How do you do that? You need to create interest by offering a relevant mix of informative and entertaining content that builds a meaningful relationship with your audience. And you have to make sure that you are distributing your content through all the right channels – where your buyer spends time. This section goes into a bit more detail on some of the common tactics for inbound lead generation.
When you create your first advertisement, Facebook offers two choices of editors: the Ad Manager and the Power Editor. The Ad Manager is a great choice for most companies, while the Power Editor was created for larger advertisers who need precise control over a variety of campaigns. For these instructions, we’ll use the Ad Manager. To find the Ads Manager from Facebook, go to your homepage and find "Ads Manager" from the left-hand menu.
Facebook first played role in the American political process in January 2008, shortly before the New Hampshire primary. Facebook teamed up with ABC and Saint Anselm College to allow users to give live feedback about the "back to back" January 5 Republican and Democratic debates.[525][526][527] Facebook users took part in debate groups on specific topics, voter registration and message questions.[528]

Facebook and LinkedIn are leading social media platforms where users can hyper-target their ads. Hypertargeting not only uses public profile information but also information users submit but hide from others.[17] There are several examples of firms initiating some form of online dialog with the public to foster relations with customers. According to Constantinides, Lorenzo and Gómez Borja (2008) "Business executives like Jonathan Swartz, President and CEO of Sun Microsystems, Steve Jobs CEO of Apple Computers, and McDonalds Vice President Bob Langert post regularly in their CEO blogs, encouraging customers to interact and freely express their feelings, ideas, suggestions, or remarks about their postings, the company or its products".[15] Using customer influencers (for example popular bloggers) can be a very efficient and cost-effective method to launch new products or services[18] Among the political leaders in office, Prime Minister Narendra Modi has the highest number of followers at 40 million, and President Donald Trump ranks second with 25 million followers.[19] Modi employed social media platforms to circumvent traditional media channels to reach out to the young and urban population of India which is estimated to be 200 million.


The next calculation I’m looking to find out is my actual sale conversion rate, would I calculate my actual total number of opted-in leads that converted say it was 1,003 (opted-in leads) actually purchased my offer and divide it by the total 3,870 total visitors. If not, would it be by the total opted in amount, which in this case would be 2,010, to work out my sales conversion rate?
Sales Development reps (SDRs), also often called Inside Sales or Lead Qualification reps, are focused on one thing: reviewing, contacting, and qualifying marketing-generated leads and delivering them to Sales Account Executives. Simply put, SDR teams pass the baton from Marketing to Sales. Why do it this way? Because you want to make sure every single lead Marketing passes to your Sales team is as qualified as possible. Your SDRs should take the time to help each and every lead, offer them value, make a positive impression, create future demand, and become a trusted advisor. This step is critical in the lead generation process because you don’t want to treat your leads as blank faces to be simply questioned, qualified, and harvested.
In 2012 during Hurricane Sandy, Gap sent out a tweet to its followers telling them to stay safe but encouraged them to shop online and offered free shipping. The tweet was deemed insensitive, and Gap eventually took it down and apologized.[96] Numerous additional online marketing mishap examples exist. Examples include a YouTube video of a Domino's Pizza employee violating health code standards, which went viral on the Internet and later resulted in felony charges against two employees.[93][97] A Twitter hashtag posted by McDonald's in 2012 attracting attention due to numerous complaints and negative events customers experienced at the chain store; and a 2011 tweet posted by a Chrysler Group employee that no one in Detroit knows how to drive.[98] When the Link REIT opened a Facebook page to recommend old-style restaurants, the page was flooded by furious comments criticizing the REIT for having forced a lot of restaurants and stores to shut down; it had to terminate its campaign early amid further deterioration of its corporate image.[99]

Measuring Success with Analytics — You can’t determine the success of your social media marketing strategies without tracking data. Google Analytics can be used as a great social media marketing tool that will help you measure your most triumphant social media marketing techniques, as well as determine which strategies are better off abandoned. Attach tracking tags to your social media marketing campaigns so that you can properly monitor them. And be sure to use the analytics within each social platform for even more insight into which of your social content is performing best with your audience.


