Learn how to engage with your buyers in a pleasant way.
- [Instructor] As you watch and learn the many different ways of how you can engage with your buyers or prospects, always keep in mind that social media can become one of the most powerful channels of communication to get your buyers' attention and begin a great conversation. Having said that, social media can also become a huge disadvantage if you simply try to wing it. And I promise you, speaking from experience, that you will come across like a total creeper and you will push away your buyer or prospects further than ever before. Again, in other words, don't wing it.
One of my favorite things to do on Twitter is sales prospecting. Why? Because my buyers and people who influence my buyers are on Twitter. In fact, in May of 2016, Twitter had 310 million active users and it's continuing to grow. Throughout the years and by spending time on Twitter on a daily basis, I've been able to identify different ways of how you can engage with your buyers. Let me show you how to do that. Let me show you what this looks like if we navigate to Southwest Airlines' Twitter profile account. As I scroll down, I can see here that I can follow them.
That's one engagement. Another engagement is I can simply Favorite It one of their tweets. That's two. If I like any of these tweets, I can also Favorite It again and retweet it. If I would like to add my comments or I would like to add my thoughts to one of their tweets, I can say something like, "Love your leadership!" You can also scroll up and on this gear icon, I can either send them a direct message, this is a private 101 message. Let's say, I had an awesome flight and I want to congratulate them and say how awesome they are or if they lost my luggage, it's a great way to do that.
Or I can add them to a private or public list. Either you can create a new list or add into an existing one. So those are a few tips of how you can engage with your buyers or companies on Twitter. Now, don't let these engagement tactics limit you as months and years go by. I recommend that you keep up to date with Twitter's latest product and platform updates on their main blog. By doing so, you will have a competitive advantage of doing things first and capitalizing on these changes. From my experience, I've noticed that the top social selling performers have a balance of traditional prospecting, such as phone, email, voicemail infused with new age social selling platforms, like LinkedIn and Twitter.
The more you do it, the better your sales cadence will become. For example, back when I was a Director of Social Selling at HireVue, we identified that it took an average of 24 touches, both traditional and social selling touches, in order to get the attention and set an appointment with an enterprise company. To our surprise, out of the 24 sales touches, 13 or 15 of those touch points came from social media. Now, you'll have to record an experiment with these Twitter engagement tactics and discover your sales cadence or workflow that fits your buyers best.
At the end of the day, be confident that you know your buyers' industry, product, and services better than anybody else. If you have this type of mindset and have an attitude of always be providing value first, you'll be better set to win or expand deals. Use your best judgment and good luck.
- Crafting an extraordinary buyer-centric Twitter profile
- Sharing content and updates on Twitter
- Finding your buyers on Twitter
- Listening to your buyers
- Engaging with your buyers on Twitter
- Adding value to your buyers
- Accelerating the engagement process with tools and apps
- Asking your buyers for a commitment
- Tracking social selling success on Twitter