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Социальные сети и генерация лидов



Обновлено:

В продолжение нашего предыдущего разговора, хотелось бы поговорить о том как можно генерировать потенциальных клиентов через конкурсы в социальных сетях.

social_email

Проблема с социальными сетями заключается в том, что вы ими не владеете. Держатели акций Facebook, Twitter и Instagram владеют сетями, а вы нет. При выстраивании стратегии работы в социальных медиа от этого и нужно отталкиваться. Формирование сообщества в социальных медиа довольно запутанно и здесь приходится играть на чужом поле. И каждый раз когда меняются правила игры в социальных сетях, ваш поиск потенциальных клиентов, генерация трафика и продажи могут упасть настолько стремительно, насколько это возможно. По сути они могут вас уничтожить, не задавая вопросов.

Поэтому пользоваться преимуществами социальных сетей допустимо, но недопустимо ставить их во главу угла. Социальные сети надо использовать в связке с email. Даже Facebook использует email для оповещений – у них свыше 100 email нотификаций.

Используйте социальные медиа, но не полагайтесь на них

— Если ваша бизнес модель предполагает построение сообщества, вам не следует слепо полагаться исключительно на социальные сети

— Если ваша бизнес модель предлагает продажу товаров потребителям, вам захочется найти кратчайший путь, чтобы достучаться до них.

В бизнесе этим все еще заправляет email. Email адреса всегда остаются с вами. Вы должны работать над тем, чтобы заполучить как можно больше потенциальных клиентов в вашем списке email контактов, которых можно конвертировать в платежеспособных клиентов.

Давайте разберемся как можно интегрировать социальные медиа и email маркетинг:   

Превращайте фанов страницы в подписчиков при помощи викторин

Викторины и лотереи – прекрасный способ мотивировать людей подписаться на рассылку и превратить фанов страницы в подписчиков. Условием участия в таких розыгрышах является предоставления своих имени и электронного адреса.   social-media-and-email-1  Этот магазин игрушек каждые выходные проводит конкурсы для детей и их родителей, зарегистрированных на Facebook.

Давайте рассмотрим какой тип промо акции для чего подходит.    

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Используйте розыгрыши для сбора адресов и генерации лидов

Розыгрыши – это акции, основанные на факторе случайности, когда один или несколько счастливчиков могут выиграть. Поскольку порог участия низок, такие мероприятия прекрасно подходят для лидогенерации.

Основываясь на том, какие есть условия участия, ниже приведены разные виды розыгрыши:

  • Лотереи – участие начинается одним кликом. Участникам просто необходимо оставить их контактные детали
  • Опрос – для участия нужно ответить на предлагаемый вопрос. Участником нужно сказать свое мнение, чтобы вы могли получше узнать о них.
  • Блиц опрос – для победы необходимо правильно ответить на вопрос. Это стимулирует участников как можно больше узнать о вашей компании.

Согласно данным платформы для проведения конкурсов Antavo 46% тех, кто участвует в розыгрышах, выбирают блиц-опросы social-media-and-email-2 Эта компания использует опросы для сбора электронных адресов.   Некоторые подсказки для проведения розыгрышей:

  • Предлагайте несколько призов с небольшой стоимостью

Логика заключается в следующем: чем дороже приз, тем больше сомнений у участников в том, что они могут выиграть. Чем проще призы, тем охотнее участвуют в конкурсах.

  • Грамотно подбирайте призы.

Выбор приза – это очень тонкий момент. Он должен как то перекликаться с вашим бизнесом. Лучше всего, если это будут продукт или предоставляемые вами услуги. Никогда не дарите iPhone если вы не Apple.

  •  Всегда стимулируйте пользователей делиться с друзьями

Мотивируйте людей распространять слух о вашем конкурсе. Например, давайте дополнительные бонусы за приглашения друзей. Вы не получите вирусного охвата, если не будете использовать подобные приемы. Почему это работает? Никто бы не  хотел понизить свои шансы на выигрыш, не пригласив друзей. social-media-and-email-3   Используйте конкурсы для усиления взаимодействия. Конкурсы основываются на действиях участников. Фаны и подписчики приглашаются загрузить фото, написать комментарий. Участники будут просить друзей проголосовать за комментарий, загруженное изображение или видео. Существуют различные виды конкурсов: 

  1. Фото конкурс – участники должны загрузить тематическое фото и попросить друзей проголосовать
  2. Эссе конкурс – участники должны делиться своими историями и попросить друзей проголосовать
  3. Видео конкурс – данный конкурс с наибольшей степенью взаимодействия, поскольку участникам нужно много работать с видео. Принцип конкурса, такой же как и в фотоконкурсе.
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social-media-and-email-4   Подсказки для конкурсов:

  •  Победитель никогда не должен определяться большинством голосов.

Такой способ определения победившего всегда демотивирует большинство участников. Победитель должен определяться случайно среди нескольких лидеров.

  •  Выбирайте дополнительного победителя

Если вы хотите достичь вирусности, выбирайте победителя среди голосовавших

  • Конкурс должен работать на мобильных устройствах

Это особенно важно в фотоконкурсах, поскольку именно телефонами делается большинство фотографий для фотоконкурсов.

Обратная связь между взаимодействием и генерацией лидов

— Вы можете генерировать огромное множество адресов, если участие в конкурсе несложное. Если участие в конкурсе несложное, уровень взаимодействия снижается. — Если участие в конкурсе предполагает создание контента, то в таком случае порог для начала участия повышается и соответственно повышается уровень взаимодействия. Хотя в таком случае вы получите меньше email адресов.

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