5 Ways Your Sales Team Can Use Social Media to Vet Leads

Thanks to the Internet, sales teams have the best research tools available. One quick Google search can give them information about a potential customer and possibly uncover a few leads they wouldn’t have otherwise considered. Social media has become one of the best ways to get this information, since many professionals willingly share details about their activities with their followers.
But filtering through all of that information can be time consuming, especially when teams are working hard to meet their monthly goals. If you manage salespeople, you’re likely always looking for creative ways to gather more prospects. Here are a few ways you can research your leads through the social media platforms people use every day.

Automate

Most businesses now know that they can research potential leads on sites like LinkedIn, Facebook, and Twitter. Your business can gain the advantage by using an automated tool like Socedo to generate qualified social media leads using the latest technology. These services provide prospects who fit your stated criteria, making them more likely to convert. Best of all, your employees don’t have to spend hours sorting through social media profiles before making contact, freeing them up to spend more time closing deals.

Use a Form

When potential clients visit your social media sites, do they know what to do? A form can be a great way to capture information from someone who is passing through your page and wants to learn more. If you have a Facebook page, you can use a tool like JotForm to set up a way to easily capture the information your team needs to make contact. Since these leads have gone to the trouble of completing your form, your team already has the advantage of knowing they’re interested.

Network

Businesses often hear that if they want to succeed at social media, they should interact with customers on each of their platforms. But it can be equally important to network with colleagues and others in your industry on these sites. Pay particular attention to others who are following those colleagues, as well as the followers of any of your competitors. You may identify great leads by simply paying attention. If you’ve automated your lead generation, this type of research can still be useful since you can use it to inform the criteria you give them to find leads for you.

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Locate Common Connections

Social media is a great way to learn more about people you have in common. LinkedIn makes this easier than other social media sites, placing information on how you’re connected to someone in the sidebar of every person’s profile. Tools like Discover.ly and Rapportive are handy tools for Gmail users, working within your existing inbox to show you LinkedIn details of a person with every email. This information can be used to quickly identify the information you need about a person who sends you an email. You may see common connections you can mention in your communications, with that information giving you an edge.

Host an Event

Events are a great way to increase your social media reach, with your own followers inviting their online friends to attend. One great way to do this is through a Twitter Chat on a topic of interest to numerous people in your industry. Use a relevant hashtag that might generate interest from the followers of the people who are participating in your chat while it is in progress. That could lure in a few more customers who will then learn more about what you do. You can also host a webinar that you promote through social media. Be sure you end the event with a call to action that encourages attendees to provide their contact details. In the case of a webinar, you can collect information from your audience as they sign up and use that data to send a special offer once the event is complete.

Lead generation is a time-consuming but necessary part of the sales process. When teams have a list of prospects who are likely to convert, they have a much higher chance of success. However, researching every contact person on a standard list can kill productivity. By using the right technology and networking, teams can more easily identify valuable prospects and spend more time selling and less time prospecting.

 

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Dan Steiner

Dan Steiner is the Co-Founder and CEO of Elite Legal Marketing, a company specializing in modern attorney web design and internet marketing. He has written for a number of publications over the years, including HuffingtonPost, Entrepreneur, Inc, GoDaddy, Business.com, among many others.

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