How To Prospect With Twitter | A Social Selling Tool

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Are you looking for a way to cold call less? Here are simple instructions to help you prospect using Twitter.

With fewer decisions makers answering the phone and emails in response to cold calls, what is an enterprise software, automobile or consultant sales person to do? InsideView states that 90% of IT decision makers are not responding to these typical sales techniques. IBM reports that 75% of decision makers are using social media to help make their purchase decision. So, why not use social media to be a part of that discussion. Instead of overtly cold calling, build a relationship on relevant conversation on the customer’s or prospect’s terms?

This presentation reviews 8 easy steps to use Twitter to reduce your ‘old school’ cold calling activity and activate a new one. I want to teach you how to fish and to fish where the fish are!

This document is a great social selling, business creating, or connection action plan to help to put you on the pull marketing map for your individual social brand!

Thank you for your interest!

@GerryMoran

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How To Prospect With Twitter | A Social Selling Tool

  1. 1. @GerryMoranHow To ProspectWith Twitter
  2. 2. Actual unsolicited Tweet that sums up this whole presentation. This is howTwitter can be used to start to build and nurture an authentic relationship.@GerryMoran
  3. 3. Preview SummaryWith fewer decisions makers answering the phone and emails in response to cold calls,what is an enterprise software, automobile or consultant sales person to do? InsideViewstates that 90% of IT decision makers are not responding to these typical salestechniques.IBM reports that 75% of decision makers are using social media to help make theirpurchase decision. So, why not use social media to be a part of that discussion. Insteadof  overtly  cold  calling,  build  a  relationship  on  relevant  conversation  on  the  customer’s  or  prospect’s  terms?This  presentation  reviews  8  easy  steps  to  use  Twitter  to  reduce  your  ‘old  school’  cold  calling activity and activate a new one. I want to teach you how to fish and to fish wherethe fish are!This document is a great social selling, business creating, or connection action plan tohelp to put you on the pull marketing map for your individual social brand!Thank you for your interest!@GerryMoran@GerryMoran
  4. 4. Check your social media connections before you start.
  5. 5. Connect prospects on social mediaDiscover where your customers are engaging. Learn what interests them and startto authentically engage with them. Use your 2nd-level connections and referenceany of your personal connections like schools, groups, associations, etc. when firststarting to build a relationship.@GerryMoran
  6. 6. Search on Twitter for your prospects.
  7. 7. 1. Google your prospects on Twitter@GerryMoranSearch  for  their  “Name”  +  “Twitter”  and  you  should  be  able  to  find  them  on  Twitter
  8. 8. 2. Search your prospects on Twitter@GerryMoran
  9. 9. 3. Search your prospects’ profilesUse Tweepz to  search  Twitter’s  profiles  to  find  geo-based, title-based and interest-basedinformation to help build your prospect list.@GerryMoran
  10. 10. Goal: Follow their real-time sharing@GerryMoranNow that you have found your prospect(s), follow their real-time  activity  to  “get  inside  their  head”  and  understand  them.  This  following  will  help  you  build  your  relationship.
  11. 11. Put your prospects in a private list on Twitter.
  12. 12. Create a private list to follow activity@GerryMoran1. Find lists on your home page 2. Create a private list3. What you list looks like 4. Search your list
  13. 13. Quick reference Tweets, shared content, likes & dislikes.
  14. 14. Use Hootsuite to organize Tweets@GerryMoranAdd lists to easily followconversational stream
  15. 15. Keep on top of prospect’s activity@GerryMoranStay on top of whatyour prospects aresaying, liking,commenting on,retweeting andsharing so you canbetter understandtheir priorities.
  16. 16. Multiple prospect conversations@GerryMoranA tool like Hootsuite, helps you to easily follow multiple conversations.
  17. 17. Reply, RT or Favorite your private list activity.
  18. 18. Build Relationships By Engaging@GerryMoranThere  are  many  ways  to  get  on  your  prospect’s  radar.  Retweeting,  Mentioning  and  Favoriting are just a few basic ones.
  19. 19. Build relationship over time with more Replies & RTs.
  20. 20. It Takes More Than Just One Tweet@GerryMoranUsing Twitter to prospect and replace cold calling is not a direct marketing campaign. It istruly  building  a  relationship  and  takes  many  conversations  …  before  you  ask!
  21. 21. When the opportunity arises, send a Twitter DM.
  22. 22. Send A DM For More Private Talk@GerryMoranYou can send a DM if someone is following your (or if you are both following each other).Use this private communication technique to provide more relevant links and conversation.
  23. 23. DMs  will  lead  to  “demos”,  not  cold  calls.
  24. 24. Good Relationships Close Themselves@GerryMoranYou will be surprised with the results you will receive if you combine your expertise with astrategic, methodical and authentic relationship-building activity.
  25. 25. So,  what’s  your  next  step?
  26. 26. Your Next Steps@GerryMoran1. Write down your prospect list2. Write down your prospect descriptors (title, specialty)3. Use search.Twitter.com, Tweepz.com or Google to find themon Twitter4. Create a private list on Twitter5. Add your private list on Hootsuite to follow the conversation6. Begin  to  RT,  Reply/Mention  and  Favorite  list  members’  Tweets7. After  a  while,  send  a  DM  with  more  ‘private’  talk  …8. Or, sit back and wait for a DM from them!Contact me at gerry@marketingthink.com or 215-817-4085 to set up a Twittertune-up or a social media coaching session.
  27. 27. Thanks!@GerryMorangerry@marketingthink.comMarketingThink.comSocial Media And Marketing Coaching Blog@GerryMoran

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