SMWsmac Generating Leads With Twitter
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Finding and Nurturing Leads Using Twitter
Presented by:Mardy Sitzer
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Why Twitter?
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The TwitterverseLook Like?
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Twitter On Any Given DayTwitter shared the total number of accounts is over 200 million
Twitter announced that it has over 100 million active users worldwide
Half of whom log in daily and 40 percent of whom have not tweeted in the last month
Processing 230 million tweets a day, a number that has increased 110 percent since the start of the year (2011)
Updated 11/8/11
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What Goes On In Twitter?
18,000 search queries are performed at Twitter
every second.
That’s about 1.6 billion searches per day.
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AND….
No gatekeepers and permission to follow not needed!
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What’s The Value?
• Reduce the number of cold calls• Increase the number of warm calls• Increase the number of leads• Increase the number of referrals• Shorten the sales cycle• Improve Customer Service• Establish credibility and build trust quicker• Decrease advertising costs• Nurture Fans
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Twitter Is A Tool
• Twitter is a precision tool – a guided missile • Twitter is a crowd sourcing tool• Twitter is an open channel connection tool• Twitter is the fastest, real-time
news station in the universe• Twitter is an open society
with cliques/lists
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Who & What Am I?
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Start With A Profile And A Purpose
www.twitter.com/signup
160 characters –
make it count!
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What to reveal about yourself in 160 characters
• Think about your goals for the account• It’s important to let people know you’re a real person• Include some interests on there, so you seem like a
person, not a robot• Include what you will be tweeting about• Be human, but professional
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Profile With Keywords
KEYWORDS + MEANINGFUL INFORMATION
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Have A Plan
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Know Your Buyer
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Existing CustomersYOUR COMPETITOR’SBuyers BuyersInfluencers InfluencersReferrals ReferralsUsers Users
New TargetYOUR COMPETITOR’SBuyers BuyersInfluencers InfluencersReferrals ReferralsUsers Users
• Male / Female• Age Range
• Education Level• Income Level
• Job Title/Description• Industry
• Married/Single• Pets
• Hobbies• What do they read• TV & Movies• Dine Out
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Buying TriggerWe Buy To Fulfill A Need
Maslow's hierarchy of needs is a theory in psychology, proposed by Abraham Maslow in his 1943 paper A Theory of Human Motivation
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The Buyer’s Needs
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GIVE ME: I have to have this now – how much and how fastDO ME: I need this solution now – how much and how fastLOOKS INTERESTING: tell me more (prove it)UHM, MAYBE, I’M NOT SURE: tell me more (prove it)
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The Buyer’s Cycle
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Have A Content Strategy• Use a url shortner that also tracks click
through: bit.ly cli.gs zi.ma• News sources: alltop.com, crain’s, usatoday,
google• Other Blogs• Web sites with tips / lists / information
20 to 1
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What’s Your Key Topic?
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Think Strategy
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Game Has Changed
•Customer is in control
•Belief: There is NO TRUTH IN ADVERTISING
•Everyone has A.D.D. (attention deficit disorder)
•No one wants to be sold to.
The Social Web Has Changed Everything!
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Are You Safe?Can I Trust You?Are You Real?
Are You Meant For Me?Do You Even Care?
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What They’re Thinking:
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CONVEY TRUST
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What Do You Say• We really don’t care what you had for
breakfast• We are interested in what you learned today• We love a good recommendation or resource• A relevant article is a good link (track w/bit.ly)• A cool video that made you laugh• Coupons, savings ideas, sales and anything
that can improve my world
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Add Media• Load pictures: twitpic / tweetphoto / pikchur• Look for • Youtube ‘tweet’ or shorten url and post• Tip: WHY – always say WHY, not ‘check this
out’
PhotoLocation
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Get Established
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Grow FollowersStart With Who You Know
• Send out emails to those you know and ask them to follow
• Send out emails to your wider circle and announce and invite them to follow
• Search by name or email
Some people just follow back – others check out your profile and your stream.
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Don’t Keep It A SecretAdd to your email signature, your web site, blog,
facebook pages, newsletters, business cards, brochures, etc.
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Make Your Content SHARABLE
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Build First / Then Hunt1. Build up some followers2. Generate some chatter (@)3. Share some good stuff (not yours)4. Start RT@ to show you share5. Start answering / agreeing / supporting
others6. Then go hunting…..
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CONNECT / CONVERSE
• Find someone you want to meet: search name, title, company, location
• Read their ‘stream’ – get to know them• Follow them• Wait for opportunity to respond / answer / ask
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Join A Conversation
• Follow the Hashtag #
#SMWsmac
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Start A Conversation
• There is NO barrier to tweet someone• Just @name and you will show up in their
stream• Can’t DM unless they follow you too• Answer a question• Suggest a resource (not yours)• Ask their opinion / advice
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Relationship Tips
• Get noticed – it’s all about THEM not you• Find ways to contribute to THEIR conversation without butting in• Promote them (#FF RT@)• Keep the conversation going (need to stay in stream or get on one of their lists)• Ask their advice – not a sales pitch in disguise• “Let me know if I can help.” • Move the conversation off Twitter >
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How To Hunt
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Listen Carefully
• Pay attention to your profile• search.twitter.com/ • Hootsuite and Tweetdeck – 3rd party
applications that provide you keyword and mention tracking
• Google.com/alerts
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Pay Attention
Settings
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3rd Party Management Tools
ORGANIZE YOUR STREAMS: CATEGORIES / LISTS / # - events & keywords /
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Hunting Grounds1. #topic monitor and join2. Search.twitter.com for location, keywords,
etc. 3. Other people’s lists4. People other people follow5. Directories: tweepz wefollow,
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Refined Searches
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Lingo 101
• RT retweet• @ before a profile name to show up in their
stream and talk to them• DM direct and private direct message, only
available if they are following you too• # used before words when you are staying in a
conversation on a topic or to track conversations around word or event
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Twitter is FOREVER!!!!
Tweets are archived in The
Library of Congress
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Presented by:
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Twitter: twitter.com/MardySitzerFacebook: facebook.com/BumblebeeLLCGoogle+LinkedIn: linkedin.com/in/MardySitzerChat on: skype:MardySitzer
Mardy SitzerBumblebee Design & Marketing [email protected]
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