13 Unique Search Areas Where You Can Answer Customer Questions and Increase Salesforce Lead Generation [A Complete Guide]
What Your Potential Customers Are Looking For
Are you looking to attract more quality leads to visit your website, increase brand awareness and build authority at the same time?
In order to capture your potential customers, you first have to find them and help answer their questions. Answering questions not only establishes you as a credible authority, it also helps you grow your business at the same time.
But you can only allocate so much time per day/week into scouring all the places on the Internet where these search queries might appear.
Type the word “Salesforce” into the Google search bar and you’ll get approximately 113,000,000results.
So, how do you know where to begin or more importantly which questions to answer and invest your time into?
We’ve decided to make things a bit easier for you and show you all the various places where your potential customers are asking these valuable questions.
And as you know, the more specific and detailed the question is, the further down the conversion funnel the person becomes.
In this example, you’ll notice that the keyword (besides for Salesforce, of course) is the word vs.
This is known as a comparison search keyword. It also suggests that the searcher is looking to compare Salesforce against other CRM’s and weigh the options and as you can see in the image above, there are quite a few alternatives to Salesforce.
The comparison search also tells you that they are looking for something specific which means they are further down the conversion funnel - most likely at the Consideration Stage in the Buyer’s Journey.
And that’s just the tip of the iceberg when it comes to what your potential customers are searching for.
We’re now going to break down where and what your potential customers are looking for through various search and social platforms, including some areas you might not have thought about and how they are actively seeking your expert advice when it comes to the world’s #1 CRM.
Can you help them out?
If so, you will be generating a good amount of top of the funnel quality leads that can eventually turn out to be long standing customers and loyal brand advocates of yours.
Sound too good to be true? It is and it’s totally possible.
Grab a cup of coffee or tea and get ready to do some Salesforce web surfin’!
Here we go..
Google knows how you think. It can Autocomplete your train of thought as you start typing in your first keyword in the search bar.
Here you can get some helpful search term suggestions on what your potential customers might be looking for at that very moment.
Google People Also Ask
The People Also Ask section is easily the most valuable and overlooked section on Google search. These are literally the questions your potential customers are asking right now. It’s up to you to take the initiative and answer them in the form of a highly detailed blog post.
We won’t go too much into the SEO aspect here, but you can be certain that a long and informative blog post will help you A) Rank higher for organic searches on Google B) Come up in the People Also Ask section as the default authoritative figure on the subject and C) Gain credibility with your customers.
Google Searches Related to
This often missed section of Google is an absolute goldmine of hidden information when it comes to discovering new and valuable latent semantic keywords you might not have considered.
Latent Semantic Indexing or LSI is basically another way of finding closely related synonyms for keywords.
Here you’ll find terms that closely resemble your initial keyword search term(s). So, the next time you do a search, make sure you scroll to the bottom and check out the Google Searches Related to.
Answer the Public
Short on time? Need an easier way to comb through tons of data from the world’s largest search engines? Answer the Public does all the heavy lifting for you and presents you with a simplified aggregated view of the most popular questions and search queries related to your topic.
In our case, it would be Salesforce. And this is how the diagram looks like in a nutshell:
Pick a few questions and start blogging away!
Quora is the best place on the web to answer questions and set yourself apart from your competitors. Bar none, this is the platform you MUST be on if you want to reach your potential customers and stand out among your competitors as the established industry leader.
Quora literally shows you all the questions that are currently being asked and questions that have yet been answered which presents a golden opportunity for you to be the first one to reply with a detailed response.
Simply put, you won’t find a hotter social lead generation site than Quora. However with that being said, remember not to sell your products/services right away. Instead, take the time to answer the questions presented to you and focus on being helpful.
Longer detailed replies tend to gain the most amount of views which can translate to more website traffic and/or landing page form submissions.
Check out this dedicated wrap up we did a while back on How to Convert More Salesforce Leads Through Quora and learn how to drive higher quality traffic to your website.
If there is one online community you should be constantly checking out, it’s the Partner Community. The Partner Community allows you to connect with fellow Trailblazers and collaborate with potential customers on a wide range of topics.
Have you ever had a technical issue you needed resolved right away without opening up a support ticket and waiting days or even weeks for a reply? Pretty cool, right! Not to mention time saving as well.
Can you help someone with a technical related issue? If so, you just might be able to pick up a new customer in the process.
Did you know that YouTube processes over 3 billion searches a month and is the second largest search engine behind its parent company Google?
It’s no coincidence that your potential customers are here looking for answers to their questions. And these answers come in the form of helpful how-to tutorials and webinars.
What’s even more awesome is that if your video ranks high on the search results, you can attract a significant amount of quality traffic back to your website that are more likely to contact you since your video has helped answer their questions.
We did a Pardot Overview Webinar a while back which currently ranks atop the search results for the keywords “pardot webinar” and is a must-see for anyone looking to learn more about Salesforce’s B2B marketing platform. Make sure you check it out.
And as a result, delight your sales team by generating more targeted SQL’s or sales qualified leads since the searchers have invested quite a bit of time on your video (anything over 75% of a watched video is considered an SQL).