Cost per acquisition advertising (e.g. TalkLocal, Thumbtack) addresses the risk of CPM and CPC advertising by charging only by the lead. Like CPC, the price per lead can be bid up by demand. Also, like CPC, there are ways in which providers can commit fraud by manufacturing leads or blending one source of lead with another (example: search-driven leads with co-registration leads) to generate higher profits. For such marketers looking to pay only for specific actions/acquisition, there are two options: CPL advertising (or online lead generation) and CPA advertising (also referred to as affiliate marketing). In CPL campaigns, advertisers pay for an interested lead — i.e. the contact information of a person interested in the advertiser's product or service. CPL campaigns are suitable for brand marketers and direct response marketers looking to engage consumers at multiple touchpoints — by building a newsletter list, community site, reward program or member acquisition program. In CPA campaigns, the advertiser typically pays for a completed sale involving a credit card transaction.

Measuring Success with Analytics — You can’t determine the success of your social media marketing strategies without tracking data. Google Analytics can be used as a great social media marketing tool that will help you measure your most triumphant social media marketing techniques, as well as determine which strategies are better off abandoned. Attach tracking tags to your social media marketing campaigns so that you can properly monitor them. And be sure to use the analytics within each social platform for even more insight into which of your social content is performing best with your audience.
Visitor Tracking: Hotjar has a heatmap tool — a virtual tool which creates a color-coded representation of how a user navigates your site — that helps you understand what users want, care about, and do on your site. It records visitors and tells you where they spend the most time on your site. You can use it to gather information on your lead generation forms, feedback forms and surveys, and more.
On January 17, 2017, Facebook COO Sheryl Sandberg planned to open Station F, a startup incubator campus in Paris, France.[123] On a six-month cycle, Facebook committed to work with ten to 15 data-driven startups there.[124] On April 18, Facebook announced the beta launch of Facebook Spaces at its annual F8 developer conference.[125] Facebook Spaces is a virtual reality version of Facebook for Oculus VR goggles. In a virtual and shared space, users can access a curated selection of 360-degree photos and videos using their avatar, with the support of the controller. Users can access their own photos and videos, along with media shared on their newsfeed.[126] In September, Facebook announced it would spend up to US$1 billion on original shows for its Facebook Watch platform.[127] On October 16, it acquired the anonymous compliment app tbh, announcing its intention to leave the app independent.[128][129][130][131]
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Lead generation often uses digital channels, and has been undergoing substantial changes in recent years from the rise of new online and social techniques. In particular, the abundance of information readily available online has led to the rise of the “self-directed buyer” and the emergence of new techniques to develop and qualify potential leads before passing them to sales.
AdWords can still track that, if the visitor has the cookie from the first time they clicked the ad. But it would always be a 2-week delay in reporting, and if you made a change to the campaign you’d need to wait 2 weeks to see the results. So for example, with a two week trial, you might have conversions that are on the first and last days of the 14 day trial, so if you make a marketing change you really need to wait for the 14th day before you know the impact.
You also need to consider the value of the lead. I don’t know if in this case each lead has the same value or a variable value. You’ll want to make sure you understand the true value of a conversion though. 25 conversions is almost certainly going to be worth more than 5 conversions (unless the value of these 5 conversions was worth more than the value of the 25 conversions!)
The company celebrated its 10th anniversary during the week of February 3, 2014.[103] In January 2014, over one billion users connected via a mobile device.[104] As of June, mobile accounted for 62% of advertising revenue, an increase of 21% from the previous year.[105] By September Facebook's market capitalization had exceeded $200 billion.[106][107][108]
If you’re looking to tell a story on Facebook, video is likely your best option. Recently, video has gained a lot of buzz, especially considering the Facebook algorithm now prioritizes both live video and longer videos with high completion rates in users’ News Feeds. In fact, a Facebook exec predicted the social media platform will be all video by 2021.
Mobile devices have become increasingly popular, where 5.7 billion people are using them worldwide [13]. This has played a role in the way consumers interact with media and has many further implications for TV ratings, advertising, mobile commerce, and more. Mobile media consumption such as mobile audio streaming or mobile video are on the rise – In the United States, more than 100 million users are projected to access online video content via mobile device. Mobile video revenue consists of pay-per-view downloads, advertising and subscriptions. As of 2013, worldwide mobile phone Internet user penetration was 73.4%. In 2017, figures suggest that more than 90% of Internet users will access online content through their phones.[14]
Websites such as Delicious, Digg, Slashdot, Diigo, Stumbleupon, and Reddit are popular social bookmarking sites used in social media promotion. Each of these sites is dedicated to the collection, curation, and organization of links to other websites that users deem to be of good quality. This process is "crowdsourced", allowing amateur social media network members to sort and prioritize links by relevance and general category. Due to the large user bases of these websites, any link from one of them to another, the smaller website may in a flash crowd, a sudden surge of interest in the target website. In addition to user-generated promotion, these sites also offer advertisements within individual user communities and categories.[62] Because ads can be placed in designated communities with a very specific target audience and demographic, they have far greater potential for traffic generation than ads selected simply through cookie and browser history.[63] Additionally, some of these websites have also implemented measures to make ads more relevant to users by allowing users to vote on which ones will be shown on pages they frequent.[64] The ability to redirect large volumes of web traffic and target specific, relevant audiences makes social bookmarking sites a valuable asset for social media marketers.
On your smartphone, open up the Facebook app. Go to your Page and click on “Publish” as if you were going to write a new post, then select the “Live Video” option. Before you enter any information, go ahead and check the privacy settings. Under the description, you’ll see a choice to broadcast to the public, just your friends, or only yourself. If you’re testing out Facebook Live for the first time, we suggest using “only me” to ensure your live stream doesn’t show up on your News Feed.
Finally, be active. The best way to gain Page likes is to build an engaging community. Post helpful or entertaining content that your followers will want to like and share. Respond to messages quickly and interact with comments on your posts. Have you ever noticed some Pages have a green badge saying they’re “very responsive to messages”? If you’ve received a 90% response rate and an average response time of under 15 minutes over the last seven days, you too can earn this badge.

