Targeted Prospecting Through Engagement on LinkedIn & Twitter

Lack of time.  Lack of time time is the most common response I hear from professionals when I ask about their social engagement activities.

“Yes, I’m on LinkedIn but I don’t have time to use it.”

“Yeah… I’m on Twitter, but there’s so much information and it’s so fast and overwhelming… who has the time?”

What if I told you that you can engage with exactly who you want to engage with based on your prospect’s interests, activities, thoughts, etc. and your ideal client profile?  What if you could target them, engage them in conversation, and start earning their trust… before you ever get to the meeting?  How much warmer do you think that meeting would be if you were involved in on-going conversations on LinkedIn & Twitter for days/weeks prior to the meeting?  Real conversation about real topics that matter to your prospect… that’s how you begin to earn their trust.

No sales pitches. No cold calling. No intrusions of privacy… just learning about your prospect and engaging with them on what matters to them.  That’s what we’re doing here.  We’re influencing the decision of the prospect by learning about them, engaging, and potentially assisting with their needs with the resources we have in our networks, your content, etc.

Here are just a few tips for your to try:

On LinkedIn:

  1. Go to your prospect’s profile, hover over the dropdown arrow, and click “View Recent Activity”.  Scroll down to view their recent activity, and engage in the conversations they are involved in and the topics they care about… better yet, use LinkedIn’s Publisher to create the content they care about!3.  Check their ‘Contact’ tab on their LinkedIn Profile for their Twitter Handle.4.  Follow them on Twitter 5.  And/OR add them to a list 6.  Go to your new list of prospect, referral partners, job opportunities… or whatever list you want to engage in, and engage!  From your Twitter profile, click on the ‘LISTS’ link:As you can see I am following 7,999 handles, which means that my Twitter home page is fast & furious when it comes to tweets.  The life span of a tweet is about 17 minutes… 17 minutes!  Lists allow you to segment the handles you are interested in by categories important to you.

    Lists can be made public or private:

    This is a private list I have containing 125 prospects and referral partners, which I have also added Naketa to:

    As you can see, I have only added 125 handles thus far.  I can now break through all the noise and look at content based on how I’ve segmented the handles for my specific purposes.  This list will show the tweets of only the handles I have added to the list.

    Tips: You don’t have to follow or be followed by any handles in order to place them in a list. Handles can be placed into multiple lists.                                                                                   Leveraging LinkedIn is definitely a start on the road to social selling, but just being on LinkedIn may not be enough.  It doesn’t matter where you want to be, quite honestly.  What matters is where your prospects are and how they prefer to engage with you.  With technological advances today, there are thousands of ways to “touch” your targeted audience.  Find out where they are, and be there when they need you.

Best Practice:

Allocate a specific amount of time per day for this type of prospecting.  It will be different for everyone.  Try allocating 10-15 minutes per day/ 5 days per week toward 1-2 prospects per day.  That will allow you to engage with up to 10 prospects per week in only 10-15 minutes per day.  Engage and Influence.  Be a resource. Earn their trust.  Positively influence their decisions.  And just be genuine.

If there are not ready to commit right now, staying in front of them will help themdecide on you when they are ready to commit.

Remember:

  • Be the first to give to your new business relationships
  • Always pay it forward
  • Network with purpose.

Good luck and good networking! Remember… It’s All About Leverage.

Contact Bobbie for more information on Social Selling training.  Best practices will only get you so far!  It’s time to implement a process that provides results!  Don’t forget to check out our website for our suite of services!

Bobbie

About Bobbie

Bobbie specializes in helping executives as well as sales & marketing teams maximize client acquisition through the intersection of face-to-face networking combined with social selling techniques. Her customized programs and processes not only help in building the right network of prospects, clients, referral partners, and centers of influence, but also provide techniques to become thought leaders in their industry and stay top of mind with their targets.

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