Real-World Education for Modern Marketers

Join Over 600,000 Marketing Professionals

Start here!
Text:  A A

Lead Nurturing and Marketing Automation: 15 Key Questions Answered (Questions 11, 12)

by Sid Smith  |  
February 21, 2013

Question 11: Are blogging and social media viable lead nurture tools?

In our experience, marketing should address these three levels: the prospect level, or why the prospect shou buy from you rather than any of your competitors; the product level, or why the prospect should buy this product rather than any other product; and the process level, or why the prospect should read this article, click on this link, view this Web page instead of reading other articles, not clicking, or viewing your competitor's Web pages?

Thus, every blog article and every social media posting needs to address one or more of those three questions related to you, your product, and the action you're asking them to take.

Now, given that necessary condition, blogs and social media CAN be used for lead nurturing if your blog and social media content follows prospects' buying process, which essentially follows their thought process.

Blogs and Social Media as Lead Generation Tools

For those prospects who are active online, your blog and social media provide an easy way for them to learn about you. That is, they generate leads for you.

Blogging has proven to be especially proficient for B2B technology companies to gain greater exposure to their target markets.

In the realm of social media for B2B, LinkedIn is the clear winner over Facebook and Twitter. Appropriate use of LinkedIn can also increase your exposure to your target market.

Sign up for free to read the full article.Read the Full Article

Membership is required to access the full version of this how-to marketing article ... don't worry though, it's FREE!


We will never sell or rent your email address to anyone. We value your privacy. (We hate spam as much as you do.) See our privacy policy.

Sign in with one of your preferred accounts below:

Sid Smith is lead copywriter and marketing automation specialist for Albertson Performance Group. Sid has written on topics ranging from flex circuits to motherhood, but gets a real kick out of putting together the puzzle pieces of complex marketing automation strategies. Reach him via

Rate this  

Overall rating

  • Not rated yet.

Add a Comment


  • by John McTigue Thu Feb 21, 2013 via web

    Great post Sid. We are also big advocates of adding blogs and social media to the lead nurturing mix. Adding more channels not only drives more conversions but also allows you to diversify and personalize the message for different target personas or demographics, as you point out. Not everyone responds the same way to email, and some are more likely to respond to blogs or social media updates, depending on age and background. Personalization is a key factor as well, both in content and delivery. Interesting that we're heading rapidly towards 1-to-1 marketing like the good old days (before mass marketing and the Internet).

MarketingProfs uses single
sign-on with Facebook, Twitter, Google and others to make subscribing and signing in easier for you. That's it, and nothing more! Rest assured that MarketingProfs: Your data is secure with MarketingProfs SocialSafe!