You also need to consider the value of the lead. I don’t know if in this case each lead has the same value or a variable value. You’ll want to make sure you understand the true value of a conversion though. 25 conversions is almost certainly going to be worth more than 5 conversions (unless the value of these 5 conversions was worth more than the value of the 25 conversions!)


Twitter allows companies to promote their products in short messages known as tweets limited to 140 characters which appear on followers' Home timelines.[33] Tweets can contain text, Hashtag, photo, video, Animated GIF, Emoji, or links to the product's website and other social media profiles, etc.[34] Twitter is also used by companies to provide customer service.[35] Some companies make support available 24/7 and answer promptly, thus improving brand loyalty and appreciation.
Membership was initially restricted to students of Harvard College. Within a month, more than half the undergraduates had registered.[36] Dustin Moskovitz, Andrew McCollum, and Chris Hughes joined Zuckerberg to help manage the growth of the website.[37] In March 2004, Facebook expanded to Columbia, Stanford and Yale.[38] and then to all Ivy League colleges, Boston University, New York University, MIT, and successively most universities in the United States and Canada.[39][40]
Though you said you have not been tracking conversions to date, it sounds like you have some idea of the average number of leads/month. We’ll call a lead a conversion for purposes of this conversation. I would use your average number of leads as a rough estimate to establish your current baseline conversion rate. In your case, conversion rate = Total Number of inquiries / Number of Unique Website Visitors * 100. (If your leads are not coming from website visitors, then you need to establish where they are coming from and how many per/mo.
In many countries the social networking sites and mobile apps have been blocked temporarily or permanently, including China,[303] Iran,[304] Syria,[305] and North Korea. In May 2018, the government of Papua New Guinea announced that it would ban Facebook for a month while it considered the impact of the website on the country, though no ban has since occurred.[306]
Form-Scraping Tool: A form scraping tool that collects submissions on your website's existing forms helps you automatically consolidate all your leads into your contact database, regardless of which form visitors submitted on your website. HubSpot customers can create and embed forms using HubSpot, which automatically populate into your CMS. Non-HubSpot customers can use a form creation tool like Contact Form 7, JetPack, or Google Forms, and then use HubSpot's free collected forms feature to automatically capture form submissions and input them to a contact database.

