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@GerryMoranHow To ProspectWith Twitter

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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

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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

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Check your social media connections before you start.

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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

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Search on Twitter for your prospects.

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1. Google your prospects on Twitter@GerryMoranSearch for their “Name” + “Twitter” and you should be able to find them on Twitter

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2. Search your prospects on Twitter@GerryMoran

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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

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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.

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Put your prospects in a private list on Twitter.

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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

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Quick reference Tweets, shared content, likes & dislikes.

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Use Hootsuite to organize Tweets@GerryMoranAdd lists to easily followconversational stream

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Keep on top of prospect’s activity@GerryMoranStay on top of whatyour prospects aresaying, liking,commenting on,retweeting andsharing so you canbetter understandtheir priorities.

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Multiple prospect conversations@GerryMoranA tool like Hootsuite, helps you to easily follow multiple conversations.

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Reply, RT or Favorite your private list activity.

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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.

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Build relationship over time with more Replies & RTs.

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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!

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When the opportunity arises, send a Twitter DM.

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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.

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DMs will lead to “demos”, not cold calls.

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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.

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So, what’s your next step?

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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.

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Thanks!@GerryMorangerry@marketingthink.comMarketingThink.comSocial Media And Marketing Coaching Blog@GerryMoran