Using Twitter to Generate B2B Leads

Using Twitter for B2B Lead Generation By Ahuvah Berger @ahoova

Twitter is not for everyone
Twitter has not yet been proven to be an effective tool for all industries to generate B2B leads.

Definitions and goals for Lead Generation
This definition should be synonymous with the corporation’s definition of a qualified lead.

Are you driving your leads to the website?
Are you driving your leads to the direct marketing team?
Are you driving your leads to the sales team?
Where are you driving your Leads?

Track Twitter Lead Generation Effectiveness
What program do you use to track leads?
How do you measure leads ?
Do the same rules apply for Twitter ?

Setting Up the Twitter Account
Who is doing the tweeting and why?
Best tweeters are great online schmoozers
Decide if you want to use a corporate name or personal name

Using Personal Account
Using Twitter for Lead Generation is similar to a sales professional. S/he builds relationships to sell, but when s/he leaves the company, the rolodex leaves as well.

Who to follow ?
Finding appropriate and relevant professionals but also a mix of other interesting folks.
Not everyone is on twitter
Exact leads vs. secondary leads

Engagement
25% personal 25%industry related 25% conversationalist and 25% sharing work links.
Providing a myriad of tweets means that you are not solely focused on work and allow followers to connect to you on both a professional and personal level.

Building Relationships
If you build solid twitter relationships, your followers will reward genuine friendships with work related information.

Does it Matter?
Time Zones
Scheduled vs. real time tweeting
Retweeting yourself

Microtarget
Follow / Create lists
Directories
Follow Friday
Who do your followers follow?
Keywords
Hashtags

Additional Reasons to Tweet
Social Media is now integrated into Google search (SEO)
Industry Analysts
Industry Journalists
Brand awareness

Questions?
Ahuvah Berger
International Marketing Manager
Promisec Inc
Twitter: @ahoova

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Using Twitter to Generate B2B Leads

by ahuvah berger on Feb 21, 2011

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