Social Prospecting with HubSpot

How to Use Social Media to Find New Leads

Rebecca Corliss, HubSpot

RebeccaCORLISS@repcor

Customer Marketing & Communication

Previous: HubSpot’s social team and occasional video songstress

POLL

Lead

Houston HUG Agenda

Social Media Opportunity

Social Prospecting

Exercise: Four Social Prospecting Activities You Can Do Tomorrow

Open Discussion – Your Questions!

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5Pew Research

Averaging At 70%

6Pew Research

WHAT IS SOCIAL PROSPECTING?

How HubSpot can help: Social Inbox

WORKSHOP

1. Set Your Strategy1. Write down the top three

keyword phrases that people use to find you on search.

2. Write down three pieces of content that are related to the search results of your keyword phrases.

3. Go to Social Inbox. (No Social Inbox, try Twitter Search.)

Discussion1. What do you hope you might

find?

2. How can you use your content to start generating prospects from your social?

2. Mind Relationships1. In Social Inbox, check out the

different colors differentiate new contacts from leads and customers.

2. Think about how you might respond to these people differently.

Discussion1. Why is it important to have a

different type of follow up depending on who the person is?

2. Depending on the lifecycle stage, what action might you want each group to achieve?

3. Target Lists1. Select a list of contacts you’ve

built. (Or build a new one based on list criteria.)

2. Set up search filters related to your keywords.

Discussion1. What other contact streams

could you create?

2. How might your Sales team use Social Inbox? Other parts of your organization?

4. Other Networks1. Use your keywords to find

LinkedIn Groups.

2. On Facebook, Like pages your potential prospects might like.

3. If you want, subscribe to email updates.

FOR NEXT TIME...

Did you find any success with social prospecting?

Which networks worked the best for you? Which ones didn’t?

What tips or tricks can you pass on to others?

Thanks! Now, let’s get to questions!

@repcor