By Jeffrey Gitomer
You can get there from here, but it’s going to require a strategic use of available tools.
I have a goal and a plan to attract 1,000 leads in the next 30 days. But 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 identify 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 to these questions will significantly impact results.
The 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 generate a response and be passed along.
To get 1,000 leads, I am going to mass mail my contacts and connections. 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,
the best times to post on social media are:
Facebook. Best post times are between 1 p.m. and 3 p.m. Monday through Friday; engagement rates are 18 percent higher on 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 on Tuesday
and Thursday, but no one knows exactly (except maybe LinkedIn).
Blog to reach morning readers, with the “sweet spot” being Thursdays around 11 a.m. But that’s a subjective opinion as well.
YouTube has no “best time.” Compared to others, its visitors are more search-oriented, so I intend to be both searchable and findable with new video posts going out to all my existing subscribers.
All messages are different, and all experts are flawed. (I’ve been proving that for years.) I believe that 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 an aggressive goal, but 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.
We are going to use all our social media sites and outlets, in harmony, to achieve this objective and strategic plan. In order to do so, I must message all of my LinkedIn connections, Twitter and Facebook followers, blog subscribers, e-zine subscribers, and YouTube subscribers. From there, I am going to send out a master email every week. This same message contained in the email will be broadcast worldwide through all of my other social media and Internet sources.
Based on that information, and the fact that I am all about value-based (no-advertising) messages, tweets, and posts, the campaign will take place “at random” until we discover the best times and places to elicit response.
Luckily we’re in the age of data analytics, so it should be relatively easy to see what comes from where, and
when. It will not be a 100 percent accurate evaluation, but over a short period of time we’ll be able to make smarter (analyzed) guesses.
If you try to adopt a strategy like that, what’s in it for you? Achieving 1,000 leads will be an amazing return. Just remember: The reason I’m able to attract anyone to my message is because I have (slowly) built a solid platform of customers and followers. So can you.
I started with one, and that’s a pretty low number. So can you.
Jeffrey Gitomer is author of The Little Red Book of Selling and The Little Red Book of Sales Answers.
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