You also need to consider the value of the lead. I don’t know if in this case each lead has the same value or a variable value. You’ll want to make sure you understand the true value of a conversion though. 25 conversions is almost certainly going to be worth more than 5 conversions (unless the value of these 5 conversions was worth more than the value of the 25 conversions!)


Users outside of the US and Canada contract with Facebook's Irish subsidiary "Facebook Ireland Limited". This allows Facebook to avoid US taxes for all users in Europe, Asia, Australia, Africa and South America. Facebook is making use of the Double Irish arrangement which allows it to pay just about 2–3% corporation tax on all international revenue.[189] In 2010, Facebook opened its fourth office, in Hyderabad[190][191][192] and the first in Asia.[193]
If you need to create a list, you can do it by creating a query and choosing the save results as list option. The list select screen allows you to view the leads in the list or to delete the list or to start the conversion process. If you delete the list, it will not delete the underlying leads, it will merely remove the list. To begin the conversion process, click on the list name. This will take you to the conversion options page, as shown below:
Time wasted on unqualified leads is the No.1 factor that can affect your sales success, because not everyone is a prime prospect for your products or services. You can be “busy” all day talking to people, but you won’t make sales unless you concentrate on qualified prospects, rather than offering your product or service to people who are unreceptive, not ready for, cannot pay for and are disinterested in what you’re offering. You qualify your leads by offering very specific propositions to ensure that the people who respond to your marketing approaches are only those who have the desire, the capacity and the motivation to buy your product or service.
Gone are the days that a marketer only relied on outbound techniques like trade shows, cold calling, and advertisements to get leads. Today’s buyer is in control. According to Forrester, buyers seek out three pieces of content about a vendor for every one piece sent by a marketer, and for every one piece sent by sales.  Because of buyer self-education, your job as a marketer is to be heard through the noise and come up with new ways for leads to find you. To be a marketer in today’s world, you need a solid grasp of inbound in order to truly amplify your lead generation impact.
These posts can be one or more of the following: images, photo sets, animated GIFs, video, audio, and text posts. For the users to differentiate the promoted posts to the regular users' posts, the promoted posts have a dollar symbol on the corner. On May 6, 2014, Tumblr announced customization and theming on mobile apps for brands to advertise.[72]
Facebook provides a development platform for many social gaming, communication, feedback, review, and other applications related to online activities. This platform spawned many businesses and added thousands of jobs to the global economy. Zynga Inc., a leader in social gaming, is an example of such a businesses. An econometric analysis found that Facebook's app development platform added more than 182,000 jobs in the U.S. economy in 2011. The total economic value of the added employment was about $12 billion.[490]

The “Interests” section is a great way to uncover industry and competitor information. You can add general interests or the names of specific Pages. However, be warned that not every Page will be available to analyze if they do not have a substantial number of likes. In the example below, I’m choosing to analyze women in the United States between the ages of 18 and 35 who are interested in yoga and the apparel company Lululemon Athletica.
In February 2008, a Facebook group called "One Million Voices Against FARC" organized an event in which hundreds of thousands of Colombians marched in protest against the Revolutionary Armed Forces of Colombia (FARC).[511] In August 2010, one of North Korea's official government websites and the country's official news agency, Uriminzokkiri, joined Facebook.[512]
The code of ethics that is affiliated with traditional marketing can also be applied to social media. However, with social media being so personal and international, there is another list of complications and challenges that come along with being ethical online. With the invention of social media, the marketer no longer has to focus solely on the basic demographics and psychographics given from television and magazines, but now they can see what consumers like to hear from advertisers, how they engage online, and what their needs and wants are.[101] The general concept of being ethical while marking on social network sites is to be honest with the intentions of the campaign, avoid false advertising, be aware of user privacy conditions (which means not using consumers' private information for gain), respect the dignity of persons in the shared online community, and claim responsibility for any mistakes or mishaps that are results of your marketing campaign.[102] Most social network marketers use websites like Facebook and MySpace to try to drive traffic to another website.[103] While it is ethical to use social networking websites to spread a message to people who are genuinely interested, many people game the system with auto-friend adding programs and spam messages and bulletins. Social networking websites are becoming wise to these practices, however, and are effectively weeding out and banning offenders.
Apple's iPhone 5c: Created a Tumblr page, labeling it "Every color has a story" with the website name: "ISee5c". As soon as you visit the website, the page is covered with different colors representing the iPhone 5c phone colors and case colors. When you click on one of the colored section, a 15-second video plays a song and "showcases the dots featured on the rear of the iPhone 5c official cases and on the iOS 7 dynamic wallpapers...",[74] concluding with words that are related to the video's theme.
Sponsored radar – Radar picks up exceptional posts from the whole Tumblr community based on their originality and creativity. It is placed on the right side next to the Dashboard, and it typically earns 120 million daily impressions. Sponsored radar allows advertisers to place their posts there to have an opportunity to earn new followers, reblogs, and likes.
Display ads are typically highly targeted to different demographic or behavioral actions. You can select where you want the ads to be seen by choosing an online publication that you feel is a place where your leads spend time, or you can also leverage re-targeter ads that can cookie a lead that views your site. With re-targeter ads, once a person gets cookied, your ads appear on other sites that he or she visits afterwards. Through online ads you can reach more of your target audience, educate potential prospects, and drive leads. Display ads also serve a purpose at every stage in the funnel—building brand and audience at Top of Funnel, educating and helping evaluation at Mid-Funnel, and increasing conversions at Bottom of Funnel.  

