Social Selling for B2B Salespeople: Twitter
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Social Selling with Twitter
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Lots of information designed for salespeople to use twitter to build up their pipelines, enhance client relationships and find new people to network with. These slides are from a #socialselling presentation I did for EMC's DPAD sales team.
Transcript of Social Selling for B2B Salespeople: Twitter
Social Selling with Twitter
Before We Dive In
• DPAD Social Selling Facebook Group https://www.facebook.com/groups/EMCDPADSocialSelling/
• DPAD Social Media Hub https://inside.emc.com/docs/DOC-84395• Previous Workshops, including Twitter 101• Social Selling ebook
• #DPArmy Advocate Hub Bit.ly/DPArmy
• DPAD Social Media Manager: [email protected]/@The_Jenius
Intro
• VP Sales, edSurge• Salesforce.com blogger• EA/pogo.com, Pivot Conf,
Inman News, real estate
• Micro-blogging platform
• 140 characters
• 284 million monthly active users
• 500 million Tweets sent each day
What we’ll cover
①How to find the right people to follow
②Best practices for engaging on twitter
③How to make sense of the madness
④Advanced twitter tactics
How to find the right people to follow
Why follow people?
• Follow backs
• It’s a “touch”
• Stay on top of what they tweet
What is a “touch”?
“It takes 7 touches before a potential
customer is willing to transact.”-- Tara-Nicholle Nelson
VP Marketing, MyFitnessPal &
pug aficionado
-- Marketing rule of thumb
Who to follow?
• Friends & assoc
• Company execs
• @EMCprotectdata
• Industry news &
media
• Industry thought
leaders
• Clients & prospects!!
• Industry conferences
• Personal interests
Find & Follow
How to find someone’s twitter handle:
– Company team page
– Google search: “first name last name” twitter
– Twitter search
Twitter Advanced Search is your friend
https://twitter.com/search-advanced
Search for people
twellow.com
SEARCH BY SUBJECT
Hashtags #
• Connects disparate conversations
• Makes tweets searchable
• Prospecting tool!
• Can add humor
• Hashtags.org
#dataprotection
Search for topics
Cloud
Data
What else?
No location
Cloud, Data
Search Results
BTW, I also found this…
Best practices for engaging on twitter
How to engage on twitter
• Follow
• Favorite
• Retweet
• Retweet with a comment
• Tag & tweet
How to Favorite
Why to favorite?
• They get notified It’s a “touch”
• Creates a list to refer back to
How to retweet?
1
2
3
Retweet
• Why RT prospects/clients?
– Gets their attention “touch”
– Extends their voice
• What to RT?
– Industry commentary
– Something that truly resonates with you
What to tweet?• News
• Blog posts
• Info from industry experts & leaders
• Events & conferences
• Infographics
• Videos
• Quotes
• White papers
• RT
• Respond to others’ tweets
• Advocate Hub
Tweet & Tag example
Hashtags as prospecting toolSearch box on twitter.com
Searched on:
dataprotection :-(
5 Ways to reach out to a prospect
1. Ask their opinion
2. Share link to helpful content
3. Offer advice
4. Agree with them
5. Compliment them- from needtagger.com
@prospect I see you’re having issues with your current #dataprotection. I might be able to help.
@prospect That sounds frustrating. Here’s how we helped someone like you. [link to a case study/blog post]
OR
Just connect without addressing their problem and start building the relationship.
@prospect EMC is the best. You should switch. What number should I call you at?
@prospect Why are you with that crappy company? I’ve got way better solutions! What’s your email address?
@prospect Hi! Follow me so that I can DM you some information about EMC.
How to create a list
How to create a list
Lists you should create
• Industry news & media
• Customers & prospects
• Competition
• ?
How to use a list
• Look for opportunities to “touch” clients
and prospects
• Look for good content to share
RT, Tweet, Tag, Comment
Hootsuite: Scheduling
Twitter chats• Regular set time & day of week
• Find by hashtag
• Search on directories
– Ex: http://www.gnosisarts.com/
– Ex: http://www.twubs.com
• Engage live!
Where will you find
your prospects?
• CIO chats?
• CTO chats?
• Startup chats?
How to Rock a Conference
Before the conference
• Follow hashtag, search
• Look at who is speaking & sponsoring
• Follow prospects & clients
• RT or tweet them
– Ex: “@prospect Looking forward to seeing
you at #VMWorld”
At the conference• Tweet pics
• Follow event hashtag
• If attending sessions, tweet quotes or your thoughts on panels
• RT smart stuff from others, esp prospects and partners
• Advocate Hub
After the conference
• Tweet “great meeting you” or similar (don’t
forget LinkedIn)
• Follow everyone you met on twitter
• Make sure new folks are on lists
Post Conference Example
Going forward
Daily Twitter Tasks• Check lists
• RT, comment when appropriate
• Search hashtags
• Respond & thank
• “No tweet left behind”
• Use the Advocate Hub
Twitter etiquette1. Be mindful of relationships
2. You are what you tweet
3. Know your audience
4. Use common sense
Social Media is for relationship building!
Credit: Vanessa Doctor on hashtags.org
4-1-1 Rule• 4 pieces of 3rd party information
• 1 piece of company information
• 1 cat pic
Source: Duct Tape Selling by John Jantsch
“I learned to always take on things
I'd never done before.
Growth and comfort do not coexist.”
-Virginia Romette, CEO of IBM
Let’s connect!
@motodotwww.alicemyerhoff.comwww.linkedin.com/in/alicemyerhoff
