Twitter for SalespeoplePeter Caputa IV @pc4mediahttp://www.hubspotcom/partners Director, Channel Sales & Marketing
Social Media for Salespeople. Why? Establish Expertise Improving Connect Rate with Leads Networking with Existing Customers for Referrals
Pete’s Blogging Advice from 2006Reading - Its like listening.Commenting - Its like active listening, sharing stories, guiding prospects in aconversation and challenging prospects assumptions… all in one.Writing - Its like talking. :-)
Pete’s Twitter Advice for 2012 Reading your customers and prospects stuff Tweeting, retweeti ng and commenting on their stuff. Writing your own thoughts.You don’t need to blog. 140 characters at a time is easier, especially forsalespeople.
How to Connect with More Prospects
Read Efficiently with Twitter Lists
Retweeting: The Easy Way to Curate & Get Their Attention All-in-OneRetweets show up in their “@Connect” stream, so they’ll see when you retweet their stuff.It’s like giving someone a compliment: They’ll notice you.
Subscribe to Their BlogsI use firstname.lastname@example.org to subscribe and then I routethem to a folder OR you can use an RSS reader like Google Reader tosubscribe too. I read them in batches and schedule tweets.
Tweet their StuffDon’t tweet stuff you don’t read. Don’t tweet stuff that you don’t think is good.
Make sure they NoticeAdd from “their twitter name” to the end of your tweet after the link. Again, they’ll seethat in their “@Connect” stream. They’ll thank you.
Comment on their Blog & Make Sure they Notice This is how you start a conversation that they’ll be interested in having.
Share Something They’ll Find InterestingMake sure they notice by adding “cc:@theirname”. Do not abuse this!
How You’ll Get Referrals
Retweets and Favorites Get your Followers’ Followers to Notice YouJust publish thoughtful stuff and interact with people (like I explained in the previous slides).People will favorite and retweet your stuff. This will lead to other people following you.
Why I Don’t Thank People on Twitter for Retweets & Favorites (Or how to start a conversation.)Just like in sales. It’s not about me. Plus: thanking them is a dead end. Ask them a question like“What part of that article did you find interesting?”. That’s start a conversation that could leadto a real conversation…
Moving the Conversation into The Real World (where sales actually happens)
Grow Sales with Social Media by Rick Roberge1. Know your ideal customer.2. Know where they hang out.3. Be remarkable, relevant and findable.4. Understand that what you think doesnt matter.5. What words will your customer use to find what they want to talk about?6. Focus on conversation.7. Optimize your profile.8. Watch for the opportunity to engage! And when you do, do it gently.9. Follow a sales process that mirrors their buying process.10. Dont give a reason to be eliminated.Read the article:http://www.wbjournal.com/apps/pbcs.dll/article?AID=/20121126/PRINTEDITION/311219998/0/PRINTEDITIONDATES
When to Do Social Media1. Don’t spend “talk time” on social media. Prioritize being on the phone.2. Don’t start your connect sequence with social media. Start by trying to connect with inbound leads via the phone. Ability to connect still decays with age of lead.3. The sequence should still be: vmail, email, vmail, email.4. Try following people while you’re dialing or after you leave a vmail. Put following and retweeting in your workflow as you dial or leave a vmail.
This won’t work for everyone…Make sure your transition to a phoneconversation is natural. Some people prioritizeinteracting in social over returningvoicemails/talking on the phone. Just becausethey interacted in social, doesn’t mean theywant to talk to you yet. http://onstartups.com/tabid/3339/ bid/92302/Sorry-No-Calls.aspx
Engage them in conversation…Leave thoughtful comment on their blog posts… …. And on Twitter
Goal of any connect is to find an interest and move it to phone (or email)..