10 Social Media Marketing Strategies That Help Perth Businesses Generate More Leads

For businesses in Perth, attracting new customers and generating consistent leads is essential for sustainable growth. While having a website and a Google Business Profile is important, social media platforms such as Facebook, Instagram, LinkedIn, and TikTok offer additional opportunities to connect with potential customers, build brand awareness, and encourage enquiries.

However, simply posting content regularly does not guarantee business growth. An effective Social Media Marketing strategy requires the right content, audience targeting, advertising techniques, and conversion methods to turn followers into genuine business opportunities.

Whether you operate a restaurant, retail store, professional service, or growing company, the right approach can help you reach your ideal customers and encourage them to take action.

At Two Tones Co, we understand that social media should do more than generate likes and followers. It should support measurable business outcomes, including enquiries, bookings, website visits, and sales.

Here are 10 social media marketing strategies Perth businesses can use to generate more leads and strengthen their online presence.

1. Define Your Target Audience Before Creating Content

One of the most important steps in successful social media marketing is understanding who you want to reach.

Without a clearly defined audience, your content may attract people who have little interest in your products or services. This can result in low engagement, wasted advertising spend, and fewer enquiries.

Start by identifying your ideal customers based on factors such as:

• Location: Target customers in Perth and relevant surrounding suburbs.
• Demographics: Consider age groups and other audience characteristics relevant to your offering.
• Interests: Understand what your potential customers care about.
• Buying behaviour: Identify the problems they want to solve and the services they are likely to need.
• Customer needs: Focus on the questions, challenges, and purchasing decisions your audience faces.

For example, a Perth restaurant might target people looking for local dining experiences, family-friendly restaurants, or weekend food specials. A renovation company could focus on homeowners planning bathroom upgrades or kitchen renovations.

By understanding your audience, you can create relevant content and advertising campaigns that attract people who are more likely to become customers.

Lead generation tip: Develop separate audience profiles for different services or customer groups. This helps you create more relevant messaging and improve the quality of enquiries.

2. Create Content That Solves Real Customer Problems

People use social media for entertainment, inspiration, information, and recommendations. Businesses that consistently provide useful content can build trust and give potential customers a reason to engage with their brand.

Rather than using every post to promote your services, create content that answers common customer questions and demonstrates your expertise.

Effective content formats include:

• Educational tips and how-to guides.
• Frequently asked questions.
• Product demonstrations and service explanations.
• Before-and-after transformations.
• Customer testimonials and success stories.
• Behind-the-scenes videos.
• Common mistakes to avoid when choosing a product or service.

For example, a Perth digital marketing agency could publish content explaining why a business website generates traffic but receives few enquiries. This provides value to business owners while demonstrating the agency’s understanding of digital marketing challenges.

Similarly, a local home improvement business could share practical advice on choosing materials, planning renovations, or avoiding common installation mistakes.

When your content helps people solve problems, your business becomes a useful resource rather than just another company competing for attention.

Lead generation tip: End educational posts with a relevant call to action, such as inviting users to request a quote, book a consultation, or send a direct message.

3. Use Short-Form Videos to Capture Attention

Short-form video is an important part of modern social media marketing. Instagram Reels, Facebook Reels, TikTok videos, and YouTube Shorts allow businesses to communicate information in an engaging and accessible format.

For Perth businesses, video can help showcase products, explain services, introduce team members, and demonstrate the experience customers can expect.

Consider creating videos such as:

• A quick introduction to your business.
• A behind-the-scenes look at your daily operations.
• A demonstration of your product or service.
• A customer journey or project transformation.
• Answers to frequently asked questions.
• A walkthrough of your premises.
• A short explanation of an offer or promotion.

For example, a restaurant could publish a video showing how a popular dish is prepared, while a photography studio could showcase highlights from a recent wedding.

A service-based business could record a short video explaining how its process works and what customers can expect after making an enquiry.

To improve performance, capture attention within the opening seconds, use clear messaging, add readable captions, and keep each video focused on one main idea.

Avoid making every video feel like a traditional advertisement. Content that informs, entertains, or demonstrates real expertise can help build stronger connections with potential customers.

