How to Convert More Salesforce Leads Through Quora
Are you looking to drive more traffic to your site and establish yourself as a Salesforce authority in the process? Then Quora might be the answer for you (no pun intended).
What is Quora? Quora is a Q&A site where questions and answers are edited and organized by a robust community of users, even from some of the most well-recognized names in the software industry and beyond. The great thing about Quora is that anyone can post a question and or reply to help someone else.
Think about it for a moment, you regularly answer questions through the User Groups and interact with other fellow Trailblazers through Twitter, but what about those that are not Trailblazers, potential customers looking to know why they need to integrate Salesforce as opposed to another CRM or which Salesforce license they need.
This presents an ideal opportunity for you to establish yourself as a reputable Salesforce authority and even gain some new customers in the process. If you recall the Buyer’s Journey, the first stage is the Awareness Stage (what is Salesforce?), followed by the Consideration Stage (which Salesforce license do I need?), and finally, the Decision Stage (can we schedule a demo?).
Quora is an excellent site for B2B lead generation. But don’t confuse it with a place to advertise your services and spam potential customers with promotions. Quora is a place to quickly become a recognized expert in your industry while giving prospects all the informative tools to make a decision on their own.
Keep in mind that a potential customer has A) No idea who you are (yet) and is B) Still considering whether Salesforce is a better CRM option than SugarCRM or Microsoft Dynamics. In fact, they might not even know what a CRM is. Many brick and mortar stores rely on a basic Excel spreadsheet to track and manage their customer database.
Regardless of which industry your potential customer serves, you can help by providing the relevant information they are looking for.
And that’s how the buyer’s journey begins…
Let’s explore how you can get the most out of Quora to help drive more qualified leads and build a trustworthy reputation at the same time.
How to Use Quora
Start off by creating a thorough profile. Sounds simple enough, right? Well, you’d be surprised how many people leave this part out. Have you ever been a keynote speaker at Dreamforce or any other major conference? Written any best-selling books? A 13x Salesforce MVP? Make sure everyone else viewing your profile can see that as well. Makes sense, doesn’t it?
Your profile image should be professional. Think LinkedIn professional. You’ll want to choose a headline that best sums you up in one sentence and a paragraph describing your accomplishments or what you specialize at. Your description tells your story, and it better be a good one if you plan on attracting potential customers.
Congrats, you’ve maximized your profile status! It’s now time to start answering some questions.
Some of the most common Salesforce questions a potential prospect might ask generally deal with pricing plans and different licensing agreement types as you can see in the image below:
Now that you’ve found a question you can answer, it’s time to showcase your knowledge and expand upon that subject. You’ll also want to use Grammarly to avoid making any mistakes, which can happen even to the best of us, especially when we are writing super long posts (like this one!).
Longer Replies Are Preferred
Keep your answers as long and detailed as possible. The more detailed they are, the more you demonstrate your knowledge of the topic, which will eventually establish you as a credible authoritative source. That tells potential customers you really know your stuff.
Here’s a good example of that:
Just a basic link to the Salesforce pricing page. Can you expand on the various license types or better yet, explain how each one works and which one might be most suitable for the person’s company asking the question? Go for it. This example is a prime selling opportunity for you, especially if they are new to Salesforce.
Some questions don’t have any answers yet:
Guess what this means? It means that you are the first one to answer and you have a head start in the race. When that person reads your response, they will likely be more inclined to pick up the phone and give you a call or send you an email to request a quick demo. Again, focus on genuinely helping the person BEFORE you pitch your services.
You’ll want to include a link to a relevant blog post within your reply. DO NOT make the mistake of sending them to your homepage, where they will most likely bounce after a few seconds since they will be misled. And that is a shame because you went through all the hard work for nothing.
Focus on keeping the conversation that you began with them on Quora instead. A good idea instead is to link them to a specific blog post on that particular topic or download a helpful whitepaper to learn even more about that particular subject. Webinars are great too. They give the prospect a virtual tour of your product or services.
Offer exclusive info that is only available through an eBook or whitepaper. This will increase all likelihood of that prospect requesting to schedule a demo with you since they will be a lot more familiar with your company.
Follow Relevant Topics on Quora
Another way in which you can stay up-to-date on the latest trending Salesforce questions is by exploring Topics and Related Topics. They don’t all have to be Salesforce related. You can explore a wide range of other topics in which you have substantial knowledge in or offer, such as email marketing, lead nurturing, social media marketing, SEO, you get the picture.
The Related Topics allows you to find a bunch of interesting topics that you can follow. In the process, you will also gain followers, similar to Twitter minus all the clutter. Quora also differentiates itself from User Groups in that it doesn’t limit you to only Salesforce related questions, but to questions from just about any particular field or subject, you can think of.
What I really like about Quora is that it’s an excellent place to find topics to write about. Every single question has the potential to become a blog post geared towards the prospective customer. Apply the same concept on providing helpful tips and going in depth on the subject and maybe gain a few email subscribers, fans or even customers.
You can generate plenty of great ideas by doing a basic search on a particular topic. Be creative. Be helpful. Listen to your audience.
Quora is a very powerful tool in your social media marketing strategy and can be highly effective if leveraged correctly. Dedicate at least 15-20 minutes every day answering as many questions as you can.
Quora provides you with an excellent opportunity to become an expert in your chosen field and convert a prospect into a customer without appearing as a spammy self-promoter on actual thread discussions.
Take the time to learn about your customer and they will be more inclined to reach out to you. Join the discussion today!