A Publication of Scalable Social Media Social Prospecting Using Top Social Networking Sites to Find Your Next Lead Source

TABLE OF CONTENTS 1. What is Social Prospecting? 2. Facebook 3. Twitter 4. LinkedIn 5. Pinterest 6. Google+ 7. Social Prospecting Check Lists Scalablesocialmedia.com 800.305.9420 x1

With more than one billion monthly active users on Facebook, and over 230 million monthly active users on Twitter, you likely already recognize the enormous potential social media offers for getting your name out there, spreading your content and drawing more people to your site. Youre likely already engaging your existing fans and followers, but what about the people out there who could really use your products or services, but dont even know you exist? Thats where social prospecting comes in. Its the art of searching the social web for your potential prospects, engaging them and drawing them to your site where your amazing content and landing pages will convert them into leads. About This Workbook Youre about to learn how to find and engage people in a truly social way in order to generate leads for your business. Well share the quickest ways to find potential customers on Twitter, Facebook, LinkedIn, Pinterest, and Google+. Youll need: A social profile for each network you want to use for prospecting. Knowledge of which keyword phrases that people use to find you on search. Content (blog posts, videos, Slideshare presentations, ebooks, etc.) related to those keyword phrases. What is Social Prospecting? Scalablesocialmedia.com 800.305.9420 x1

Get Started: 1. Write down the top three keyword phrases that people use to find you on search. 2. Sign in to Facebook and type your search queries into Graph Search and see what comes up. 3. Identify three pages your potential leads Might Like and Like them. 4. Identify three groups your prospects could be in & join them. Take Action (20-30 minutes a few times A week): Acting as yourself - Join conversations in groups where you can offer help in the form of a comment or by sharing content youve written. For every comment where you share your content, add two more without sharing content or share someone elses (10 minutes). Acting as your page or yourself Like and comment on relevant page content (5 minutes). Acting as yourself - Ask questions in groups to engage others. Where helpful, reply with links to your content (5 minutes). Pro Tips: Dont try to save time by simply dropping in on groups and sharing links to your content. Its a good way to get kicked out. Instead, strive to be truly helpful with no thought of immediate gain. That kind of good citizenship gets rewarded over time. Dont share links to your own content on other peoples pages. Its like showing up at a rival restaurant and taping your own advertisement to their door. Facebook Scalablesocialmedia.com 800.305.9420 x1

Get Started: Write down the top three keyword phrases that describe your ideal customer. Remember, everything is shorter on Twitter, keep your search phrases brief. Log in to Twitter and type in your keywords and hashtags using any combination you would like. Mix and match (hashtags and no hashtag) for the best variety. Twitter has a of couple options to sort your search results. It automatically displays Top results. Just to the left of your search results, click People to See only other profiles, not tweets, that Match your search. Based on their profiles, identify five Twitter users that could be potential leads for your business. Then follow them! To stay organized, add the users to appropriate lists. If the list is public, each user will see the name of the list youre adding them to, so keep it complimentary (top nutritionists). Better yet, make the list private. Pro Tip: Always use a persons name when you interact. It takes an extra second to find it, but is so much more personal! Twitter Scalablesocialmedia.com 800.305.9420 x1

Take Action (20-30 minutes/week): Start engaging with list members: Retweet some of the content theyve shared on Twitter if what they shared is relevant to your industry (these will appear to your followers). (1-5 minutes). Click Favorite for tweets relevant to your industry or tweets you appreciate for being interesting or funny (these will not appear to your followers). (1-5 minutes). If you have an answer or opinion, respond to any questions they may have tweeted, whether directly related to your work or not (5 minutes). Have a question for one of them? Ask directly to start building a rapport (5 minutes). Keep building your lists (5 minutes). Twitter Scalablesocialmedia.com 800.305.9420 x1

LinkedIn Sign in to LinkedIn. To the left of The top search bar, select Groups From the drop-down icon menu, which will allow you to search all LinkedIn groups. Enter a search term that you think might apply to your prospects. For example, if you have a software program designed to help physicians to keep better track of patient care, search for physician groups. You might find one focused on better patient care, record- keeping, etc. Take Action (25 minutes/week): Join conversations in the group where you can add value with your comments or content* (10 minutes). Like content that others are sharing in the group (5 minutes). Share your own content* and pose your own questions to the group (5 minutes). Follow group members you feel might be good prospects and comment and like their updates on your feed (5 minutes). Pro Tip: Be sure to read group rules before posting your own content. In an effort to discourage shameless self-promotion, some only allow you to share the content of others. If you develop a rapport with someone in a group, invite them to connect with you. Scalablesocialmedia.com 800.305.9420 x1

Pinterest Search (with a hashtag) for pinners pinning content like yours. Follow some of these pinners. Use the left-hand menu of the Pinterest search bar to drill down into specific industries that could be a good fit for you. For instance, if you sell software for designing closets, look in the Home Dcor or the Design category for pins to repin, like or comment on, and for pinners to follow. Dont forget your existing advocates on Pinterest! See who pins content from your own site by going to http://Pinterest.com/source/yourwebsiteURL. Like the pin, consider a thank you comment and follow them if you like. Remember, you dont have to follow all their boards. Limit follows to those which are relevant. Take Action (15 minutes twice a week): Re-pin, like or comment on any relevant content that your prospects are posting (5 minutes). Check to see who is pinning your website content and evaluate them as a prospect (5 minutes). Follow their boards, if desired, connect on other platforms. Share relevant content from your prospects websites. Make sure to tag their username (with @) so theyll know. (5 minutes). Pro Tip: Follow group boards likely to be curated by your prospects. If you get invited to pin or can request an invite, do it! Just make sure to be helpful, not promotional. Scalablesocialmedia.com 800.305.9420 x1

Google+ To find users who might be good prospects, join some relevant communities. If you run a restaurant supply company in Wilmington, NC for instance, you would look for groups that would attract local restaurant owners. Just hover over Home and click on Communities. Then search by keyword. For smaller cities like Wilmington, a search for Wilmington, NC will likely pull up any groups that might appeal to your target audience of restaurant owners (for example). Take Action (15 minutes twice a week): Circle potential prospects* (5 minutes). Comment on, share and +1 their content (10 minutes). Tag users in your posts, if there is good reason to do so, but it can also be annoying and cause people to mute you meaning youll never get through to them again (in conjunction with regular updates). *If youre using a page on Google+ (as opposed to a personal account), you can only circle those who have first circled you. Pro Tip: When you circle people, only you know the name of the circle, so make them useful, and dont worry about people knowing how youve classified them. Get more from our blog. Scalablesocialmedia.com 800.305.9420 x1

Facebook 10 From your personal account - Join conversations in groups where you can offer help in the form of a comment or by sharing content youve written. For every comment where you share your content, add two more without sharing content or share someone elses. 5 As your page - Like and comment on content on pages that is relevant to your industry. 5 From your personal account Like and comment on relevant page content. Social Prospecting Check List Its time to get going and keep going! If youre a person who works best with a to-do list, why not print these pages out now. Weve supplied suggested time allotments and tasks, and you can choose to engage on all platform or just your favorites. Completing the tasks several times per week is going to be more effective than just completing them once a week, so if you are pressed for time, start out with just your best platforms and really give it your best effort. Scalablesocialmedia.com 800.305.9420 x1

LinkedIn 10 Join conversations in the group where you c