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@GerryMoran
How To Prospect
With Twitter
Actual unsolicited Tweet that sums up this whole presentation. This is how
Twitter can be used to start to build and nurture an authentic relationship.
@GerryMoran
Preview Summary
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
@GerryMoran
Check your social media connections before you start.
Connect prospects on social media
Discover where your customers are engaging. Learn what interests them and start
to authentically engage with them. Use your 2nd-level connections and reference
any of your personal connections like schools, groups, associations, etc. when first
starting to build a relationship.
@GerryMoran
Search on Twitter for your prospects.
1. Google your prospects on Twitter
@GerryMoran
Search  for  their  “Name”  +  “Twitter”  and  you  should  be  able  to  find  them  on  Twitter
2. Search your prospects on Twitter
@GerryMoran
3. Search your prospects’ profiles
Use Tweepz to  search  Twitter’s  profiles  to  find  geo-based, title-based and interest-based
information to help build your prospect list.
@GerryMoran
Goal: Follow their real-time sharing
@GerryMoran
Now 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.
Put your prospects in a private list on Twitter.
Create a private list to follow activity
@GerryMoran
1. Find lists on your home page 2. Create a private list
3. What you list looks like 4. Search your list
Quick reference Tweets, shared content, likes & dislikes.
Use Hootsuite to organize Tweets
@GerryMoran
Add lists to easily follow
conversational stream
Keep on top of prospect’s activity
@GerryMoran
Stay on top of what
your prospects are
saying, liking,
commenting on,
retweeting and
sharing so you can
better understand
their priorities.
Multiple prospect conversations
@GerryMoran
A tool like Hootsuite, helps you to easily follow multiple conversations.
Reply, RT or Favorite your private list activity.
Build Relationships By Engaging
@GerryMoran
There  are  many  ways  to  get  on  your  prospect’s  radar.  Retweeting,  Mentioning  and  
Favoriting are just a few basic ones.
Build relationship over time with more Replies & RTs.
It Takes More Than Just One Tweet
@GerryMoran
Using Twitter to prospect and replace cold calling is not a direct marketing campaign. It is
truly  building  a  relationship  and  takes  many  conversations  …  before  you  ask!
When the opportunity arises, send a Twitter DM.
Send A DM For More Private Talk
@GerryMoran
You 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.
DMs  will  lead  to  “demos”,  not  cold  calls.
Good Relationships Close Themselves
@GerryMoran
You will be surprised with the results you will receive if you combine your expertise with a
strategic, methodical and authentic relationship-building activity.
So,  what’s  your  next  step?
Your Next Steps
@GerryMoran
1. Write down your prospect list
2. Write down your prospect descriptors (title, specialty)
3. Use search.Twitter.com, Tweepz.com or Google to find them
on Twitter
4. Create a private list on Twitter
5. Add your private list on Hootsuite to follow the conversation
6. Begin  to  RT,  Reply/Mention  and  Favorite  list  members’  Tweets
7. 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 Twitter
tune-up or a social media coaching session.
Thanks!
@GerryMoran
gerry@marketingthink.com
MarketingThink.com
Social Media And Marketing Coaching Blog
@GerryMoran

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How To Prospect With Twitter | A Social Selling Tool

  • 2. Actual unsolicited Tweet that sums up this whole presentation. This is how Twitter can be used to start to build and nurture an authentic relationship. @GerryMoran
  • 3. Preview Summary 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 @GerryMoran
  • 4. Check your social media connections before you start.
  • 5. Connect prospects on social media Discover where your customers are engaging. Learn what interests them and start to authentically engage with them. Use your 2nd-level connections and reference any of your personal connections like schools, groups, associations, etc. when first starting to build a relationship. @GerryMoran
  • 6. Search on Twitter for your prospects.
  • 7. 1. Google your prospects on Twitter @GerryMoran Search  for  their  “Name”  +  “Twitter”  and  you  should  be  able  to  find  them  on  Twitter
  • 8. 2. Search your prospects on Twitter @GerryMoran
  • 9. 3. Search your prospects’ profiles Use Tweepz to  search  Twitter’s  profiles  to  find  geo-based, title-based and interest-based information to help build your prospect list. @GerryMoran
  • 10. Goal: Follow their real-time sharing @GerryMoran Now 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. Put your prospects in a private list on Twitter.
  • 12. Create a private list to follow activity @GerryMoran 1. Find lists on your home page 2. Create a private list 3. What you list looks like 4. Search your list
  • 13. Quick reference Tweets, shared content, likes & dislikes.
  • 14. Use Hootsuite to organize Tweets @GerryMoran Add lists to easily follow conversational stream
  • 15. Keep on top of prospect’s activity @GerryMoran Stay on top of what your prospects are saying, liking, commenting on, retweeting and sharing so you can better understand their priorities.
  • 16. Multiple prospect conversations @GerryMoran A tool like Hootsuite, helps you to easily follow multiple conversations.
  • 17. Reply, RT or Favorite your private list activity.
  • 18. Build Relationships By Engaging @GerryMoran There  are  many  ways  to  get  on  your  prospect’s  radar.  Retweeting,  Mentioning  and   Favoriting are just a few basic ones.
  • 19. Build relationship over time with more Replies & RTs.
  • 20. It Takes More Than Just One Tweet @GerryMoran Using Twitter to prospect and replace cold calling is not a direct marketing campaign. It is truly  building  a  relationship  and  takes  many  conversations  …  before  you  ask!
  • 21. When the opportunity arises, send a Twitter DM.
  • 22. Send A DM For More Private Talk @GerryMoran You 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. DMs  will  lead  to  “demos”,  not  cold  calls.
  • 24. Good Relationships Close Themselves @GerryMoran You will be surprised with the results you will receive if you combine your expertise with a strategic, methodical and authentic relationship-building activity.
  • 25. So,  what’s  your  next  step?
  • 26. Your Next Steps @GerryMoran 1. Write down your prospect list 2. Write down your prospect descriptors (title, specialty) 3. Use search.Twitter.com, Tweepz.com or Google to find them on Twitter 4. Create a private list on Twitter 5. Add your private list on Hootsuite to follow the conversation 6. Begin  to  RT,  Reply/Mention  and  Favorite  list  members’  Tweets 7. 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 Twitter tune-up or a social media coaching session.