Lead generation tip: Include a clear next step in your videos, such as visiting your website, checking available services, or contacting your business for more information.

4. Invest in Targeted Social Media Advertising

Organic content helps build your online presence, but paid advertising can provide additional opportunities to reach relevant audiences.

Platforms such as Facebook and Instagram offer advertising tools that allow businesses to target audiences using available location, demographic, interest, and behavioural signals.

For Perth businesses, social media advertising can help promote specific services, special offers, consultations, events, and lead generation campaigns.

Depending on your business goals, you could use:

Lead generation ads: Collect customer enquiries through supported platform forms.

Website conversion campaigns: Encourage users to complete valuable actions on your website, such as submitting an enquiry or requesting a quote.

Retargeting campaigns: Reach eligible people who have previously interacted with your website, social media accounts, or advertising.

Offer-based campaigns: Promote a relevant discount, introductory offer, free consultation, or limited-time package.

For example, a Perth renovation company could run a campaign encouraging homeowners to request a quote. A digital marketing agency could promote a strategy consultation to business owners who need help improving their online visibility.

The key is to match the campaign objective with the action you want potential customers to take.

A campaign optimised for engagement is not necessarily designed to generate enquiries. If leads are your priority, use an appropriate lead generation or conversion objective and measure the results accordingly.

Lead generation tip: Start with a clear offer, test different creative concepts, and monitor cost per lead alongside lead quality and conversion rates.

5. Build Trust Through Customer Reviews and Testimonials

Trust plays an important role in purchasing decisions. Before contacting a business, potential customers may look for reviews, recommendations, testimonials, and evidence of previous work.

Social media provides an opportunity to showcase these trust signals and help people feel more confident about choosing your business.

Consider sharing:

• Genuine customer testimonials.
• Reviews from customers who have given permission for their use.
• Project results and case studies.
• Before-and-after images.
• Customer experiences and feedback.
• Behind-the-scenes footage demonstrating your work.
• Industry qualifications and relevant achievements.

For example, a Perth wedding photography studio could share a couple’s testimonial alongside photographs from their wedding. A marketing agency could explain how it approached a client’s campaign and present verified performance results where available.

Always obtain appropriate permission before publishing customer photographs, videos, or identifying information.

Avoid making unsupported claims or presenting individual customer experiences as guaranteed outcomes for everyone.

Lead generation tip: Pair a relevant testimonial with a clear call to action. When potential customers can see evidence of your work and understand how to contact you, they have a clearer path towards making an enquiry.

6. Use Strong Calls to Action in Every Campaign

Even excellent social media content can struggle to generate leads when people do not know what to do next.

A call to action, commonly known as a CTA, tells your audience what step to take after viewing your content.

Instead of ending every post with a generic message, choose a CTA that matches the content and your business objective.

Examples include:

• Request a free quote.
• Book your consultation.
• Send us a message to discuss your project.
• Explore our services.
• Download our free guide.
• Reserve your table.
• View our latest packages.
• Get in touch with our team.

For example, a Perth digital marketing agency promoting SEO services could use the CTA, “Want to improve your website’s visibility? Contact our team to discuss your SEO strategy.”

A restaurant promoting a special dining offer might encourage customers to view the menu or make a reservation.

The CTA should be specific, easy to understand, and relevant to the audience’s stage in the buying journey.

Avoid adding too many competing calls to action to a single post. One clear next step is often more effective than asking users to follow your account, share the post, visit your website, and book a consultation simultaneously.

Lead generation tip: Make sure the destination matches the promise in your CTA. If an advertisement offers a quote, direct users to a relevant enquiry form rather than an unrelated homepage.

7. Optimise Your Social Media Profiles for Local Searches

Social media profiles can help potential customers discover your business, understand what you offer, and find your contact details.

For businesses targeting customers in Perth, local relevance should be reflected naturally throughout your profiles and content.

Start by reviewing the following elements:

Business name: Use your recognised business name consistently.

Bio or description: Clearly explain your main products or services and who you help.

Location: Mention Perth or relevant service areas where appropriate.

