A sales or marketing funnel always has some holes – most leads drop out before they convert. However, that doesn’t mean they’re gone forever. The key is to have backup plans to help catch the leads that fall through the funnel.
Why do they fall through? It may be that your product is useful, but the timing isn’t right. The lead may have forgotten your company’s name or forgotten your value proposition (as strong as it was). They may not have had the budget for it. Whatever the reason, things change, and what may not have held great value last month may be necessary now.
Socedo recognized this need and added the capability for users to engage with existing leads that need an extra push, just like the leads we discover based on your search criteria.
Socedo customers can now create accounts that are not based on conversational or bio keywords at all. Instead, you can upload and/or Twitter handles from a CSV (Excel) file and engage with them on Twitter, giving an extra sales touch that may be exactly what they need to become a customer.
How does it Work?
Simply upload a list of email addresses or Twitter handles to a new Socedo account. If your leads are active on Twitter, they’ll automatically become discovered leads, ready to approve. When you approve leads, we’ll put you back on their radar by following them. If they follow you back, we’ll send a personalized Direct Message, helping you start (or resurrect) a conversation.
As with other Socedo leads, we’ll also save valuable information about each lead that follows you, from their title on LinkedIn to the size of the company they work for. You’ll be able to export all of this information to use for analysis or further nurturing efforts. The more you know about each lead, the better your sales team can provide useful information they find valuable. But connecting on Twitter is just the beginning.
What to do with Uploaded Leads
When leads follow you on Twitter, you can also gain insight to their LinkedIn profile, providing a great opportunity to reconnect. If a lead was interested in your product, only to cease all communications, they may have recently changed jobs. This is your chance to revitalize that relationship and communicate your value to the lead’s new organization.
When you build that personal relationship with a customer, they’ll keep you in mind from organization to organization, building your word-of-mouth credibility, which is one of the best way to bring in sales.
Start a Conversation
The leads you upload to Socedo may be from your email list or stack of dusty business cards sitting on your desk. They have heard of you, but it may have been a while. When they enter your list of discovered leads and get approved, make sure the Direct Messages you send are more personal and targeted than the ones you use for your regular account.
For instance, with new Socedo leads we usually recommend pointing them straight to an offer for a free trial or introductory piece of content. For existing leads, a good strategy may be to share a piece of in-depth or behind-the-scenes content that show the real potential of your product or organization.
Another strategy for cold leads is simply to start a conversation. If you have a relatively small list of leads, try asking a leading question relating to how you gained their email address (if from a conference, ask if they’ve gone to any good ones lately) or what segment of your email list they’re in (if they downloaded a whitepaper, as something specific to your industry or a current industry fad).
If you find that your list of discovered leads is too large for personally answering every question and nurturing every lead, share a specific piece of content or blog post that provides a behind-the-scenes look at your product. These pieces of content assume that the audience already knows who you are and what you do, but reminds old leads of the value you offer. It’s a great way to warm up cold leads.
Re-Engage With Your Email List
Email lists need some nurturing, especially in the past few years. Inboxes are getting crowded, and more and more people are simply deleting every non-personal email without taking a second look. Take back their attention by following them. They’ll be glad you showed interest, and will likely engage with you on social media.
An extra personal touch is always appreciated online, and integrating email with social media is a great way to stay top-of-mind for your customers.
Find New Influencers and Content
Whether you want to start a conversation, gather information, or discover new influencers, Socedo can help flesh out your list of contacts. Request a trial today, and let us know you want to create a Socedo upload account. Let’s optimize your leads and plug the holes in your sales funnel together.