Behind the scenes at The Sales Evangelist, we're working to increase organic engagement and interact with our audience, and we've discovered a powerful way to develop new leads through Instagram. According to Jaeden Schafer, Instagram typically accounts for about 10 percent more organic engagement than Facebook, so it's a great place to gain a new audience and develop new leads. Who can benefit? [Tweet "Every business, whether it's B2B or B2C, can benefit from Instagram as long as they know how to use it. #Prospecting"] When Instagram initially launched, its goal was to share nice looking pictures. If you're following that original idea, your company will likely benefit from it. [02:16] But what if you're a refrigeration repair company? How do you post compelling pictures of refrigerators? Posting photos of refrigerators all day won't really prompt much growth. So if, for example, you own a refrigeration company in Miami, post pictures of the area you serve with information about the services you provide. Target people who are the customer persona you're trying to attract. It basically just needs to be pretty. Mistakes on Instagram Many people will offer the same tips for setting up an Instagram account: Choose good photos Find out what your customers want Then they expect people to just show up. If the engagement doesn't happen, they just let the page die, which is the worst possible thing you can do on social media. Since social media is about social proof, outdated accounts are worthless. [05:13] When people want to buy something online, they often check online to make sure that the social media accounts are updated. If they aren't, they might assume you'll be unresponsive. Plan to post at least once a week if you want to appear actively engaged. If you're trying to grow, you should post every day. If you find yourself thinking that you don't have the team or the resources to post every single day, remember that there are tools available to help you. Later.com is a scheduling tool that will let you schedule 30 posts for free. You can schedule a new post every day that will keep you active and growing. Instagram tactics Though Instagram is a great place to find new leads, sellers will also want to move those leads from interested to purchasing. Avoid letting your account just sit. Instead, use your account to find new leads. You can do that with targeted Instagram ads or automation. Better yet, use your account to like and comment on people's posts that are in your target audience. [07:53] Consider the food truck business that launched an Instagram page and then shared images of the food it would serve. On launch day, the owners went to its main competitors' page and they liked and followed 1,000 of their followers. They repeated that activity every two days for a different food truck. It grabbed attention because those people would see the business name on their phone as someone who liked their photos and followed their accounts. It's a phenomenal strategy, especially for companies that are just starting. Transition For B2B companies, it's important to understand how the transition will look after you follow new prospects on Instagram. How do you move them to your website or prompt them to download something? When a user sees that you liked some of his photos and followed him, then he'll likely click on your account name to check out your Instagram account. Your account bio will act a little like a splash page or a sales pitch. [10:34] Make sure your bio includes your website, and make sure it really clearly outlines what you do and what your call-to-action is. Direct them to your website or your podcast. Image quality For sales reps who might be wondering what kind of content to post, let's use an example of The Sales Evangelist to talk about what that might look like. For a service-based business, people tend to limit their thinking about the kind of images to post. Choose high-quality images that look really good. [11: