Because the PR & Marketing departments are typically where social media campaigns tend to be managed, I’ll use the familiar terms of paid, owned and earned to contextualize how you should go about running a successful fan acquisition campaign on Facebook. If your brand places social media in the hands of the Sales team, you might replace these with terms like “calls”, “qualified leads” or “pipe-line”.
Start thinking about your Facebook Fans as your owned audience. Sure, you might pay for them; but rather than rent them (as you do with traditional advertising), once they opt in, you can consider that audience owned. Your messages can reach them in perpetuity, as long as you’re creative, non-obtrusive and provide them with value.