Social Selling: How To Use Social Media For Lead Generation

By Lee Ho, Director of Digital Marketing Communications, Avaya

Attracting and retaining customers today is all about giving them more choices for when and how to interact with you. With more engagement channels today than ever, omni-channel communication must be completely integrated into every strategy for customer access.

This is true for all parts of the sales funnel, including lead generation. With about three quarters of the U.S. population now on social media, social selling has become an important part of the mix for generating customer interest and turning that interest into a sale.

Social selling is essentially using social media to identify and build relationships with prospects and customers. When used right, social media can be a place to learn about customer issues, collaborate on business cases and offer examples of how you have worked with similar companies to solve similar issues. This can all be done from the sofa before some of your peers, who take a more traditional approach, have even walked out their front doors.

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