the best social media marketing methods are best for you, download our whitepaper here.


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