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Social Media Lead Generation Just Got Fun

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I think a lot of folks have given up on social media lead generation. I get it, it’s not as easy as it used to be. You’re going to have to put in a little more digital elbow grease. And in this article, I’m going to give you some practical tips for generating leads on social media.

I sat down with small business expert Brian Moran and he shared some awesome ways to take your social media beyond bland engagement and turn it into a relationship builder and sales driver.

Brian’s tips are a must for any entrepreneur looking to get the most out of their social media lead generation. Here are his top tips:

  • Engage with Your Audience: Comment, message and post with your followers. This isn’t just about answering questions; it’s about starting conversations and showing you care about their opinions and needs. Think of it as building a community not just gaining followers.
  • Share Valuable Content: Your social media should be more than just a sales pitch. Share content that educates, entertains or solves problems for your audience. This shows your expertise and builds trust. Whether it’s a quick tip, an article or a behind the scenes look at your business, make sure it adds value.
  • Use Call to Actions (CTAs): Don’t be afraid to ask your audience to take action. Whether it’s visiting your website, signing up for a newsletter or making a purchase, clear and concise CTAs tell your followers what to do next. Make it easy for them to take the next step.
  • Leverage Analytics: Keep an eye on your social media metrics. Knowing what works and what doesn’t allows you to refine your strategy and focus on what truly engages your audience. Tools like Google Analytics and social media insights can give you valuable information about your audience’s behavior.
  • Consistent Branding: Consistency is key in branding. Make sure your brand voice, visuals and messaging are the same across all platforms. This not only builds brand recognition but also trust and loyalty. Your followers should feel a sense of familiarity and reliability whenever they interact with your brand.

You can watch the entire short interview here. Pay special attention to how he crafted a manual process to stay engaged and keep his sales conversations on track without being creepy.


One thing that you’ll notice in Brian’s interview is his focus on manual labor; keeping a list of people you want to connect with, manually going through your feed and crafting customized responses, and literally building and growing your relationship with potential customers.  

Can automation and AI help with this process? Sure. But the best leads come from real connections, real relationships, and real contribution from one person to another.

How Social Media for Lead Generation REALLY Works

Let’s start with some basics.  Social media was created and designed to build and maintain social relationships; sharing vacation photos, graduation photos, and yes, cat videos.  That what social media is for — being social. 

Great! But we all have to recognize that behind every social media platform is a business model focused on generating leads and profits — for the social media platform (not you).

If it’s free — YOU are the product

Social platforms are no fun without people.  To get people, all social media platforms start out by giving their users an AMAZING experience.  But they can’t do that forever — cuz profits.  

Once the platform is filled to the brim with users, they can start selling advertising. So all platforms find a way to reduce organic views to the point where businesses will have to pay to play — cuz profits.

In the next phase, users are getting deluged with ads, businesses are paying more and more for visibility, and the overall experience for both users and advertisers is admittedly “meh” — cus profits.

Why go into all of this? Because organic lead gen content isn’t going to get the visibility it used to — unless you place ads. Oh, and if you choose to place ads, you’re going to be paying anywhere between $15-$28 per lead! That’s crazy.

What this means for you, is that if you want to get the most value for your time, effort and money that you spend generating leads on social media — you’re going to have to do it manually.

You Need a Social Media Lead Generation Process

If you want to generate leads with social media, your best bet is to sit down, set a goal, and make a plan.

  1. Start with who you already know: You can start this list with people you already know who are active users, mark down their positions, titles, types of companies, etc.
  2. Make a list of who you want to know: You can put actual names of people you want to meet or types of people you want to meet. Just put them on a list.
  3. Set a daily social media engagement schedule: With your engagement schedule in hand, you have to make time to get it done.  Schedule anywhere from 15-30 minutes a day.
  4. Take the time to read and process content posted: If you want the lead to spend time listening to you, you’ll have to show them that you are listening to them. Read their content, ask questions, get into a conversation, see where you can help them.
  5. Interview thought leaders for blog posts: If you’re running a content marketing strategy, you can interview potential prospects and include them in a blog post – this will also generate website traffic. 

