I have to attend a wedding this weekend or else I’d be out a girlfriend.
Actually, it’s a wedding on a Friday so I’m out an entire day of prospecting and pushing leads through our sales process. Ultimately, I have one day less this month where I can bring revenue into our company.
Letting my team, manager, or myself down is not an option. It’s a brand new month; I have to get ahead of the curve to succeed; yet I’m already a day behind projected numbers because of my schedule.
I won’t allow the idea of not making my number creep into my head. (Not even sure why I’m leaving this sentence in this post.)
Fortunately I’m active on Twitter and found a great process to prospect on-the-go using Twitter. Now, in the 5-hour car ride to Hilton Head, SC, I can also find new leads along with my regularly scheduled calls. This makes the actual trip more productive.
My product is a sales process management software solution for small-to-medium sized businesses enabling the CEO or sales manager to setup and automate their sales process — all within the salesforce.com ecosystem.
How To Prospect Using Twitter (Even When the Bride is Walking Down the Aisle)
Before getting to the nuts and bolts, you’ll need a Twitter account, so go ahead and signup. Put your brightest and shiniest picture you’ve recently taken.
Why? People prefer interacting with people. Not a logo.
Insider’s tip: if you have access to your corporate account it’s always great to have the company account come in for help or comical relief. In my case, I do have access to the corporate account. Try and get it if you can.
Step 1: Basic Search
If you just signed up on Twitter, you’ll need to download the mobile app. This is how we’re able to prospect on the go.
First things first. Follow a few people – celebrities, athletes, politicians and thought leaders are all fun. But we’re here for business, not to get the latest Hollywood Gossip. Follow who you want, click on the Discover button. You’ll be taken to the screen below. Type in industry specific keywords. For Rivalry’s case, it’s sales process or sales process management.
Step 2: Find Leads or Influencers
You’re in absolute lead qualification mode right now. You should be looking for you perfect prospect. In my case, I’m looking for an early stage, technology CEO expressing a pain with their CRM or trying to scale their sales organization.
In the example below, I see there is a lady who’s just created a new sales process with her team. Who knows, she might have just purchased CRM software and could be a perfect lead.
I’ll click on her profile to get a better understanding of her business.
Step 3: Profile Research
When I click on this potential prospect’s profile, I immediately see she resides in India. Since Rivalry is not selling to businesses overseas, she’s not a good prospect at the moment. At this point, I’ll go back to my prospecting process.
However, if she was in the U.S., to engage her authentically, I’d read her blog, perhaps even comment, and then @ reply her a tweet with some of the valuable content our marketing department has created posing a question. It’d look something like: “Hi Rajalakshmi, sales process is all about the buying process of the prospect: link. Do you agree?
This engages her with our mutual industry in mind and not our product.
Back to the process.
Step 4: Find Influencers with Authority
Back to the “sales process” search term on our Twitter search. As I keep scrolling through the folks who have the words “sales process” in their tweets, I come across a pretty big influencer: Brian Tracy. Brian is a sales motivation legend. It’s probable my prospects will follow him.
Observe the number of followers he has on Twitter: 128,400 – woah! However the followers in this case are only part of the prospects available. Brian Tracy’s twitter followers would keep me busy prospecting for a week. Instead of figuring out who’s following him, I also see he is following 21,100 people. I’m going to start with that list because they’ve been qualified by him already.
I click on Brian Tracy’s list of people he’s following and start scrolling. I come across a pretty legitimate prospect by the name of Mark Suster. After doing some research, I see Mark Suster is a 2x entrepreneur turned VC. Perfect! And he has 96,900 followers on Twitter. Most of these folks likely want to learn about early stage technology. From here, I’ll go through his followers looking for my ideal customers.
In the matter of a few minutes, I’ve combed through hundreds of potential leads, found key influencers, and should start making a list of Twitter accounts that I want to engage moving forward. And now I can have fun at the wedding reception.
How do you find the time to prospect on the go? Do you use Twitter to connect with prospective customers? What’s the best social selling advice you’ve ever received and implemented?