How Twitter Can Solve 3

Major Sales Challenges #SocialSelling

I never believed in

Twitter as a sales tool.

But as soon as I did – I started seeing

how it made my relationships that

much stronger.

Don’t believe me? Believe the data.

73% of U.S. Online customers trust information and advice from

Twitter.

click to tweet

Now, social selling on Twitter

speciically helps solve three

challenges in our sales process -

1 Chalenge: Putting your agenda aside.

When you’re on the phone with prospects or leads, they’re eager to hear your pitch.

But we need to resist that on Twitter.

Sales reps often get comfortable with their winning pitch and want to use that on every prospect, rather than adapting to the

unique interests and challenges of that prospect.

1 Solution: Use Twitter to inform sales process.

By using social tools like Twitter, you get an idea of what’s actually important to the prospect. By showing them subtle

support through a retweet, or engaging them in conversation

that has nothing to do with your agenda, you show them that

you have their interests, challenges, and needs in mind.

This provides a greater window of opportunity for you to adjust

the actual phone pitch to your liking since you’ve already

opened the relationship personally on Twitter.

2 Chalenge: Staying in touch with customers.

Customers are an incredibly valuable and often overlooked asset for salespeople. Staying in touch with customers lets you

watch how your product has impacted their business.

The tough part is the juggling act of keeping in touch with

customers while focusing on establishing new connections with viable prospects.

2 Chalenge: Staying in touch with customers.

Customers are an incredibly valuable and often overlooked asset for salespeople. Staying in touch with customers lets you

watch how your product has impacted their business.

The tough part is the juggling act of keeping in touch with

customers while focusing on establishing new connections with viable prospects.

Solution: Use Twitter to keep a relationship.

While a Twitter conversation isn’t as powerful as a phone conversation, it’s all you need to show your support.

I use social tools to create a filter where I can see when one of

my customers mentions a specific term. It delights me to see

them using our product, and enables me to stay in touch with them. This also helps in future sales conversations because

my prospects see my continued support – even after a deal

closes.

Case-in-point:

I use the Signals-Zapier integration to get custom alerts

for my customers’ tweets. This allowed me to engage

with them like so -

Case-in-point:

I use the Signals-Zapier integration to get custom alerts

for my customers’ tweets. This allowed me to engage

with them like so -

CLICK TO START

GETTING ALERTS

3 Chalenge: Being the first to respond.

Often times, leads assigned to me are tweeting about a specific challenge or interest they currently have.

Sometimes, these are posted in the context of comparing my

product to competitors or simply about our product in general.

Regardless of what industry you’re in, if a question is asked

about how you compare to a competitor, that’s a huge

opportunity be the first one to respond.

3 Chalenge: Staying in touch with customers.

Customers are an incredibly valuable and often overlooked asset for salespeople. Staying in touch with customers lets you

watch how your product has impacted their business.

The tough part is the juggling act of keeping in touch with

customers while focusing on establishing new connections with viable prospects.

Solution: Set up filters and alerts.

Set up a process for getting alerts every time one of your sales leads is talking about you or a competitor.

Not only does responding in real-time provide a competitive

advantage by being the first to engage, it also reinforces class

and integrity by responding tactfully – perhaps using the opportunity to ask followup questions about the prospect’s

challenges or needs.

Our technique:

I use the Signals-Zapier integration to get custom alerts

for competitor tweets. I set it up like so -

Our technique:

I use the Signals-Zapier integration to get custom alerts

for competitor tweets. I set it up like so -

TRY THIS NOW.

How are you using Twitter in the

sales process? I’d love to hear.

Danielle Herzberg

Sales Leader @DannieHerz

hank you.

How Twitter Can Solve 3 Major Challenges for Sales

#SlideShare #SocialSelling

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