Social Networks for Business: Turning Contacts Into Leads

I am sure that by now you have perfected your “about me” and “profile” pages on all of your social networks.  You have opened yourself to networking outside of your known circle and you are sending personal notes when you extend or accept invitation.  Your network of contacts has grown from hundreds to thousands of business professionals.

During this process you may have noticed that a large number of both corporate and private recruiters are looking to connect.  Recruiters are by nature active networkers.  They understand that they may meet the next great hire directly or indirectly through their network. Recruiters are experts at turning their contacts in leads.

So how do you do this?  I recommend three easy steps:

1.  Open a conversation with each of your contacts.  As I previously mentioned I respond to each invitation with a personal message.  I do have a form message that I personalize based on the profile of the individual.  I do the same with invitations.  I share what I do and what I am looking for.  I always ask for the business.  I am networking to grown my business.

2. Have “free” items available.  White papers, links to your blogs or anything that will share your expertise with the potential lead.  This is a validation process for them.

3. Set telephone calls to follow up individually.  I may spend 4-5 hours a week networking on line, but I spend an additional 8-9 hours in follow up calls and sending out information to prospective clients.

LinkedIn has added discussion functions to each of its groups.  You can send out a question or even a specific job request to the group.  This is also an excellent place for you to answer questions and position yourself as the expert in a specific area.  If in responding to a question you see an opportunity to ask for the business I often choose a “private reply” versus and open posting.  This allows me to contact the individual directly and share with them the benefits of my company and how I can assist them with their specific question or need.

Ready to jump offline and add an in person social networking option?  I recommend BNI . BNI offers everyone an opportunity to grow their business through referrals.  I use BNI to supplement by Facebook and LinkedIn communities and increase my local area leads.

Careful feeding, watering and farming of your contacts can turn your social network contacts in leads and revenue for your business.