Contact details: Make it easy for people to call, email, or message your business.

Website link: Direct visitors to a relevant landing page or service page.

Profile image and branding: Use clear, recognisable branding across your platforms.

Pinned content: Highlight important services, customer testimonials, introductory information, or current offers.

You can also publish locally relevant content, such as projects completed in Perth suburbs, participation in local events, or advice tailored to customers in Western Australia.

For example, a business providing home improvement services across Perth could showcase completed projects in areas it genuinely serves.

Use location terms naturally. Repeating the same keyword excessively can make your content difficult to read and does not guarantee better rankings.

It is also important to understand that social media optimisation and Google search optimisation are different activities. A well-optimised social profile can improve discoverability on its platform, but it does not guarantee higher Google rankings.

Lead generation tip: Review your profiles regularly to ensure that service descriptions, opening hours, contact information, and website links are accurate.

8. Use Lead Magnets to Encourage Enquiries

A lead magnet is a useful resource or offer that encourages potential customers to share their contact information or take another meaningful action.

It gives people a reason to engage with your business beyond simply following your social media account.

Depending on your industry, effective lead magnets could include:

• Free consultations.
• Downloadable guides.
• Checklists and planning templates.
• Product demonstrations.
• Educational webinars.
• Introductory offers.
• Free website or marketing assessments.
• Quote requests and project assessments.

For example, Two Tones Co could promote a free initial marketing strategy session or a practical guide to improving social media performance for Perth businesses.

A renovation company might offer a renovation planning checklist, while a professional service provider could offer a consultation to discuss a customer’s specific needs.

To make a lead magnet effective, ensure that it addresses a real problem and is relevant to the services you ultimately want to sell.

The process should be straightforward. Explain what the person will receive, collect only the information you genuinely need, and make it clear how their details will be used.

If you collect personal information, ensure that your process complies with applicable privacy and marketing requirements.

Lead generation tip: Follow up with people who have requested your resource, provided the appropriate permissions and legal requirements are met. Offer useful next steps rather than sending irrelevant promotional messages.

9. Retarget Interested Audiences to Generate More Opportunities

Not everyone who discovers your business will become a customer immediately.

Some people may watch your videos, visit your website, explore your services, or interact with an advertisement before they are ready to enquire.

Retargeting allows businesses to reconnect with eligible audiences who have previously interacted with their content or digital platforms.

For example, a Perth photography studio could show relevant wedding package information to eligible website visitors who previously viewed its wedding services.

A digital marketing agency could introduce its services to people who have engaged with its educational content, where the platform’s targeting options and applicable consent requirements allow this.

Effective retargeting strategies include:

• Showing testimonials to people who have previously explored your services.
• Promoting relevant offers to eligible website visitors.
• Sharing answers to common objections.
• Highlighting the benefits of your services.
• Encouraging interested prospects to complete an enquiry.
• Using different messages for different stages of the customer journey.

Retargeting works best when the message reflects the audience’s previous interaction.

Someone who has only watched a short video may need more information about your business. Someone who has already visited your pricing page may benefit from a clearer explanation of your service packages.

However, audience sizes, tracking availability, and targeting options depend on platform rules, privacy settings, consent, and the data available.

Lead generation tip: Exclude existing customers from acquisition campaigns when appropriate, manage advertising frequency, and avoid repeatedly showing the same advertisement to people who are unlikely to respond.

10. Track Performance and Improve Your Strategy Using Data

An effective social media marketing strategy should be measured against business objectives rather than vanity metrics alone.

Likes, views, and followers can provide useful information about content performance, but they do not automatically translate into sales or enquiries.

To understand whether your strategy is generating leads, track the metrics that connect marketing activity with business results.

Important metrics include:

For example, imagine a Perth business spends $1,000 on a social media advertising campaign and generates 40 leads.

Its advertising cost per lead is:

$1,000 ÷ 40 = $25 per lead.

However, the campaign’s success depends on more than cost per lead. If those leads are poorly qualified or rarely convert into customers, the business may still struggle to achieve a positive return.

This is why connecting social media advertising with your CRM, tracking lead sources, and recording sales outcomes can be valuable.

