Social media lead generation: How to increase leads 400% in 90 days

By Jeff Molander

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Time to read: 3 minutes.  It sounds like a fairy tail but it’s true. Inbound marketing manager, McKay Allan created a social media lead generation system that got LogMyCalls more new customers in 90 days than any prior campaign. Now you can discover how this growing business tackles blog-focused social media lead generation and apply it in your setting.

McKay’s now famous, “150 Blog Posts in 50 Days” effort was successful. Really successful. It even spurred the company to stop some paid marketing tactics—and fire a search engine optimization contractor.

“With a company our size, the commitment has to be significant in order to produce 3 unique and useful blog posts a day,” says McKay.

“After all, we also produce 2 original marketing Webinars each week, monthly case studies, a variety of marketing White Papers, and some humorous and awesome marketing call tracking videos.”

How many blogs should you publish and why?

“All of this requires commitment,” says McKay who recognizes the number of blog posts per week will vary depending on a company’s business environment.

LogMyCalls is producing 3 unique blogs each day, “for as long as we can,” says McKay. “For the foreseeable future, we’re going to continue to generate more unique content, more great blogs, and more sweet Webinars.”

Should you follow in McKay’s footsteps? How many blogs should you be publishing, to whom, about what and why? And how long will it take to start getting leads? Learn the answers to these questions and more by listening to my interview with McKay above… or start taking action in my Make My Blog Sell for You lead generation training course.

Should you fire your SEO agency?

McKay is level-headed, pragmatic and recommends you follow suit.

“We are not advocating that every company fire their SEO firm, or that SEO firms are bad, or that our SEO firm was bad,” says McKay who doesn’t mince words nor shy away from controversy.

“We’re simply stating the fact that we didn’t see much impact in 9 months and our efforts were working, so we fired them.”

Tell the truth & give buyer’s warnings

One of McKay’s biggest success principles is positioning LogMyCalls as a serious advocate for customers. Really serious. For social media lead generation
example, he frequently blogs warnings to customers about changes that dramatically effect their bottom line.

He recently posted, “… if you use session-based keyword call tracking, you’re likely wasting at least some of your money. Why? Well, the only reason someone gets session-based keyword call tracking is to determine which organic keywords generate calls. If Google won’t give you 60% to 70% of that keyword data then you are, by definition, wasting 60% to 70% of your money.”

Worth noting, McKay pairs his warnings with calls-to-action that provide a pathway toward more complete answers. His 5 Ways to Prove Marketing ROI with Call Tracking e-book is a perfect example.

McKay is essentially “baiting his hook” with this book and answering questions on his blog that create hunger for more answers … that his ebook answers. He trades valuable knowledge inside the ebook for insight on his prospects.

This is exactly what I teach in my Make My Blog Sell for You lead generation training course.

Give away your best knowledge—all of it

McKay also recommends blogging about business failures in ways that attract attention, earn respect and genuinely teach prospects a lesson they can benefit from.

“Our brains, contrary to what most people think, have been designed to learn much more from lessons learned… from what didn’t work; from conflicts; from situations that were everything but successful; from what would force us to re-think what we’ve just done and do it better, trying harder next time around,” says Luis Suarez, an IBM knowledge management consultant.

So let potential customers find your treasure trove of answers. This approach proves your business:

  1. Completely understands the market;
  2. is bold enough to give away the answers (and not worry about people “stealing” your knowledge) and
  3. realizes value is in the DOING not merely knowing

Tune in to the above Webinar, meet McKay and learn how to turn up the volume on your social media lead generation efforts!

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About the Author

Jeff Molander is the authority on starting sales conversations online. He teaches a proven, effective and repeatable communications process to spark buyers curiosity about what you're selling. He's a sought-after sales prospecting trainer to individual reps, teams of sellers and small businesses owners across the globe. He's an accomplished entrepreneur, having co-founded the Google Affiliate Network and what is today the Performics division of Publicis Groupe. Jeff also serves as adjunct digital marketing faculty at Loyola University’s school of business. His book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer businesses a clear, practical way to create leads and sales with technology platforms like Facebook, LinkedIn, YouTube and blogs.