How to use social media to generate leads: 10 easy strategies
Getting fresh and relevant leads can sometimes feel like the toughest part of marketing. One tool in your belt is social media marketing, with billions of active users and platforms designed to engage. The trick is knowing which strategies to use to get the people you need, and when to enact them.
What is social media lead generation?
Let’s start with the basics. Social media lead generation is all about collecting information from people who are interested in your products or services. This could be as simple as their name and email address or more detailed info like their job title and company name. These leads are golden because they could be your future customers.
Why social media is great for lead generation
Why should you bother with social media for lead generation? First off, it helps you reach a massive and diverse audience (if that’s your goal, of course!) Social media lets you target your ideal customers with the kind of content and offers they’re more likely to respond to. It’s also pretty cost-effective compared to other types of advertising, and the analytics tools available on social platforms help you keep track of how well your strategies are working. Perhaps best of all, social media allows you to build and nurture relationships with your audience, turning casual followers into loyal customers.
10 strategies to generate leads on social media
1. Sponsorships
Instead of just relying on ads, try sponsoring content you know your target audience is already interested in. This could mean teaming up with popular influencers, blogs, or YouTube channels that align with your brand. For example, Cadbury partnered with a YouTube channel to reach new audiences, and it worked like a charm. A proven way to get your brand noticed.
2. Show off your social proof
People trust what others say about your business more than what you say. That’s why sharing customer testimonials and success stories is so powerful. It’s all about showing potential customers how others have benefited from your products or services. Take Fender, for example—they’ve done a great job highlighting their positive reviews to build trust and attract more customers.
3. Offer lead magnets
Sometimes, people need a little nudge to share their contact information with you. That’s where lead magnets come in. These are valuable offers—like a free eBook, checklist, or exclusive content—that you give in exchange for their details. For instance, Office Vibe offers a free guide to productive meetings in exchange for an email address. It’s a simple but effective way to get leads.
4. Run targeted ads
Social media ads are great for reaching the right people. You can create ads that show up for specific groups based on their interests, age, location, and more. This way, you can make sure your offers reach the people who are most likely to be interested.
5. Use lead generation ads
Lead generation ads take things a step further. These ads include forms that are pre-filled with information from the user’s social media profile, making it super easy for them to sign up. LinkedIn and Facebook offer these types of ads, and they’ve been shown to boost conversion rates because they make the process so quick and painless.
6. Retargeting ads
Ever noticed how after you visit a website, you start seeing ads for that site everywhere you go online? That’s retargeting in action. It’s a way to remind people about your products or services after they’ve shown some interest but didn’t take action. Companies like Airbnb use retargeting to nudge potential customers to complete their booking or purchase.
7. Host webinars or virtual events
Hosting webinars or virtual conferences is a fantastic way to attract people who are genuinely interested in what you offer. These events give you a chance to showcase your expertise while collecting valuable lead information from participants who sign up. Digital marketing expert Neil Patel often uses webinars to generate leads and establish his authority in the field.
8. Referral campaigns
Referral campaigns are all about getting your current customers to spread the word. You offer them a reward, like a discount or gift card, for referring others to your business. It’s a win-win situation—your customers get something extra, and you get new leads. Booking.com, for instance, uses referral campaigns effectively to grow their customer base.
9. Social listening
Social listening means keeping an ear out for what people are saying on social media about your industry, competitors, and your brand. By jumping into these conversations at the right moment, you can turn casual mentions into leads. Tools like HubSpot’s social listening feature help you spot these opportunities and engage with potential customers.
10. Keep it human
Finally, remember that social media is, well, social. People want to interact with real humans, not faceless brands. So, make sure your social media presence reflects the human side of your business. Show your brand’s values, engage genuinely with your audience, and be ready to help. This human touch goes a long way in building trust and converting leads into loyal customers.
Social media is an incredibly powerful tool for generating leads, but it’s all about using the right strategies. By sponsoring content, using social proof, offering valuable lead magnets, and running targeted ads, you can attract and convert leads effectively. Remember to keep your approach human and focus on building relationships, and you’ll see your social media efforts pay off in the form of loyal customers.
