Are you looking for a way to cold call less? Here are simple instructions to help you prospect using Twitter. With fewer decisions makers answering the phone and emails in response to cold calls, what is an enterprise software, automobile or consultant sales person to do? InsideView states that 90% of IT decision makers are not responding to these typical sales techniques. IBM reports that 75% of decision makers are using social media to help make their purchase decision. So, why not use social media to be a part of that discussion. Instead of overtly cold calling, build a relationship on relevant conversation on the customer’s or prospect’s terms? This presentation reviews 8 easy steps to use Twitter to reduce your ‘old school’ cold calling activity and activate a new one. I want to teach you how to fish and to fish where the fish are! This document is a great social selling, business creating, or connection action plan to help to put you on the pull marketing map for your individual social brand! Thank you for your interest! @GerryMoran

1. @GerryMoran
How To Prospect
With Twitter

2. Actual unsolicited Tweet that sums up this whole presentation. This is how
Twitter can be used to start to build and nurture an authentic relationship.
@GerryMoran

3. Preview Summary
With fewer decisions makers answering the phone and emails in response to cold calls,
what is an enterprise software, automobile or consultant sales person to do? InsideView
states that 90% of IT decision makers are not responding to these typical sales
techniques.
IBM reports that 75% of decision makers are using social media to help make their
purchase decision. So, why not use social media to be a part of that discussion. Instead
of overtly cold calling, build a relationship on relevant conversation on the customer’s or
prospect’s terms?
This presentation reviews 8 easy steps to use Twitter to reduce your ‘old school’ cold
calling activity and activate a new one. I want to teach you how to fish and to fish where
the fish are!
This document is a great social selling, business creating, or connection action plan to
help to put you on the pull marketing map for your individual social brand!
Thank you for your interest!
@GerryMoran
@GerryMoran

4. Check your social media connections before you start.

5. Connect prospects on social media
Discover where your customers are engaging. Learn what interests them and start
to authentically engage with them. Use your 2nd-level connections and reference
any of your personal connections like schools, groups, associations, etc. when first
starting to build a relationship.
@GerryMoran

6. Search on Twitter for your prospects.

7. 1. Google your prospects on Twitter
@GerryMoran
Search for their “Name” + “Twitter” and you should be able to find them on Twitter

8. 2. Search your prospects on Twitter
@GerryMoran

9. 3. Search your prospects’ profiles
Use Tweepz to search Twitter’s profiles to find geo-based, title-based and interest-based
information to help build your prospect list.
@GerryMoran

10. Goal: Follow their real-time sharing
@GerryMoran
Now that you have found your prospect(s), follow their real-time activity to “get inside their
head” and understand them. This following will help you build your relationship.

11. Put your prospects in a private list on Twitter.

12. Create a private list to follow activity
@GerryMoran
1. Find lists on your home page 2. Create a private list
3. What you list looks like 4. Search your list

13. Quick reference Tweets, shared content, likes & dislikes.

14. Use Hootsuite to organize Tweets
@GerryMoran
Add lists to easily follow
conversational stream

15. Keep on top of prospect’s activity
@GerryMoran
Stay on top of what
your prospects are
saying, liking,
commenting on,
retweeting and
sharing so you can
better understand
their priorities.

16. Multiple prospect conversations
@GerryMoran
A tool like Hootsuite, helps you to easily follow multiple conversations.

17. Reply, RT or Favorite your private list activity.

18. Build Relationships By Engaging
@GerryMoran
There are many ways to get on your prospect’s radar. Retweeting, Mentioning and
Favoriting are just a few basic ones.

19. Build relationship over time with more Replies & RTs.

20. It Takes More Than Just One Tweet
@GerryMoran
Using Twitter to prospect and replace cold calling is not a direct marketing campaign. It is
truly building a relationship and takes many conversations … before you ask!

21. When the opportunity arises, send a Twitter DM.

22. Send A DM For More Private Talk
@GerryMoran
You can send a DM if someone is following your (or if you are both following each other).
Use this private communication technique to provide more relevant links and conversation.

23. DMs will lead to “demos”, not cold calls.

24. Good Relationships Close Themselves
@GerryMoran
You will be surprised with the results you will receive if you combine your expertise with a
strategic, methodical and authentic relationship-building activity.

25. So, what’s your next step?

26. Your Next Steps
@GerryMoran
1. Write down your prospect list
2. Write down your prospect descriptors (title, specialty)
3. Use search.Twitter.com, Tweepz.com or Google to find them
on Twitter
4. Create a private list on Twitter
5. Add your private list on Hootsuite to follow the conversation
6. Begin to RT, Reply/Mention and Favorite list members’ Tweets
7. After a while, send a DM with more ‘private’ talk …
8. Or, sit back and wait for a DM from them!
Contact me at gerry@marketingthink.com or 215-817-4085 to set up a Twitter
tune-up or a social media coaching session.

27. Thanks!
@GerryMoran
gerry@marketingthink.com
MarketingThink.com
Social Media And Marketing Coaching Blog
@GerryMoran