Slides from the Sales Hacker Series that describe how to put together a social media lead generation strategy. We take you through three steps including: 1. The discovery of new prospects through social networks. 2. Effective outreach progression (light, medium, heavy touch) 3. Reporting and optimization

1. A Road Map to Your Leads:
Mastering Effective Social
Outreach
@aseemb aseem@socedo.com
Aseem Badshah

2. • Founder and CEO of Socedo – helps
companies generate leads from social media
data
• Created Uptown Treehouse – a social media
agency in Los Angeles
• Have worked in social media for the last 7
years
About Me

3. 72% of all web users are active on social media
46% look to social media when making purchases
33% prefer communication on social media over phone
Social media is full of valuable lead info!
Your Leads Are Out There...
(Jeff Bullas, “22 Social Media Facts and Statistics You Should Know in 2014” http://www.jeffbullas.com)
(“2014 Statistics and Trends for Businesses on Social Media” https://www.marketingtechblog.com)
(Mike Schneider, “17 Statistics That Show Social Media is the Future of Customer Service” http://www.socialmediatoday.com)

4. But…
Where and how do you find these qualified
leads?
What are the most effective ways of reaching out
to them?
How do you ensure maximum ROI from your
efforts?

5. Choose the right
platform.
Finding Your Target Audience
Where are your
prospects most
active?
Which platform
offers the best way
to reach them?

6. Finding Your Target Audience
Discover prospects the new
way.
Learn as you go!
Update criteria as your industry and audience change.
• Social media keywords: bio, conversations, location
• Followers of industry leaders
• Industry events: profiles, groups and hashtags

7. Example
A company looking for startups and
early-stage tech companies used this criteria...
...and found over 5,500 leads on Twitter
Twitter
handles
Industry
keywords
Event
hashtags

8. Light Touch
(follow, like post)
Mastering Effective Outreach
Medium Touch
(direct message, comment)
Heavy Touch
(phone call, email conversation)
Natural Flow of Engagement

9. Example (continued)
When they found a lead…
Favorite a tweet
Follow the user
When the lead followed back…
Send a direct message
Connect on LinkedIn
When the lead responded…
Send a follow-up email

10. Mastering Effective Outreach
Automation makes outreach efficient and scalable.
Use different tools to manage parts of your funnel:
Light
Touch
Heavy Touch
Medium
Touch

11. Feed leads into a CRM system
Monitor your results
• Track conversion rates: network growth,
response rates, link clicks
• Know the ROI of your efforts
Lead Management & Metric Tracking

12. • 80% of marketers indicated social media boosts their traffic...
sales can do it too!
• Leads are no longer just a name and job title
• Sales and social media are coming out of the caveman days
A New World of Sales

13. Questions?
aseem@socedo.com
www.socedo.com Learn more at blog.socedo.com