Four Ways To Respond To B2B Leads With Social Media

Four Ways To Respond To B2B Leads With Social Media

Social media marketing has made many changes in the way we handle our marketing campaigns. It has become an integral part in any marketer’s plans in generating more B2B leads and in ensuring the success of your IT lead generation campaigns. The only question here is just how you handle it. You see, the thing about social media is that it is so easy to connect with business prospects. The only issue here, so far, is how to make those connections last. This is the one part of marketing that matters the most. Luckily, it is also the one part that anyone can pull off, as long as they know where to start.

  1. Respond personally – people, especially those found in social media circles, appreciate a message coming from a real person. Too often, we hear of appointment setting campaigns that reach success because of some ‘software program’ that lets the user reach hundreds of people in one day. Nothing can be further from the truth. To be an effective marketer, start with the little things, like personally replying to inquiries or messages. You prospects will appreciate those little attention to details like that.
  2. Ask the right questions – the thing about IT appointment setting, and one that never fails to put marketers (like those in IT telemarketing) in trouble, would be the questions that they ask. Yes, you need to ask questions, to qualify whether a sales lead is worth your time and effort. But you also have to make sure that you are doing it right. You cannot just ask any question. Give questions with substance, crafted to bring out the answers that you need. To do that, you need to do your research. Using social media channels will help you identify the issues that they face, as well as glean usefully information that you can use later on.
  3.  Personally welcome new members – be it in Facebook, Twitter, or even Pinterest, try to put your utmost to welcome your new followers personally. Send them a welcome message; give them a shout-out, or anything else that you can do. Doing that will help build rapport, as well as establish yourself as a real person to them. Nothing can be more satisfying to a new member or follower than to receive a personalized greeting from the person they are following. Try that, it does not have to take up all your time.
  4. Thank them out loud – in social media marketing, you get plus points if you can announce thank your followers for anything that benefited your business. It may not be that big, or elaborate, but at least you can show them that you appreciate their effort. Be creative in your announcement. Remember, you only need to say a few words, but these words can mean a big deal for them.

Yes, this is easy enough to remember: respond, ask, welcome, and thank. These are the keywords that you should live up to for a successful IT lead generation campaign.


I respond.

When someone sends me a personal message, on Twitter, e-mail, or Facebook, I make every effort to respond to them promptly if warranted. It’s amazing how many people appreciate a simple response. I know I do, so why wouldn’t my audience?

Mark Schaefer, over at {grow} responds to almost every single comment he gets on his blog, even the bad ones. That’s incredible.

I ask questions.

Whether it’s for advice on a new product I should try or help in deciding what book to read next, I ask questions that my audience can easily answer. I sometimes ask questions at the end of my blog posts to generate conversation with my readers. A while back,  I asked my audience to help me decide which book to read next. I got a ton of responses because the question was simple and interactive.

I welcome new Twitter followers personally.

I loathe automated DMs when I follow someone – Those, “Hey! Thanks for following me! Check out my website at www. . .!” That tells me you’re too busy to connect and engage.

Instead, I chose to welcome new followers by sharing them with my audience:





Sometimes they respond:

I thank people out loud.

When someone retweets or shares something of mine, I try and thank them publicly. Look at this exchange: (read from bottom to top): 










A simple and vocal thanks does more for me and the recipient than any other kind of gratitude.

Embracing your audience means making them an active member of your community.

Post By Barbara McKinney (99 Posts)

Business Development Consultant for helping IT businesses increase their ROI using various marketing channels.

Website: → IT Sales Leads