With more than one billion monthly active users on Facebook, and over 230 million monthly active users on Twitter, you likely already recognize the enormous potential social media offers for getting your name out there, spreading your content and drawing more people to your site. http://1096850.jointalkfusion.com/overview.asp

1. A Publication of Scalable Social Media
Social Prospecting
Using Top Social Networking Sites to Find Your Next Lead Source

2. TABLE OF CONTENTS
1. What is Social Prospecting?
2. Facebook
3. Twitter
4. LinkedIn
5. Pinterest
6. Google+
7. Social Prospecting Check Lists
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3. With more than one billion monthly active users on
Facebook, and over 230 million monthly active users
on Twitter, you likely already recognize the
enormous potential social media offers for getting
your name out there, spreading your content and
drawing more people to your site.
You’re likely already engaging your existing fans and
followers, but what about the people out there who could really use your
products or services, but don’t even know you exist?
That’s where social prospecting comes in. It’s
the art of searching the social web for your
potential prospects, engaging them and
drawing them to your site where your
amazing content and landing pages will
convert them into leads.
About This Workbook
You’re about to learn how to find and engage people in a truly social way in
order to generate leads for your business.
We’ll share the quickest ways to find potential customers on Twitter, Facebook,
LinkedIn, Pinterest, and Google+.
You’ll need:
• A social profile for each network you want to use for prospecting.
• Knowledge of which keyword phrases that people use to find you on search.
• Content (blog posts, videos, Slideshare presentations, ebooks, etc.) related
to those keyword phrases.
What is Social Prospecting?
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4. Get Started:
1. Write down the top three keyword phrases that people use to find you on
search.
2. Sign in to Facebook and type your search queries into Graph Search and
see what comes up.
3. Identify three pages your potential leads Might Like and “Like” them.
4. Identify three groups your prospects could be in & join them.
Take Action (20-30 minutes a few times
A week):
• Acting as yourself - Join conversations
in groups where you can offer help in
the form of a comment or by sharing
content you’ve written. For every
comment where you share your content,
add two more without sharing content – or share someone else’s (10
minutes).
• Acting as your page or yourself – Like and comment on relevant page
content (5 minutes). Acting as yourself - Ask questions in groups to engage
others. Where helpful, reply with links to your content (5 minutes).
Pro Tips:
• Don’t try to save time by simply dropping in on groups and sharing links to
your content. It’s a good way to get kicked out. Instead, strive to be truly
helpful with no thought of immediate gain. That kind of good citizenship
gets rewarded over time.
• Don’t share links to your own content on other people’s pages. It’s like
showing up at a rival restaurant and taping your own advertisement to their
door.
Facebook
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5. Get Started:
Write down the top three keyword phrases that describe your ideal customer.
Remember, everything is shorter on Twitter, keep your search phrases brief.
Log in to Twitter and type in your keywords and hashtags using any
combination you would like. Mix and match (hashtags and no hashtag) for the
best variety.
Twitter has a of couple options to sort
your search results. It automatically
displays “Top” results. Just to the left of
your search results, click “People” to
See only other profiles, not tweets, that
Match your search.
Based on their profiles, identify five
Twitter users that could be potential
leads for your business. Then follow
them!
To stay organized, add the users to
appropriate lists. If the list is public,
each user will see the name of the list
you’re adding them to, so keep it
complimentary (“top nutritionists”).
Better yet, make the list private.
Pro Tip: Always use a person’s name
when you interact. It takes an extra
second to find it, but is so much more
personal!
Twitter
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6. Take Action (20-30 minutes/week):
Start engaging with list members:
• Retweet some of the content they’ve
shared on Twitter if what they shared is relevant to your industry
(these will appear to your followers). (1-5 minutes).
• Click “Favorite” for tweets relevant to your industry or tweets you
appreciate for being interesting or funny (these will not appear to
your followers). (1-5 minutes).
• If you have an answer or opinion, respond to any questions they
may have tweeted, whether directly related to your work or not (5
minutes).
• Have a question for one of them? Ask directly to start building a
rapport (5 minutes).
• Keep building your lists (5 minutes).
Twitter
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7. LinkedIn
Sign in to LinkedIn. To the left of
The top search bar, select “Groups”
From the drop-down icon menu,
which will allow you to search all
LinkedIn groups. Enter a search term
that you think might apply to your
prospects.
For example, if you have a software
program designed to help physicians to keep better track of patient care, search
for physician groups. You might find one focused on better patient care, record-
keeping, etc.
Take Action (25 minutes/week):
• Join conversations in the group where you can add value with your comments
or content* (10 minutes).
• Like content that others are sharing in the group (5 minutes).
• Share your own content* and pose your own questions to the group (5
minutes).