To change your cover photo in the future, hover your mouse over the white camera in the lower right corner of your cover photo and select “Change Cover.” It’s also a good idea to include a sentence of text and a link in the description if you are promoting a specific campaign in your imagery. That way, if your cover photo highlights a new parka, they can seamlessly jump to your winter product line to buy.
In May 2014, Instagram had over 200 million users. The user engagement rate of Instagram was 15 times higher than of Facebook and 25 times higher than that of Twitter.[50] According to Scott Galloway, the founder of L2 and a professor of marketing at New York University's Stern School of Business, latest studies estimate that 93% of prestige brands have an active presence on Instagram and include it in their marketing mix.[51] When it comes to brands and businesses, Instagram's goal is to help companies to reach their respective audiences through captivating imagery in a rich, visual environment.[52] Moreover, Instagram provides a platform where user and company can communicate publicly and directly, making itself an ideal platform for companies to connect with their current and potential customers.[53] 

Whether you are hosting a small private function, a large-scale international tradeshow, or an executive-level webinar, event marketing needs to be an integral part of the lead generation mix. After all, events are a critical component of an outbound marketing strategy. Essentially, events offer you the chance to define your brand, clarify the solutions you provide, and establish personal connections with participants. And while they provide you with an invaluable opportunity to engage with prospects and customers, events also give attendees the chance to interact with each other. As every marketer knows, there is no better advertising than the direct words of a satisfied customer. Events also provide a venue to deliver speeches and content that convey your company’s thought leadership and raise your perception in the eyes of buyers.  Compared to other marketing tactics, events are more likely to quickly turn a prospect into a strong lead. As a lively, interactive, educational forum, events position your business as a trusted leader in a field of many.
With Pay-per-Click (PPC ) ads you pay for each click on your ad which is displayed on a search engine such as Google, Yahoo, or Bing, or on a website. For PPC on search engines, your ads show up as sponsored results on the top and side of the organic search terms. PPC ads are a terrific way to draw attention to your latest content or service offerings. They are also highly targeted so they can generate very high quality leads.  Advertisers bid on keyword phrases relevant to their target markets and your ads will display when a keyword query matches your chosen keyword list.
Wonderful article! I am developing a financial dashboard for my company. We are an architectural firm with proposals that range from $1500 to $100,000. I have been calculating our conversion rate by $$$ and not my the quantity. I did this because of the severity of the range in figures. We might write 25 proposals for $1500-$15,000 and one for $100,000 in a month. I am tracking all proposals by year they are written to when contracts are accepted in the year and using the dollar figures of $$$accepted/$$$total proposals.
Facebook used the Onavo Protect virtual private network (VPN) app to collect information on users' web traffic and app usage. This allowed Facebook to monitor its competitors' performance.[372][373][374] Media outlets classified Onavo Protect as spyware.[375][376][377] In August 2018, Facebook removed the app in response to pressure from Apple, who asserted that it violated their guidelines.[378][379]
The self-directed buyer’s shields are up, and they are ignoring your messages. Developing a relationship to cut through the noise is critical.  Not all leads that go to sales are ready to buy, so you have to make sure that you have in place a solid lead nurturing strategy to continue to build awareness and affinity for your brand while your prospect is self-educating. Through paying attention to your MOFU efforts through tactics such as lead nurturing, you can continue to have a relevant conversation with prospects long after your lead generation efforts.
Facebook Live video is, not surprisingly, video broadcast live on Facebook. It can be a great way to interact with followers, or give them a behind-the-scenes look at your company, your product, or the personalities behind your brand. It’s also a great format to share announcements in real time, like this announcement of the Game of Thrones Live Concert Experience tour.
The options screen gives you the ability to create a new account for this lead or to map the lead to an existing account. The system will find Accounts with names that are similar to the company name associated with the lead, and give you a list of accounts that the lead might be linked to. You can also control whether the conversion process will also create a contact or opportunity for the lead. If you choose to create an opportunity, you can set the name of the opportunity and the initial stage to be set on the new opportunity.
Facebook provides a development platform for many social gaming, communication, feedback, review, and other applications related to online activities. This platform spawned many businesses and added thousands of jobs to the global economy. Zynga Inc., a leader in social gaming, is an example of such a businesses. An econometric analysis found that Facebook's app development platform added more than 182,000 jobs in the U.S. economy in 2011. The total economic value of the added employment was about $12 billion.[490]
Facebook Live video is, not surprisingly, video broadcast live on Facebook. It can be a great way to interact with followers, or give them a behind-the-scenes look at your company, your product, or the personalities behind your brand. It’s also a great format to share announcements in real time, like this announcement of the Game of Thrones Live Concert Experience tour.

