Six Lead Generation Tactics to Use in Your Social Media Channels

Social media can be a great channel for communicating with potential customers. Intentional use can also facilitate lead generation.

  1. A solid content strategy

Companies can get 4.5x more rewards by posting 16 posts per month instead of 4, and 47% of B2B buyers watch the content and read at least 3 to 5 articles before deciding to buy a HubSpot studio (or less) uncovered.

However, your content should not only post regularly, but it should also be engaging and relevant.

  1. Video marketing

B2C marketers understand the potential of video. It can be just as robust in B2B. Follow these simple rules for engaging your potential customers in a video:

  • Tell a story. Start with a problem that your customers may be concerned about and finally get a solution.
  • Be prepared for action, not words. Talking Head videos are boring. Show your solution in action whenever you can, instead of talking about it.
  • Get attention quickly. The first 8 to 10 seconds of the video determine whether the video is shown until the end.
  • Be short. Entrepreneurs with tight schedules don’t like videos longer than 1-2 minutes.
  • Use subtitles when watching your video without audio; many people only do this when they are at work.
  • Add a call to action (button or call) at the end.
  1. LinkedIn Groups

Joining LinkedIn groups is good for lead generation – it is not considered a barrier by customers and is not overused by marketers. These tactics may not lead to many leads, but the ones you get are likely to be of higher quality than the average online lead. Here are some steps to take:

  • Track your client’s personalities. Which LinkedIn groups are they likely to join? (Probably those related to your sectors.) Join these groups.
  • Comment on relevant issues. The group discusses some issues on which you can provide professional and useful advice.
  1. Micro influence

Micro-influencers (experts in a given field of 2 to 25,000 visitors per month) have been shown to offer engagement rates 16 times higher than those of paid advertising. But who are the real micro-influencers for your business?

  • Companies that you follow and share your content with. It’s easy to reach and convince, and some of your fans can become your customers.
  • Bloggers who write about their industry.
  • Local bloggers (if your business is targeted to a specific geographic area).
  • Recognized experts in the industries in which your potential customers work.
  1. Mobile optimization

You probably have no idea how much potential you’re missing out on due to poor mobile optimization. About 50% of B2B searches for Google products and services are done on a smartphone and, according to the survey, the phone can speed up purchase time by up to 20%.

Here is a quick checklist of what to optimize:

  • Your site. Is it worth browsing on a smartphone?
  • Social media content. Is it easy to read on the phone screen? You may need to adjust the fonts and paragraph sizes.
  • Is it intrusive and blocks the content of the mobile version?
  • E-mail newsletter. Formatting should be rechecked after each update of popular email clients, which can dramatically change the way the message is displayed to the client.
  1. Automation and determination

The reach of automated marketing can improve lead generation:

  • Only 2% of visitors make an immediate purchase. If you contact them later through various channels, including social media, they are more likely to make a sale.
  • Integrate email and social media content. You can use automated processes to send personalized emails to potential customers when they indicate that they need them.

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Any of these tactics can increase the number of leads. However, as with other marketing tools, there is no right solution for everyone. Find out what works best for your business.