• Follow group members you feel might be good prospects and comment and
like their updates on your feed (5 minutes).
Pro Tip:
Be sure to read group rules before posting your own content. In an effort to
discourage shameless self-promotion, some only allow you to share the content of
others.
If you develop a rapport with someone in a group, invite them to connect with
you.
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8. Pinterest
Search (with a hashtag) for
pinners pinning content like
yours. Follow some of these
pinners.
Use the left-hand menu of the
Pinterest search bar to drill down
into specific industries that could
be a good fit for you. For instance, if you sell software for designing closets, look
in the Home Décor or the Design category for pins to repin, like or comment on,
and for pinners to follow.
Don’t forget your existing advocates on Pinterest! See who pins content from
your own site by going to http://Pinterest.com/source/yourwebsiteURL. Like the
pin, consider a “thank you” comment and follow them if you like. Remember, you
don’t have to follow all their boards. Limit follows to those which are relevant.
Take Action (15 minutes twice a week):
• Re-pin, like or comment on any relevant content that your prospects are
posting (5 minutes).
• Check to see who is pinning your website content and evaluate them as a
prospect (5 minutes). Follow their boards, if
desired, connect on other platforms.
• Share relevant content from your prospect’s
websites. Make sure to tag their username
(with @) so they’ll know. (5 minutes).
Pro Tip:
Follow group boards likely to be curated by your prospects. If you get invited to
pin or can request an invite, do it! Just make sure to be helpful, not promotional.
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9. Google+
To find users who might be good prospects, join some relevant
communities. If you run a restaurant supply company in Wilmington, NC
for instance, you would look for groups that would attract local restaurant
owners.
Just hover over “Home” and click on “Communities”. Then search by
keyword. For smaller cities like Wilmington, a search for Wilmington, NC
will likely pull up any groups that might appeal to your target audience of
restaurant owners (for example).
Take Action (15 minutes twice a week):
• Circle potential prospects* (5 minutes).
• Comment on, share and +1 their content (10 minutes).
• Tag users in your posts, if there is good reason to do so, but it can also
be annoying and cause people to mute you – meaning you’ll never get
through to them again (in conjunction with regular updates).
*If you’re using a page on Google+ (as opposed to a personal account), you
can only circle those who have first circled you.
Pro Tip:
When you circle people, only you know the name of the circle, so make them
useful, and don’t worry about people knowing how you’ve classified them. Get
more from our blog.
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10. Facebook
10 From your personal account - Join
conversations in groups where you can offer
help in the form of a comment or by sharing
content you’ve written. For every comment
where you share your content, add two more
without sharing content – or share someone
else’s.
5 As your page - Like and comment on content on
pages that is relevant to your industry.
5 From your personal account – Like and
comment on relevant page content.
Social Prospecting Check List
It’s time to get going – and keep going! If you’re a person who works best
with a to-do list, why not print these pages out now. We’ve supplied
suggested time allotments and tasks, and you can choose to engage on all
platform or just your favorites.
Completing the tasks several times per week is going to be more effective
than just completing them once a week, so if you are pressed for time, start
out with just your best platforms and really give it your best effort.
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11. LinkedIn
10 Join conversations in the group where you can
add value with your comments or content.
5 Like content that others are sharing in your
groups.
5 Share your own content and pose your own
questions to your groups.
5 Follow group members and comment and like
their updates.
Social Prospecting Check List
Twitter
1-5 Retweet some relevant content your list
members and others have shared on Twitter.
1-5 Favorite relevant tweets or tweets you
appreciate for being interesting or funny.
5 If you have an answer or opinion, respond to
any questions your lists members may have
tweeted.
5 Have a question for one of them? Ask them
directly.
5 Keep building your lists.
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12. Google+
10 Join conversations in the group where you can
add value with your comments or content.
5 Like content that others are sharing in your
groups.
5 Share your own content and pose your own
questions to your groups.
5 Follow group members and comment and like
their updates.
Social Prospecting Check List
Pinterest
5 Re-pin, like or comment on any relevant
content that your prospects are posting.
5 See who is pinning from your site
(pinterest.com/source/yourURL) and evaluate
them as a prospect.
5 Share relevant content from your prospect’s
websites. Make sure to tag their username
(with @) so they’ll know what you’ve done.
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13. Make Sense of the Numbers and Track Your Progress Every Month
Get our 25-page eBook, which includes:
• An overview of each important marketing metric for your
website, blog, SEO, email, social media and more.
• What you should be looking for in each number.
• How to improve your results for each and every metric.
• Easy to use and share with your team.
• Take the mystery out of those numbers - find out how well you
or your marketing agency are really doing with your online
marketing.
Get it Now!
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Wondering If It’s Working?
You might start to wonder if all your hard work is really paying off. No
need to guess – find out with our free guide.