The RESULTS section lists for easy reference all of the messages from JD Supra readers who have reached out to your firm or authors via the “Contact” button on your content and profile(s).
Much like an email in-box, your messages are listed in chronological order, most recent at the top, oldest on the bottom. Scroll on the left to scan all messages; click any one to see it appear in full text on the right.
Consider this vital module your in-box of business development leads, in which readers have contacted your firm and authors directly, in response to your content on JD Supra. Typically, these leads are either:
- direct inquiries for your service, by someone experiencing the issue/concern referenced in the content they read; or
- clarifying questions or comments in response to your content from potential referrals and/or prospects.
(*note, we include direct messages from editors, reporters, and other media members in your PR/COMMS hub)
Both types of inquiry, generated by a target reader in response to your content, serve as valuable BD leads.
Your next steps:
1. Respond immediately to inquiries for help/service
Follow up as soon as possible (either you or your author) to any direct inquiry for your service by using the contact information the lead has included in their message.
These leads have made it clear that they need assistance (and that your content indicates that you are able to help them). They are now waiting to hear from you.
2. Turn questions/comments into warm leads
A rich vein of opportunity: often, leads ask clarifying questions or leave a comment (instead of directly asking for help).
These readers may have a pressing need but have not expressed it as such. If a referral source, they may be investigating a matter on behalf of someone else (individual or group) who might be an ideal client for your firm. If a prospect, they may be investigating an issue before even knowing how it might impact them, or what additional questions they will have to answer.
Whatever the reason for the outreach, these leads are included here because they are valuable to you. Using the contact information included in the message, respond to the question/comment and begin a conversation that could be the path to new work.
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Additional action item:
Repeat your BD success
In each message, we include the page on which any lead clicked the ‘Contact’ button to communicate with you. This can be a piece of content (your article, video, podcast, etc.), the firm’s profile, or a specific author profile. Keep track of these sources. If you find, for example, that one piece of content is leading to many direct contacts, share that data more widely with your marketing/BD team. Since the subject has proven BD success, write more on the topic. Your goal: repeat your proven successes.