View the entire webinar: http://bit.ly/SMLead

1. Social Media
Kipp Bodnar
Lead Generation
@KippBodnar

2. I’m Brian Bodnar.
I’m Kipp Halligan.
Nice to meet you.
Nice to meet you.
@KippBodnar

3. I’m Brian Halligan.
I wrote The B2B
Nice toMedia you.
Social meet Book.
amzn.to/b2bsm2

4. #SMLeads

5. I’m a dork.

6. We’ve got a
a Problem.

7. 73%
of CEOs
don’t believe
marketers
drive revenue. 91
FOURNAISE MARKETING GROUP: BIT.LY/PENSCQ

8. Marketing isn’t
Arts and Crafts.

9. We’re creative.

10. An opportunity,
not a problem.

11. Your opportunity,
to shine.

12. Leads fix
the problem.

13. What is a
Lead?

14. LEADS ARE
A PROXY
FOR SALES.

15. Social Media
is the buzz word.

16. What is a
Social Media?

17. Social Media
isn’t hugging
customers.

18. Social Media
that doesn’t
drive revenue
doesn’t last.

19. How Social Media Leads Happen
1Tweet Landing
Page
Form Lead
Like Blog CTA Landing
Post Page
Product CTA Landing
+1 Page Page

20. Information
Transactions

21. 5 STEPS TO
SOCIAL MEDIA
LEAD
GENERATION:

22. 1 Get The Basics Right
2 Maximize Content Discovery
3 Create Conversion Ubiquity
4 Test and Fail Fast
5 Optimize for Maximum Leads

23. 1 Get The Basics Right
2 Maximize Content Discovery
3 Create Conversion Ubiquity
4 Test and Fail Fast
5 Optimize for Maximum Leads

24. Build
Social Media
Reach.

25. Follow. Friend.
Connect.

26. Share lots of
links.

27. BITLY, 9/2011
The self life of a social media link is
3 hours.

28. Automatic
Sharing

29. Set up
sharing.

30. Leverage existing
contacts.

31. Use email for
reach building.

34. 1 Get The Basics Right
2 Maximize Content Discovery
3 Create Conversion Ubiquity
4 Test and Fail Fast
5 Optimize for Maximum Leads

35. Framework: Content Discovery for Lead Generation
Regular Dedicated
Content Monitoring
1 2 3 4
Consistent Prioritized
Sharing Engagement

36. 1 Regular
Content

37. Content
Calendar.

38. 2 Consistent
Sharing

39. Build social
thank you pages.

41. 3 Dedicated
Monitoring

42. 15 Minutes
a Day.

43. 1 5 Minutes Twitter/Facebook
2 5 LinkedIn Answers/Groups
3 5 Minutes Google Alerts

44. 4 Prioritized
Engagement

45. Twitter.com/Search

47. 1 Get The Basics Right
2 Maximize Content Discovery
3 Create Conversion Ubiquity
4 Test and Fail Fast
5 Optimize for Maximum Leads

48. Marketing is
math.

49. What is a
Call-to-Action?

50. Place CTAs
Everywhere.

52. Google.com/DFP

53. Testing
CTAs
aid testing.

54. 1 Get The Basics Right
2 Maximize Content Discovery
3 Create Conversion Ubiquity
4 Test and Fail Fast
5 Optimize for Maximum Leads

55. Failure sucks.

56. Improve
and Iterate

57. Framework: Social Media Lead Generation Testing
Set action items following
4 the experiment.
Conduct an experiment
3 retrospective.
Set methodology for gathering data for
2 success criteria.
1 Set a clear qualitative objective.

58. What can you
stop doing ?

59. 1 Get The Basics Right
2 Maximize Content Discovery
3 Create Conversion Ubiquity
4 Test and Fail Fast
5 Optimize for Maximum Leads

60. Traffic and
Conversion
Rates

61. Source: Science of Lead Generation

62. Visit-to-Lead

63. Benchmarks
App

64. Conduct
radical tests.

65. Increase
Content
Volume.

66. 1 Get The Basics Right
2 Maximize Content Discovery
3 Create Conversion Ubiquity
4 Test and Fail Fast
5 Optimize for Maximum Leads

67. Mastered the
Mystery.

68. Prove the
CEO Wrong.

69. You’re the
Star.

70. GET A DEMO
OF HUBSPOT:
HubSpot.com/Demo

71. THANK
YOU.