Sales Moves

A game plan to generate a thousand social media leads

March 14, 2014
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I have a goal and a plan to attract 1,000 leads in the next 30 days. 

Six months ago I launched my Gitomer Certified Advisor program. It allows others in the coaching and training field to use my brand and sell my classroom training and my online platform along with their offerings — or by itself.

After a very successful (but limited) launch, I want to take the program to the next level and need to find interested and qualified people to do so.

Before I get into the strategy and actions I’m going to take, I want you to understand why I’m writing about the process. I want you to compare it to how you attract, how you prospect and how you connect with willing buyers.

  • How do you get leads?
  • How do you prospects?
  • What is your strategy to socially involve and attract?
  • Is your personal platform strong enough to attract?
  • What is your social media lead-conversion rate?
  • The answers will significantly impact results.

Big picture: The strategy for this “attraction campaign” is to use every form of social media and electronic outreach to find interested people and offer them multiple ways to connect with me. The goal is to give information immediately without a barrier of registering or giving me their information. I want my messages to be responded to and passed along.

The targets: In order to get 1,000 leads, I am going to mass mail my contacts and connections and specifically target existing coaches and sales trainers (corporate and independent), and anyone looking to start their own sales training business that wants to use the Jeffrey Gitomer brand to increase authenticity. As a Gitomer Certified Advisor, I provide them with the content, the brand and the training to make it happen.

Timed social messages: Posting time and frequency are directly proportionate to the audience reached and their likelihood of response. From my personal experience, my social media consulting expert, Joe Soto, and the article, “The Scientific Guide to Posting Tweets, Facebook Posts, Emails and Blogs at the Best Time” in The Huffington Post, the best times to post on social media are as follows:

Facebook: Best post times are between 1 and 3 p.m. Monday- Friday; engagement rates are 18 percent higher Thursdays and Fridays.

Twitter: Tweet later in the day. Re-tweets on Twitter are higher at 5 p.m. than any other time during the day; the best times to post are between noon and 6 p.m. This same study found that people are on Twitter 181 percent more during their commute. Think about it: Aren’t you more likely to be all about your life and how to improve it before or after work? 

LinkedIn: The Media Bistro suggests LinkedIn is most often used right before and after work hours (specifically Tuesday and Thursday, but no one knows exactly, except maybe LinkedIn).

Blog: Blog readers read in the morning, with the “sweet spot” being Thursdays around 11 a.m. But that’s a subjective opinion, as well.

YouTube: It has no “best time.” Its visitors are more search oriented, so I intend to be both searchable and findable. And my new video posts will go out to all my existing subscribers.

Crap shoot refined: No one really knows. All messages are different, and all experts are flawed. I believe content is a bigger key than what time you post it, and key words will get you found. So that’s where I’m concentrating. I’m going out to my audience and asking them to go out to their audience (re-tweet, repost, forward, like, comment, and anything else that spreads the word organically).

My overall goal is to generate at least 1,000 leads by May. You may think that is aggressive, but it’s highly achievable through social media and email. Generating 1,000 leads will create a pipeline that will lead me to one sale per day by June 2014.

I am going to give you the complete detailed outreach plan to use as a guide to creating your game plan for new leads — next week. 

If you’d like to see the exact email and subject line I’m going to use, go to gitomer.com and enter the word ADVISOR in the GitBit box.

Jeffrey Gitomer is the author of 12 books. His “21.5 Unbreakable Laws of Selling” is available as a book and an online course at gitomerVT.com. For information about training and seminars, visit gitomer.com or email Jeffrey at salesman@gitomer.com.

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