Where appropriate, use Meta Pixel, the Conversions API, website analytics, UTM parameters, and CRM integrations to improve measurement. Configure these tools correctly and respect applicable privacy and consent requirements.

Review campaign performance regularly, identify the content and audiences producing qualified leads, and use those insights to guide future decisions.

Lead generation tip: Evaluate the entire journey from advertisement to enquiry to sale. The cheapest lead is not always the most valuable lead.

Bonus Strategy: Combine Social Media Marketing with SEO

Social media marketing and search engine optimisation can support each other as part of a broader digital marketing strategy.

SEO helps your website become more discoverable through relevant search queries, while social media helps you distribute content, engage with potential customers, and build awareness of your services.

For example, a Perth business could publish a detailed blog answering a common customer question and then create several social media posts or short videos based on the article.

Each social post could direct interested users to the relevant website page, where they can explore the topic further or make an enquiry.

This approach helps businesses get more value from their content while providing potential customers with multiple ways to discover their services.

To strengthen the overall strategy:

• Publish useful, search-focused website content.
• Share relevant blog articles on social media.
• Create consistent branding across your digital channels.
• Optimise service pages for relevant search intent.
• Make contact information and enquiry options easy to find.
• Monitor website traffic, leads, and conversions from different sources.

Social media engagement does not directly guarantee improved Google rankings. However, a coordinated strategy can increase brand exposure, attract visitors, and create additional opportunities for customers to discover your business.

How AI Search Is Changing Social Media Marketing

The way people discover businesses is evolving. In addition to traditional search engines, customers increasingly use AI-powered tools to research services, compare options, and find answers to specific questions.

For businesses in Perth, this creates an opportunity to develop helpful, clearly structured content that addresses real customer needs.

Although no social media strategy can guarantee that a business will be mentioned in AI-generated answers, several practices can support broader online visibility.

Create Clear, Helpful, and Specific Content

Answer common customer questions directly. Explain your services, the problems you solve, your process, and the factors customers should consider before making a decision.

For example, a Perth business could publish content explaining how to choose a digital marketing agency, what affects advertising costs, or how to measure lead generation performance.

Demonstrate Real Experience

Share genuine project examples, customer feedback, original insights, and useful explanations of your work.

First-hand information can help potential customers evaluate your expertise and distinguish your business from competitors publishing generic content.

Maintain Consistent Business Information

Keep your business name, service descriptions, website information, and contact details accurate across your website and relevant online profiles.

Consistent information makes it easier for customers to understand who you are and what your business offers.

Support Your Social Media with a Strong Website

Your website should provide detailed information about your services, target locations, experience, and contact options.

Use descriptive headings, answer common questions, and organise your content so readers and search systems can understand it easily.

Prioritise Usefulness Over Keyword Stuffing

Include your primary keyword, Social Media Marketing, naturally throughout your content. Use related phrases where relevant, but avoid repeating keywords unnaturally.

Focus on answering the reader’s question thoroughly rather than writing solely to satisfy an algorithm.

Ultimately, AI search visibility depends on multiple factors, and there is no guaranteed formula for appearing in AI-generated recommendations. The most sustainable approach is to build a credible online presence supported by useful content, relevant expertise, and accurate business information.

Conclusion

Social media marketing can be a valuable lead generation channel for Perth businesses when it is supported by a clear strategy and consistent execution.

From understanding your target audience and creating useful video content to running targeted advertising campaigns and tracking conversions, every activity should contribute to a defined business objective.

The most effective strategies combine relevant content, clear calls to action, credible customer proof, and ongoing performance measurement.

Businesses should also consider how social media works alongside SEO, their website, and their customer relationship management processes to create a more connected digital marketing strategy.

At Two Tones Co, we believe social media should deliver more than visibility. It should help businesses build meaningful relationships with their audience and create opportunities for sustainable growth.

Ready to generate more leads for your Perth business?

Two Tones Co can help you develop a social media marketing strategy aligned with your business goals, target audience, and budget.

Get in touch with Two Tones Co to discuss your social media marketing requirements and discover how a more strategic approach can support your business growth.