Social Selling with Twitter

Before We Dive In

• DPAD Social Selling Facebook Group https://www.facebook.com/groups/EMCDPADSocialSelling/

• DPAD Social Media Hub https://inside.emc.com/docs/DOC-84395• Previous Workshops, including Twitter 101• Social Selling ebook

• #DPArmy Advocate Hub Bit.ly/DPArmy

• DPAD Social Media Manager: Jennifer.Kirk@emc.com/@The_Jenius

Intro

• VP Sales, edSurge• Salesforce.com blogger• EA/pogo.com, Pivot Conf,

Inman News, real estate

Twitter

• Micro-blogging platform

• 140 characters

• 284 million monthly active users

• 500 million Tweets sent each day

What we’ll cover

①How to find the right people to follow

②Best practices for engaging on twitter

③How to make sense of the madness

④Advanced twitter tactics

How to find the right people to follow

Why follow people?

• Follow backs

• It’s a “touch”

• Stay on top of what they tweet

What is a “touch”?

“It takes 7 touches before a potential

customer is willing to transact.”-- Tara-Nicholle Nelson

VP Marketing, MyFitnessPal &

pug aficionado

-- Marketing rule of thumb

Who to follow?

• Friends & assoc

• Company execs

• @EMCprotectdata

• Industry news &

media

• Industry thought

leaders

• Clients & prospects!!

• Industry conferences

• Personal interests

Find & Follow

How to find someone’s twitter handle:

– Company team page

– LinkedIn

– Google search: “first name last name” twitter

– Twitter search

Twitter Advanced Search is your friend

https://twitter.com/search-advanced

Search for people

twellow.com

SEARCH BY SUBJECT

Hashtags #

• Connects disparate conversations

• Makes tweets searchable

• Prospecting tool!

• Can add humor

• Hashtags.org

#dataprotection

Search for topics

Cloud

Data

What else?

No location

Cloud, Data

Search Results

BTW, I also found this…

Best practices for engaging on twitter

How to engage on twitter

• Follow

• Favorite

• Retweet

• Retweet with a comment

• Tag & tweet

How to Favorite

Why to favorite?

• They get notified It’s a “touch”

• Creates a list to refer back to

How to retweet?

1

2

3

Retweet

• Why RT prospects/clients?

– Gets their attention “touch”

– Extends their voice

• What to RT?

– Industry commentary

– Something that truly resonates with you

What to tweet?• News

• Blog posts

• Info from industry experts & leaders

• Events & conferences

• Infographics

• Videos

• Quotes

• White papers

• RT

• Respond to others’ tweets

• Advocate Hub

Tweet & Tag example

Hashtags as prospecting toolSearch box on twitter.com

Searched on:

dataprotection :-(

5 Ways to reach out to a prospect

1. Ask their opinion

2. Share link to helpful content

3. Offer advice

4. Agree with them

5. Compliment them- from needtagger.com

@prospect I see you’re having issues with your current #dataprotection. I might be able to help.

@prospect That sounds frustrating. Here’s how we helped someone like you. [link to a case study/blog post]

OR

Just connect without addressing their problem and start building the relationship.

@prospect EMC is the best. You should switch. What number should I call you at?

@prospect Why are you with that crappy company? I’ve got way better solutions! What’s your email address?

@prospect Hi! Follow me so that I can DM you some information about EMC.

How to create a list

How to create a list

Lists you should create

• Industry news & media

• Customers & prospects

• Competition

• ?

How to use a list

• Look for opportunities to “touch” clients

and prospects

• Look for good content to share

RT, Tweet, Tag, Comment

Hootsuite: Scheduling

Twitter chats• Regular set time & day of week

• Find by hashtag

• Search on directories

– Ex: http://www.gnosisarts.com/

– Ex: http://www.twubs.com

• Engage live!

Where will you find

your prospects?

• CIO chats?

• CTO chats?

• Startup chats?

How to Rock a Conference

Before the conference

• Follow hashtag, search

• Look at who is speaking & sponsoring

• Follow prospects & clients

• RT or tweet them

– Ex: “@prospect Looking forward to seeing

you at #VMWorld”

At the conference• Tweet pics

• Follow event hashtag

• If attending sessions, tweet quotes or your thoughts on panels

• RT smart stuff from others, esp prospects and partners

• Advocate Hub

After the conference

• Tweet “great meeting you” or similar (don’t

forget LinkedIn)

• Follow everyone you met on twitter

• Make sure new folks are on lists

Post Conference Example

Going forward

Daily Twitter Tasks• Check lists

• RT, comment when appropriate

• Search hashtags

• Respond & thank

• “No tweet left behind”

• Use the Advocate Hub

Twitter etiquette1. Be mindful of relationships

2. You are what you tweet

3. Know your audience

4. Use common sense

Social Media is for relationship building!

Credit: Vanessa Doctor on hashtags.org

4-1-1 Rule• 4 pieces of 3rd party information

• 1 piece of company information

• 1 cat pic

Source: Duct Tape Selling by John Jantsch

“I learned to always take on things

I'd never done before.

Growth and comfort do not coexist.”

-Virginia Romette, CEO of IBM

Let’s connect!

@motodotwww.alicemyerhoff.comwww.linkedin.com/in/alicemyerhoff