Facebook joined Alliance for Affordable Internet (A4AI) in October, as it launched. The A4AI is a coalition of public and private organizations that includes Google, Intel and Microsoft. Led by Sir Tim Berners-Lee, the A4AI seeks to make Internet access more affordable to ease access in the developing world.[96] On October 13, Facebook acquired Onavo, an Israeli mobile web analytics company.[97][98] Standard & Poor's added Facebook to its S&P 500 index on December 21.[99]
This practice has been criticized by those who believe people should be able to opt-out of involuntary data collection. Additionally, while Facebook users have the ability to download and inspect the data they provide to the site, data from the user's "shadow profile" is not included, and non-users of Facebook do not have access to this tool regardless. The company has also been unclear whether or not it is possible for a person to revoke Facebook's access to their "shadow profile."[350]
This involves tracking the volume of visits, leads, and customers to a website from the individual social channel. Google Analytics[110] is a free tool that shows the behavior and other information, such as demographics and device type used, of website visitors from social networks. This and other commercial offers can aid marketers in choosing the most effective social networks and social media marketing activities.
Then, for simplicity’s sake, take the values that you pulled and sort them into buckets. For instance, if total units in subdivisions always falls between 10 and 200, then make a bucket for 0-50, 50-100, 100-150, 150-200. Each value needs to have the same number of buckets, and they need to be in order from worst to best. In this case bucket 1 is “0-50,” and bucket 4 is “150-200.”
The first step to giving your Facebook Page an identity is adding a profile picture. This will serve as the primary visual for your Page, appearing in search results and alongside any of your content that shows up in a user’s News Feed. Most publishers suggest creating a photo that’s 180 x 180 pixels, however increasing this slightly will help maintain quality. If you don’t upload an image that is already square, you’ll be prompted to crop.
In February 2014, Facebook expanded the gender setting, adding a custom input field that allows users to choose from a wide range of gender identities. Users can also set which set of gender-specific pronoun should be used in reference to them throughout the site.[229][230][231] In May 2014, Facebook introduced a feature to allow users to ask for information not disclosed by other users on their profiles. If a user does not provide key information, such as location, hometown, or relationship status, other users can use a new "ask" button to send a message asking about that item to the user in a single click.[232][233]
Economists have noted that Facebook offers many non-rivalrous services that benefit as many users as are interested without forcing users to compete with each other. By contrast, most goods are available to a limited number of users. E.g., if one user buys a phone, no other user can by that phone. Three areas add the most economic impact: platform competition, the market place and user behavior data.[488]
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