You can check out the duration of Views and Watched Time per video inside your YouTube Studio → Analytics section. Here’s how:
LinkedIn Groups are a great place to generate high quality B2B leads and establish yourself as an industry thought leader at the same time. But before you start joining every single group you come across, keep in mind that there is a limit on how many groups you can join.
You can only join 100 groups or own/manage up to 30 of your own groups.
So make sure the groups you join are specific to your industry.
Participate DON’T promote…
Do not use these groups as a means to spam them with promotions or sales pitches.
Not only will your posts be removed in a flash, you'll also find yourself banned from all these groups.
And even worse, you risk damaging your company’s reputation as a professional spammer.
Instead, focus on adding value to the conversations by answering questions in the comments section and build your professional network of contacts. Once you’ve connected with a potential prospect, you can then start a different conversation and let them know more about your company.
Twitter is an incredibly powerful social media platform in which conversations move in real time at lightning speed, especially within the Salesforce community.
#Askforce is the Twitter community for Salesforce professionals.
Although less customer centric as other sites such as Quora or LinkedIn, you can still gain valuable insight and see topics that are currently trending, upcoming Salesforce community events (great for networking with prospects), and increase your follower base at the same time by joining in on the discussions. A win/win all around.
So, the next time you log on to Twitter, make sure you take a few minutes to scroll through the #Askforce comments and answer some community questions, and who knows, maybe you’ll generate a few leads in the process!
Conducting webinars is a great way to educate your audience about your products and services. It’s also a great way to build top of the funnel leads and even convert them to SQL’s or upsell them on other services via the Q&A during the webinar itself.
At CloudTech, we usually leave about 10-15 minutes at the end of each webinar session to do Q&A. We also follow up with each prospect after the webinar to get feedback or answer longer and more detailed questions.
Note: If you haven’t done a webinar before, now would be a good time to begin.
And for those who routinely host webinars, whether via Google Hangouts or a paid channel such as GoToWebinar (as we do), you understand the importance of audience participation, especially in the onboarding process of a new product or service.
Make sure to keep your webinars interactive, allowing for audience participation so it becomes a two-way conversation and engagement rate increases. You can conduct polls and surveys during the webinar to boost engagement and receive valuable feedback in the process.
Reddit is probably one of the last places you would expect to find Salesforce prospects, but you’d be pleasantly surprised here. Reddit offers plenty of B2B leads via subreddits, which are specific categories devoted to particular topics such as Salesforce.
Here you’ll find lots of ample opportunities to answer questions similar to Quora from a community of Redditors. You’ll have to do a little digging through some of the questions in the subreddits, but it can be worth your time investment for a good quality lead.
Curious to see how it’s done? Check out our post on How to Use Reddit to Attract More Salesforce Leads
Other Places You Might Not Have Thought About…
Amazon is a goldmine when it comes to search data. Nearly 200 million people visit the e-commerce giant every day.
Similar to Google, the Amazon search bar autocompletes your keywords, so you can see which Salesforce books are currently the most popular or the newest arrivals.
But the real gem here is not in the autocomplete section of the search.
The real gem is through the Table of Contents sections of books.
And here’s how it works.
If you’re like me and millions of other Amazon shoppers, you like to get a sneak preview of each book and click on the Look Inside feature to check out the Table of Contents section before you make a purchase either before or after you’ve read the reviews.
The cool part of the Look Inside feature is that you can get some amazing ideas to create blog posts and even specifically themed webinars on many interesting and trending Salesforce topics simply from the Table of Contents of section.
Here is an example:
The best part is that you can use these long tail keywords from the Table of Contents section to help boost your SEO rankings and attract more visitors to your site.
Pretty cool, right?
Wikipedia adds more than 20,000 new articles each month and has 27 million registered users to the site.
The good part about Wikipedia is that you can edit a broken link and update articles, however, you must add credible sources and links in order for the changes to be approved by the community.
Have a look at the Wikipedia Editing FAQ here before you make any changes to an article.
You can also create a new page and add your company using the Wikipedia Article Wizard.
But before you jump ahead and create a page, we highly advise that you check out the Wikipedia community guidelines so your post doesn’t get flagged and taken down. They are super strict about self-promotion so be sure to avoid it at all costs.
And make sure you add links to credible sites in the References section about your company if applicable (e.g. TechCrunch, Wall Street Journal, etc.)
And there you have it.
13 different and unique places where your customers are currently asking questions and awaiting your replies from a wide variety of search and social channels across the web.
We suggest creating a Content Calendar and dedicate a certain amount of hours per week/month for answering customer questions via search and social channels mentioned throughout this post and for online search prospecting.
You might also want to consider investing in a social media management tool such as Buffer or HootSuite in order to monitor all conversations that are flowing throughout the vast amount of social channels.
Scanning these channels will help you keep track of what your customers are saying about you and how you can turn a negative review into a positive one simply by replying quickly and understanding your customers’ pain points.
You’ll also Improve Your Net Promoter Score and gain more loyal customers in the process.
Did we miss anything? Do you have any other places you answer questions around the web? Let us know in the comment section below.