Following on from my previous article, covering 7 ultimate tips for social selling on Linkedin, this one is dedicated to Twitter.
The platform was originally founded on 21st March 2006, and then launched on 15th July 2006. The platform has remained pretty much unchanged since launch and still offers the ability to post 140 characters (give or take some amendments recently).
It’s ideal for Sales People as it acts as a great publishing platform, you can follow the companies and the people you want to do business with and but at the same time, you can keep tabs on your favourite sports team or hobby.
This mix is great because it allows you to be professional but add elements of personality too, through your personal interests.
Social Selling on Twitter – 7 Ultimate Tips
Tip #1: Have a Buyer Facing Profile
As I touched on in my LinkedIn Social Selling Guide, having your personal brand sorted is key.
Ensure your image is consistent with your other professional profiles so you are recognised. Write your bio with elements of your professional self but feel free to name other interests or favourite teams etc, as this will allow others to seek a connection on a different level.
Make sure the handle you choose is clean and clear and don’t go for anything too ‘jokey’ or casual. I mix my name with the company I work for so that users know I represent Creation when it comes to my Twitter posts!
Make sure the link you choose goes to somewhere you’re happy your buyer visit. I have my LinkedIn page there but you could choose your website, or a landing page of your companies.
Key-Takeaway: Get a 3rd party to look over your profile as if they were your buyer. Take on their feedback and amend accordingly.
Tip #2: Follow Your Prospects
Once you begin to follow people of interest (that match your buyer persona), Twitter will learn on the types of people and accounts you are most interested in. Use this to follow more people of interest and build a solid foundation prospects.
Remember to follow people out with that, especially accounts that might have valuable content worth retweeting.
Key-Takeaway: Twitter’s advanced search feature can help here too! You could also visit 3rd party websites that list people in your industry who might be on Twitter. Another idea is to visit the page of your competitor. You will find some great accounts to follow there too.
Tip #3: Twitter Lists
Twitter can be a very noisy place (500,000,000 Tweets per day). To make sure you are getting the content you are looking for from the people you want it from, build some Twitter Lists.
You can segment any way you wish. I tend to go for industry. Having those in a list, you can then focus more closely on those and begin to engage with their tweets.
Lists can be made privately (should you not want your prospect to see that you’ve popped them in a list), or publicly. The benefit to a public list is that your prospect can see you’ve added them. This acts as a ‘touch’ in the social selling process, helping you in the process of becoming ‘known’.
Key-Takeaway: Make a point of visiting your lists daily, this way you will become visible quicker (when you make your touches).
Tip #4: Sourcing Your Own Content
You’ll also want to make sure you are posting content that speaks to your buyer. Perhaps you want to go to Feedly and set up some good content sources that you can use. You could use a tool like Sprout Social to send your posts at suitable times around the clock.
Key-Takeaway: Try ‘Pocket’ too, this can help. Also, whichever platform you use to post, they normally have a Google Extension you can use.
Tip #5: Engage
It’s now time to become known and offer value. Your goal, as with any Social Selling campaign is to move the prospect offline for a meeting / conversation,
Patience is key here. You shouldn’t expect to tweet someone on day 1 and convert them on day 2 (although it can happen).
If you haven’t made yourself known to your buyer already (say on LinkedIn), then you could begin with some ‘soft touches’.
A ‘soft touch’ would be liking a tweet or a step up from that – re-tweeting.
If you feel comfortable responding to tweets and it’s a subject matter you are comfortable in, by all means, add your thoughts.
The next stage to that would be asking a question based on their post!
You might then go on to suggest you cover in more depth via a Twitter DM or find out if they’d like to connect on LinkedIn.
Key-Takeaway: Don’t comment on any personal posts too soon. Their favourite football/soccer team may present an opportunity but a family photo etc, might be a step too far. Stay professional and use common sense.
Tip #6: Other Tips
Consider these quick tips too:
Tag a colleague in a post. They might be interested too and it will show the prospect that as a business, you are interested in their subject.
Join Twitter chats. These are usually held weekly. I am part of one called #saleshackerchat. Search Twitter for it and see how it works.
Use Advanced Search: Once you are familiar with the above, start sourcing new prospects using Twitter advanced search feature
Follow Influencers. This will keep your knowledge tip top, and prove another great source to share content.
Set up Social Listening. This is where you set up terms to listen in to what your clients might be saying. They could be asking a question that you can answer – for example. This could lead to something very valuable for you!
Key-Takeaway: Keep up to date on the latest practices by following Twitter Influencers.
Tip #7: Have Patience
In the old sales world, things would be quick, quick, quick. If you try to force things now, you could lose your prospect. Take it naturally, like you would in a normal conversation. Offer value at all times and things will work for you!
Key-Takeaway: Sales has changed dramatically in the past few years. The skillset of a salesperson has changed and along with it, the attitude of the buyer has too. If you try old school techniques, they simply won’t work and you will lose all credibility.
The above tips should set you on your way to success. There are lots of other content out there to help you on your journey. Check out these Social Selling influencers too and this will help you stay abreast of the latest news, hints and tips in the ever evolving world of Social Selling.
This article was contributed by Gary Farmer.