I’m going to get into more details in the sections below.  

Understanding Your Target Audience

Before you can start generating leads on social media, you need to know who you’re trying to reach. This goes beyond basic demographics. You need to understand their pain points, their goals, and what makes them tick.

Look, you want to generate leads, you hope that these leads turn into loyal customers; not just for today, but for months or years to come. 

Social media leads are people 

Social media gives you the opportunity to really get to know people, not just professionally, but personally.   

You can learn a tremendous amount about a potential lead from their social media. 

Creating Buyer Personas

One of the most effective ways to understand your target audience is by creating buyer personas. These are fictional representations of your ideal customers based on real data and market research.

To create a buyer persona, consider:

  • Demographics (age, location, income, etc.).
  • Job title and career path.
  • Goals and challenges.
  • Preferred social media platforms.
  • Content consumption habits.

Once you have your buyer personas, you can tailor your social media lead generation efforts to speak directly to these ideal customers. Offering discounts or promoting enticing lead magnets like a free ebook or free tool can effectively capture their interest. Don’t underestimate the power of social proof – showcasing testimonials and case studies can significantly influence their decision-making process.

Choosing the Right Social Media Platforms

Not all social media platforms are created equal when it comes to lead generation. You need to be where your target audience is hanging out. For some businesses, that might be LinkedIn. For others, it could be Instagram or TikTok.

I once made the mistake of trying to be active on every social platform out there. It was exhausting and ineffective. Now, I focus my efforts on the platforms where my ideal clients are most active. By understanding where your target audience spends their time online, you can effectively allocate your resources and tailor your content to resonate with them.

Platform-Specific Strategies

Each social media platform has its own unique features and best practices for lead generation. Here’s a quick rundown:

  • LinkedIn: Great for B2B lead generation. Use LinkedIn groups, publish thought leadership content for brand awareness , and leverage Sales Navigator for prospecting. Ideal for running a referral campaign. 
  • Facebook: Ideal for B2C businesses. Use Facebook ads, create engaging content, and leverage Facebook groups to build community.
  • Instagram: Perfect for visual brands. Use Instagram Stories, IGTV, and shoppable posts to drive leads.
  • Twitter: Great for real-time engagement. Use hashtags, participate in Twitter chats, and leverage Twitter ads for lead generation.

Remember that social listening plays a vital role in understanding your audience’s preferences and pain points. By actively listening to conversations and monitoring brand mentions, you can gain valuable insights to refine your social media strategy.

Creating Valuable Content for Social Media Lead Generation

Content is king when it comes to social media lead generation. But not just any content will do. You need to create content that provides real value to your target audience.

I learned this lesson the hard way. I used to post generic motivational quotes and product photos, wondering why my engagement was so low. It wasn’t until I started sharing practical tips and behind-the-scenes content that I saw a real uptick in leads. Remember, the goal is to establish yourself as a trusted resource and provide content that educates, entertains, or inspires your audience.

Types of Content That Generate Leads

Here are some content types that have worked well for me and my clients:

  • How-to guides: Share your expertise and position yourself as a thought leader.
  • Case studies: Show potential clients how you’ve helped others like them.
  • Behind-the-scenes content: Give people a peek into your process and build trust.
  • User-generated content: Showcase your happy customers and leverage social proof.
  • Live videos: Engage with your audience in real-time and answer their questions.

Remember, the key is to create content that addresses your audience’s pain points and provides solutions. By understanding their challenges, you can create content that resonates deeply with them, positioning yourself as a valuable resource. Encourage interaction and foster a sense of community by asking questions, responding to comments, and running contests or giveaways. Building these genuine connections can turn followers into loyal customers.

