• Leads are Connections who have provided their contact information and have the potential to be converted into CRM Contacts.
  
• Contacts are Leads that you have already contacted and have ongoing interactions with.
  

• Manual: Add people to Zoho CRM yourself using actions in Zoho Social.
  
• Automatic: Create a set of rules to convert people into CRM Contacts or CRM Leads based on certain triggering events.  
  

Manual Lead Generation

1. Hover over a Connection to display available actions.
   
2. Click +Add to CRM.
   
3. Choose either Associate to Existing or Add New.
   
4. Select a Connection's social media profile to associate it with an existing profile in Zoho CRM.
   
5. Choose Add New to create a new contact or lead.
    
   

Automatic Lead Generation

1. Go to Settings​ in the top-right corner of the window.
   
2. Click Brand Settings.
   
3. Select the Lead Generation tab.
   
4. Select a social channel using the tabs at the top of the window. The list of lead generation rules is organized into four columns: Social Action, Criteria, Add as, and Status.
   
   
• The Social Action column lists the various actions that might occur on a social channel, including likes, comments, tweets, mentions, +1s, and direct messages.
  
• The Criteria column contains detailed rules about which actions will trigger Zoho Social to add a Connection as a Lead or a Contact. You can add specific keywords to any rule by clicking +Add Keyword.
  
• Use the Add as column to select whether to add Connections to CRM as Contacts or Leads.
  
• The toggle switch in the Status column allows you to turn each rule on or off. Green indicates the rule is active, and gray indicates it is inactive.