Social Prospecting: How to get prospects from your social media
A lot of companies invest in social media but still struggle to get the added value and the return on investment. In a lot of cases, social media drives adoption or improves the company's image but applying a figure to the ROI is very complex.
Do you know that you can use Twitter as a lead generator?
I have used Twitter since a month now as a prospection tool, and the result in term of conversion rate is really good. I felt like I needed to share it with you. Those little tips will help you to get some good prospects. It may takes time so you will not get thousands of leads in a day but you will generate good quality leads.
1- Engage your prospects before prospecting
Sending a salesperson to talk about their product is what all the companies do. Eventually the prospect will listen to you. In a lot of cases, they are annoyed to listen the salesperson before he even started talking.
With Twitter, it is great because you can start engaging a conversion with a prospect and create a relationship before you start selling anything. It is a real one to one nurturing stage that is even better than sending an email that is nothing personalised.
Find your prospect, talk to them, ask them questions about what they like, what they are looking for. When the relationship is getting better and you start to be familiar with your target then you start talking about yourself, your product and how you can help them.
Find your prospect, talk to them, ask them questions about what they like, what they are looking for. When the relationship is getting better and you start to be familiar with your target then you start talking about yourself, your product and how you can help them.
2- Understand what they like
One to one nurturing is long: you cannot build a relationship in one or two days. So if you want to make a good qualification of your lead, take the time to read their tweets, retweets and favorite. It becomes even more interesting when the twitter account owner retweet his Instagram and Facebook feeds. Pay attention to their emotions, their questions. Have a look! You will see it is really rich in information.
3- Conquer the customers of your competitors
What is great with social media is that there is no gate between you and your competitors. With twitter you can easily access to the followers of your competitors and start building a relationship with people that are maybe a customer of your competitors, maybe a prospect.
The other good thing is that the followers are always sorted with the last person that followed the twitter account at the top. You can then easily identify active followers.
This is a very simple exercise you need to do everyday during 10 to 20 minutes. Go on your competitors twitter, and find the followers in their list that may be interested by your concept or your product.
4- Bring value to them before you even start dealing with them
Anyone on Twitter values a lot a new follower, a mention, a retweet or a favorite.
If you work in a B2B market and if you retweet the content of your prospects, they will somehow like you. Indeed any retweet increase their awareness as the potential view of their account / and or product increase.
I will personally get interested by someone that is interested by what I do.
Twitter is usually managed by the Marketing department. In my experience that is the first big error that companies do because it could actually be really useful even for a salesperson. In addition, it can really be used as a competitive advantage, especially because of the fact that a lof of companies are not using twitter in their best advantages and you can really make the difference by just applying those basic tips.
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