Leveraging Social Media Advertising for Lead Generation

While organic reach is great, sometimes you need to give your social media lead generation efforts a boost with paid advertising. Social media ads allow you to target your ideal customers with laser precision, reaching a wider audience beyond your current followers.

I was hesitant to invest in social media ads at first. But once I saw the ROI, I was hooked. With the right targeting and compelling ad creative, social media advertising can be a game-changer for lead generation.

Tips for Effective Social Media Ads

Here are some tips I’ve learned for creating effective social media ads:

  • Use eye-catching visuals that stop the scroll.
  • Write clear, compelling ad copy that speaks to your audience’s pain points.
  • Include a strong call-to-action.
  • Test different ad formats (image ads, video ads, carousel ads, etc.).
  • Use retargeting to reach people who have already shown interest in your brand.

When crafting your social media ads, it’s crucial to align your messaging with your overall marketing strategy. By maintaining consistency across different platforms, you reinforce brand recognition and create a cohesive experience for your target audience. Leverage the power of A/B testing to experiment with different ad variations and identify what resonates best with your audience.

Building Relationships for Long-Term Lead Generation Strategies

Social media lead generation isn’t just about collecting email addresses or phone numbers. It’s about building relationships that can lead to long-term business opportunities. Nurturing these relationships requires consistent effort, genuine engagement, and a deep understanding of your audience’s needs and interests.

I’ve found that some of my best clients have come from relationships I’ve nurtured on social media over time. It’s not always about the hard sell. Sometimes, it’s about being helpful and building trust. By consistently delivering value and fostering meaningful interactions, you can establish your brand as a trusted advisor in your industry.

Engagement Strategies That Work

Here are some strategies I use to build relationships on social media:

  • Respond promptly to comments and messages.
  • Share and comment on other people’s content.
  • Participate in industry discussions and Twitter chats.
  • Host live Q&A sessions or webinars.
  • Create a private Facebook or LinkedIn group for your most engaged followers.

Building relationships on social media takes time and effort. By actively engaging with your audience, providing valuable content, and showcasing your expertise, you can build a loyal following that translates into long-term business success.

Measuring and Optimizing Your Social Media Lead Generation Efforts

You can’t improve what you don’t measure. That’s why it’s crucial to track the performance of your social media lead generation efforts.

I used to get caught up in vanity metrics like likes and followers. But I’ve learned that what really matters are metrics that directly impact your bottom line, like leads generated and conversion rates. Don’t just focus on the number of leads; prioritize lead quality.

Key Metrics to Track

Here are some important metrics to keep an eye on:

Metric Description
Click-through rate (CTR) The percentage of people who click on your social media link out of the total number of people who see it.
Conversion rate The percentage of people who take a desired action (e.g., fill out a form, make a purchase) after clicking on your link.
Cost per lead The average amount of money you spend to acquire a single lead through social media advertising.
Engagement rate A measure of how actively your audience is interacting with your content (e.g., likes, comments, shares).
Lead quality An assessment of how likely your leads are to become paying customers based on their demographics, interests, and engagement levels.

Use these metrics to continually refine your social media lead generation strategy. What’s working well? What’s not? Use this data to make informed decisions about where to focus your efforts. Remember, social media is constantly evolving, so it’s essential to stay adaptable, experiment with new features and strategies, and continually optimize your approach based on the data and insights you gather.


Social media lead generation is a powerful tool for growing your business, but it takes more than just posting content and hoping for the best. It requires a strategic approach, a deep understanding of your audience, and a commitment to providing value.

Remember, social media is about building relationships. Focus on creating genuine connections, providing valuable content, and nurturing leads over time. With patience and persistence, you can turn your social media followers into loyal customers. So, are you ready to supercharge your social media lead generation efforts?

Start by implementing these strategies and watch your leads grow. Remember, success doesn’t happen overnight, but with consistent effort and the right approach, you can achieve amazing results. Don’t be afraid to try new tactics, track your progress, and adjust your approach as needed. Embrace the power of social media marketing, and watch your business thrive.

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