SMWsmac Generating Leads With Twitter

Finding and Nurturing Leads
Using Twitter
Presented by:
Mardy Sitzer

www.bumblebeellc.com

Why Twitter?


The Twitterverse
Look Like?


Twitter On Any Given Day
Twitter 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


What Goes On In Twitter?

18,000 search queries are performed
at Twitter
every second.

That’s about 1.6 billion searches per
day.


AND….

No gatekeepers and
permission to follow not needed!

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


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


Who & What Am I?


Start With A Profile And
A Purpose
www.twitter.com/signup

160
characters –
make it
count!


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


Profile With Keywords

KEYWORDS + MEANINGFUL INFORMATION


Have A Plan


Know Your Buyer
Existing Customers •Male / Female
YOUR COMPETITOR’S •Age Range
Buyers Buyers •Education Level
Influencers Influencers •Income Level
Referrals Referrals
•Job Title/Description
Users Users
•Industry
•Married/Single
New Target •Pets
YOUR COMPETITOR’S
•Hobbies
Buyers Buyers
Influencers Influencers •What do they read
Referrals Referrals •TV & Movies
Users Users •Dine Out

16 www.bumblebeellc.com

Buying Trigger
We 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


The Buyer’s Needs
GIVE ME: I have to have this now – how much
and how fast
DO ME: I need this solution now – how much
and how fast
LOOKS INTERESTING: tell me more (prove it)
UHM, MAYBE, I’M NOT SURE: tell me more
(prove it)


The Buyer’s Cycle

Confirmation
Verification
Awareness
(WOM)
Need


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


What’s Your Key Topic?


Think Strategy


Game Has Changed
The Social Web Has Changed Everything!

•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.


What They’re Thinking:

Are You Safe?
Can I Trust You?
Are You Real?
Are You Meant For Me?
Do You Even Care?


CONVEY TRUST


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


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’

Location
Photo


Get Established


Grow Followers
Start 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.

Don’t Keep It A Secret
Add to your email signature, your web site, blog,
facebook pages, newsletters, business cards,
brochures, etc.


Make Your Content SHARABLE


Build First / Then Hunt
1. Build up some followers
2. Generate some chatter (@)
3. Share some good stuff (not yours)
4. Start RT@ to show you share
5. Start answering / agreeing / supporting
others
6. Then go hunting…..


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


Join A Conversation
• Follow the Hashtag #

#SMWsmac


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


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 >


How To Hunt


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


Pay Attention

Settings


3rd Party Management Tools

ORGANIZE YOUR STREAMS: CATEGORIES / LISTS
/ # - events & keywords /


Hunting Grounds
1. #topic monitor and join
2. Search.twitter.com for location, keywords,
etc.
3. Other people’s lists
4. People other people follow
5. Directories: tweepzwefollow,


Refined Searches


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


Twitter is FOREVER!!!!


Presented by:
Mardy Sitzer
Bumblebee Design & Marketing LLC
212-677-4050
mardy@bumblebeellc.com

Weekly Blog: Notes from the Hive
Monthly Newsletter

Twitter: twitter.com/MardySitzer
Facebook: facebook.com/BumblebeeLLC
Google+
LinkedIn: linkedin.com/in/MardySitzer
Chat on: skype:MardySitzer


SMWsmac Generating Leads With Twitter

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