24th April 2012

Can Social Media Generate Valuable Sales Leads?

The answer is yes, if you choose the right platform. You must find the platform where your target market hang out. Where they are doing business and not discussing their weekend.

There are a number of platforms to choose from. But, here’s the easy part: you sell B2B, so there really is only one platform. One answer. And that’s LinkedIn.

This is the platform where over 150 million managers and professionals (including 3 million Australians) hang out and talk business.

The big question is how do you find YOUR VIP’s, your very important prospects, amongst so many people?

You start by first deciding who, exactly, your VIP’s are. Who, exactly, are the clients you want more of?

Then, you can start a relationship with them. Thousands of them. Just a low level LinkedIn relationship, like connecting with them, or offering them a downloadable White Paper will do.

Small steps, very low cost.

By using this powerful platform, you can turn it into a HUGE numbers game, because turning sales leads into clients is just that. And that hasn’t changed despite all the new tools.

Now, it’s easy to stay in touch with your VIP’s. And position yourself as the expert at the same time. Then, when they are ready to buy, you are top of their mind. And THEY will call (or email) YOU.

Now that’s a lead worth having.

Your VIP’S coming to you, as a buyer, before you sell to them. I’ll drink to that!

Discover more ways in which Social Media increases Lead Generation.

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About James Eastland

Creating Customer Communities for companies selling B2B is my passion—shortening their sales cycle and building market leadership. My role sets the direction and vision of Lead Creation, tapping into the online experience of our large team of young professionals to implement cost effective strategies for B2B businesses.

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