Want to Get More Leads From Social Media? Here’s What Works.

If you’ve ever been told that you “just need to post more” to get leads from social media, you’re not alone. There’s a lot of noise out there about how to turn followers into clients, and while social media can be a powerful source of leads, it’s not magic.

And if you’re feeling overwhelmed by social media for your business, you’re not alone — 73% of small business owners say they feel lost with marketing on social media.

The truth is, social media isn’t a replacement for a marketing strategy. It’s a visibility tool, and how you use it determines whether your audience stays passive or actually converts into paying clients.

Here’s what actually works (and what doesn’t) when it comes to turning followers into leads, without buying bots, dancing on Reels or just posting and hoping.

Related: 4 Strategies for Generating High-Quality Leads Through Social Media

What doesn’t work: Chasing virality over connection

It’s easy to get caught up in metrics that look like success, including likes, views or follower count. I see way too many business owners trying to “go viral” or hire someone to “find them leads” on social media.

This is the wrong approach for several reasons. First, viral content often reaches the wrong audience, made up of people who’ll never buy from you. The algorithm rewards entertainment, not necessarily fit, which means viral reach doesn’t always equal real leads.

Second, social media has simply changed in how the algorithm works and in how users engage with it. For businesses, social media has become more of a storefront where people can learn about you and see that you’re active, versus the single touchpoint where a prospect will find you and convert all in one fell swoop.

In this world, the one-time hit of virality will only get you so far. Instead, focus on building up your feed with content that deepens trust and shares about what you offer, so when aligned clients come across you, they will see information that makes them want to follow along.

What works is consistency and clarity

Social media lead generation is about showing up consistently with a clear message that speaks directly to your target client’s pain points and goals, rather than going for the quick wins of brief engagement.

Think of every post as a mini sales conversation. You’re showing what you do and how it helps. Instead of “Here’s my new product,” try “Here’s what this product helps you stop wasting time on.” Speaking to the problem you solve helps to connect with potential followers and prospects.

A simple way to check your clarity is to scroll through your own feed and ask, “Would someone who doesn’t know me understand what I offer, who it’s for and why it matters?” If not, start crafting some posts that explain that and work on getting them up on your feed.

Related: What It Really Takes to Stand Out on Social Media as a Business Today

What doesn’t work is relying too heavily on socials

If you want consistent leads, treat social media as the top of your funnel, not the whole funnel. Building your business on a single social platform concentrates your risk, so with just one change, your reach could disappear overnight. Many businesses experienced this firsthand when Instagram engagement plummeted or when TikTok got temporarily banned in the U.S.

You also need a way to move people from social into owned channels like your email list, website or private community. An easy way to do this is to include a call-to-action every few posts that brings followers one step closer to your company, whether that’s joining your newsletter, downloading a free resource or booking a consult.

And remember — people don’t follow you to be sold to. They follow because they see value in what you share, which over time builds the trust that could lead to a sale later. This is why the brands that convert best on social media focus on educating and inspiring. The key is that you’re earning attention first, then converting it over time. This is just another reason why virality shouldn’t be your goal in 2025.

Keep data in mind

While you’re investing time and money in your business’s social media, your analytics are a critical source of information for you.

To effectively track your social media’s impact, set up a cadence at which you check on your conversion metrics. Look at which posts lead to link clicks, inquiries or email signups, and use that to guide future content.

If you notice that your educational posts get more saves and your storytelling posts get more DMs, that’s your roadmap. Use that data to guide your next month of content rather than starting from scratch every time.

Related: 5 Foolproof Ways to Generate Leads Through Social Media

Most importantly, give it time to work

Social media lead generation takes time. The average follower might need to see your name five to seven times before they take action. If you’re posting for a few weeks and not seeing results, don’t assume it’s not working.

Stay consistent for at least 90 days before making major changes, and resist the temptation to measure your success on social media simply from leads converted or metrics of conversions. That’s how long it typically takes to see traction from refined messaging and regular posting, and your social media is just one data point in that funnel. It’s something that will lose you leads if you don’t have it, but you may not be able to track its direct positive impact on your business — and it’s important to remember that as you’re posting, so you don’t get discouraged.

Really, there is no secret to getting leads from social media. It’s doing the unglamorous work of showing up consistently, sharing real value, tracking what’s working and bringing followers into the fold over time.

The platforms may change, but the fundamentals of marketing don’t. People want to feel seen, understood and confident that you can help them. If your social media strategy does that, it will help you convert.

If you’ve ever been told that you “just need to post more” to get leads from social media, you’re not alone. There’s a lot of noise out there about how to turn followers into clients, and while social media can be a powerful source of leads, it’s not magic.

And if you’re feeling overwhelmed by social media for your business, you’re not alone — 73% of small business owners say they feel lost with marketing on social media.