How You Can Use Twitter To Find Sales
If you are like most sales people, the thought off tapping into the over 75 million twitter users sounds amazing. The problem is as soon as you sign up you have no clue how to find opportunities. Fortunately there are ways to find your prospects and even better, connect with them.
Start with who you know
It is always best to start with people that you are already communicating with. Twitter actually makes this very easy to do if you know a few tricks. Start by logging into your Twitter account and go to the “Who to follow” option. Once there you will see the following:
There are two great ways to find your current networks and prospects from here. The first being LinkedIn. By simply clicking on the LinkedIn button you are taken to a list of your current LinkedIn connections that have their Twitter accounts connected. From there you can simply select follow all your current connections that you are not currently connected with.
Another great trick you can do is to use Gmail. Take your current database (export in CSV form from your CRM) and import it into Gmail. By importing it into Gmail you can then click on the Gmail tab on the Twitter Find Friends tab and connect with your Gmail account. From there Twitter searches your Gmail address book and delivers you a list of all the people that are in your database that are also on Twitter.
Target Companies and Industries on Twitter
You can use Twitter to find the companies that you would like to start working with. Chances are they are on Twitter as a company or maybe some of the employees are active on the service. The easiest way to find out is to do some basic searches to see who is out there. A simple Twitter search will let you know who is talking about your industry or company. This search is for "Corporate Training". Another useful technique is to look at who is following some of your competitors and see if they are also worth following and connecting with yourself.
Target Titles on Twitter
It’s not enough to look at the Twitter feeds and see what is being said about your company or industry. You may want to make a find prospects based on their titles within a company. Running an advanced search in Google will let you identify anyone on Twitter that identifies them with a title. This example is for VP of Marketing on Twitter. Play around with this search to get even more insights to people you want to connect with.
Listen to What They are Telling You
This is helpful when you are new and trying to find the people you want to follow on Twitter but let’s move into the most important part. People are updating Twitter 600 times per second and that can create a lot of noise. This is why following specific people and learning how to search Twitter is so important.
The next step is to review each result and quickly evaluate whether you can help them or not. The beauty of this search feature is that there will constantly be new results coming in so this one search could keep you busy all day and you’ll never run out of people to help! Selling through social media could shorten your sales cycle dramatically if you are focusing only on the people that need your product or service ‘right now’ and with social networks there is an over abundance of real time needs.
The system won’t automatically dump them onto your screen which is good. Once you’ve poured through the most recent results you simply need to look at the top of your results and it will tell you how many new results have come in and click “refresh” to see them.
Once you have decided who to follow, I recommend using Twitter Lists. By putting each search or tactic into a specific list you will be able to monitor the conversations by relevant group. This makes it much easier to figure out say what VP’s of Marketing talk about on twitter different than say some company Twitter accounts that you are following.
To be successful you are not going to go out and start selling to everyone, you a far better to monitor the discussion and when there is something useful you can add, do so. This post is about using twitter for finding customers. Social selling is not limited to Twitter so use the same ideas with other social networks like LinkedIn. Just remember join the discussion and become a member of the community before you instantly try to sell. You don’t want to be that salesmen that see you the second you walk in the store and starts trying to push something on you. Instead, sit back and monitor and once you see that someone is in need, offer assistance at that point.
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