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Internet marketers are always looking for new or inventive ways to generate leads from social media. It makes sense why they would – Facebook has over 700 million members, from all walks of life, jobs, and interests. If you have something to sell, someone on Facebook is looking to buy it. Twitter and LinkedIn are very similar but on a smaller scale. Today, I’m going to share three great tips that I’ve created after working with many different types of business to help them do lead generation in social media. If you’ve stumbled upon your own tips or have other ideas about doing lead generation on these networks, please feel free to share them in the comments!

One of the key mistakes that I see B2B marketers making over and over again with their social media offers is that they treat them exactly the same as an offer on their website, with the same language. Now, in either location it’s very important to be very clear in your call to action and offer so that visitors understand what they are seeing or getting. However, it’s even more important to do this perfectly in social media, where your visitor doesn’t have the context of having seen your website yet. Make sure that your call to action on Facebook or Twitter states exactly what they’re going to get in the offer (An eBook? A recorded webinar? A 7-day trial?) The more clear this is, the more likely it is that a reader will respond positively – They will know what they are getting before they click on the link, and you’ll generate more leads.

Another very common mistake that many marketers make when getting started with social media is they take their one offer that’s done with their website and just put it all over their social media presence, and never try anything else. When the offer doesn’t produce great results though, or drops off after a few weeks, they may get discouraged and think, “This isn’t working” or “Social media isn’t for us.” That’s usually far from the truth though – They just haven’t tried any other offers yet. If you’ve tried one ebook offer and only gotten so-so results, try out a recorded webinar, whitepaper, or other items depending on what you have available. Oftentimes, varied audiences will respond to different offers and surprise you. Just because an offer is underperforming in one area or section doesn’t mean that it’s universally bad – It’s just looking for a new audience. Try out all of your offers, rotate through them, and see what works best for you.

Finally, don’t be afraid to include a call to action or offer anywhere that you can. When someone arrives at your Facebook page and they don’t Like you yet, invite them to Like you via an image. Afterwards, show them an offer or form to convert on. It’s the perfect time – You’ve already established that they are interested in you and want to learn more and engage. Start collecting email addresses or whatever other critical data you need to help you qualify leads and send them to your sales team. Don’t be shy to remind people that while you want to engage and be friends and build a community, you’re also a business and you want to find out if any of them are interested in your products. By making it easy for people to become a lead and providing good offers, you’re sure to see your leads from social media increase dramatically.

I hope this was helpful to you all. If you have any other tips or success stories using the above, please feel free to share them!