Lead GenIf it wasn’t clear after last week’s post, we now are aware that Bing will display your Facebook Friend’s “likes” in all of your search results where applicable.  


The “Big 3” of Social Media, Twitter, Facebook, and LinkedIn, are all essential to your B2B Lead Generation process.  With the first key to an effective Lead Generation process being “Get Found”, Twitter is the best and most effective Social platform to achieve this goal. 


Before we dive into Twitter and just magically “get found”, we must establish a Twitter Strategy that has one goal in mind: Generate more leads.  


These are the 4 objectives of your new Lead Generation Twitter strategy:

  1. Create Awareness:  You want to provide valuable updates for your own company or brand.  These could be blog posts, press releases, and acknowledgements from within your industry.
  2. Engage Prospects:  Twitter is meant to be two way stream. Participate in relevant conversations, follow bloggers and subscribe, retweet valuable content in order to make someone aware that you are paying attention to them.
  3. Create Thought Leadership:  Provide your followers with unique, valuable content.  Content with value has the potential to be passed along at an exponential rate based on the amount of engaged followers you have.  This is gold!
  4. Visibility/Rank for SEO:  Ultimately the most valuable part of your Twitter strategy with regards to getting found.  Each time that you Tweet, you are creating an indexed page in the eyes of almighty Google. The impact that this has on your rankings should be reason enough to be visible on Twitter. You will be able to increase your authority for key words by including them in your Twitter profile and also the Tweets themselves.  If you search your name, company, and keywords that you focus on with Twitter, you can see that Google applies significant weight to your Twitter profile.


7 simple steps for 30 minutes each day will have you ranking in no time at all:


  1. Listen
  2. Learn
  3. Retweet
  4. Create
  5. Tweet
  6. Segment
  7. Repeat


Keeping Lead Generation in mind, the “noise” on Twitter can become pretty loud.  Segmenting who you follow on Twitter is the only way to effectively execute your Twitter strategy.  


I have literally turned Twitter into my personal Lead Generation RSS Feed.  I segment the people I follow into the following 5 buckets:


  1. Thought Leaders
  2. Dream Clients
  3. Competitors
  4. Colleagues
  5. Everyone Else


For Twitter to ultimately recognize its full value, the strategy you have designed from following all of the steps above, must be engrained into your company’s Marketing Strategy.  


You need to identify the persona, or ideal customer profile which you market towards, and ultimately search Twitter for those personalities. Without a focused search and strategy you will find yourself wasting valuable time.  


Two of my favorite Twitter search tools are:


  • http://search.twitter.com/
  • http://www.twellow.com/


To generate more leads Twitter must drive traffic to your website, blog, or wherever your calls to action are located. This is where you will ultimately convert these identified prospects to leads.  


Do you have a B2B Lead Generation Twitter Strategy?


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