Lots of information designed for salespeople to use twitter to build up their pipelines, enhance client relationships and find new people to network with. These slides are from a #socialselling presentation I did for EMC's DPAD sales team.

1. Social Selling with Twitter

2. Before We Dive In
• DPAD Social Selling Facebook Group
https://www.facebook.com/groups/EMCDPADSocialSelling/
• DPAD Social Media Hub https://inside.emc.com/docs/DOC-84395
• Previous Workshops, including Twitter 101
• Social Selling ebook
• #DPArmy Advocate Hub Bit.ly/DPArmy
• DPAD Social Media Manager: Jennifer.Kirk@emc.com/@The_Jenius

3. Intro
• VP Sales, edSurge
• Salesforce.com blogger
• EA/pogo.com, Pivot Conf,
Inman News, real estate

4. Twitter
• Micro-blogging platform
• 140 characters
• 284 million monthly active users
• 500 million Tweets sent each day

7. What we’ll cover
①How to find the right people to follow
②Best practices for engaging on twitter
③How to make sense of the madness
④Advanced twitter tactics

8. How to find the right people to follow

9. Why follow people?
• Follow backs
• It’s a “touch”
• Stay on top of what they tweet

10. What is a “touch”?
“It takes 7 touches before a potential
customer is willing to transact.”
-- Tara-Nicholle Nelson
VP Marketing, MyFitnessPal &
pug aficionado
-- Marketing rule of thumb

11. Who to follow?
• Friends & assoc
• Company execs
• @EMCprotectdata
• Industry news &
media
• Industry thought
leaders
• Clients & prospects!!
• Industry conferences
• Personal interests

12. Find & Follow
How to find someone’s twitter handle:
– Company team page
– LinkedIn
– Google search: “first name last name” twitter
– Twitter search

13. Twitter Advanced Search is your friend
https://twitter.com/search-advanced

14. Search for people

16. twellow.com

17. SEARCH BY SUBJECT

18. Hashtags #
• Connects disparate conversations
• Makes tweets searchable
• Prospecting tool!
• Can add humor
• Hashtags.org

19. #dataprotection

20. Search for topics
Cloud
Data
What else?
No location

21. Cloud, Data
Search Results

22. BTW, I also found this…

23. Best practices for engaging on twitter

24. How to engage on twitter
• Follow
• Favorite
• Retweet
• Retweet with a comment
• Tag & tweet

25. How to Favorite

26. Why to favorite?
• They get notified  It’s a “touch”
• Creates a list to refer back to

27. How to retweet?
1
2
3

28. Retweet
• Why RT prospects/clients?
– Gets their attention  “touch”
– Extends their voice
• What to RT?
– Industry commentary
– Something that truly resonates with you

29. What to tweet?
• News
• Blog posts
• Info from industry
experts & leaders
• Events &
conferences
• Infographics
• Videos
• Quotes
• White papers
• RT
• Respond to others’
tweets
• Advocate Hub

30. Tweet & Tag example

31. Hashtags as prospecting tool
Search box on twitter.com
Searched on:
dataprotection :-(

33. 5 Ways to reach out to a prospect
1. Ask their opinion
2. Share link to helpful content
3. Offer advice
4. Agree with them
5. Compliment them
- from needtagger.com

35. @prospect I see you’re having issues with your current
#dataprotection. I might be able to help.
@prospect That sounds frustrating. Here’s how we helped
someone like you. [link to a case study/blog post]
OR
Just connect without addressing their problem and start
building the relationship.

36. @prospect EMC is the best. You should switch. What
number should I call you at?
@prospect Why are you with that crappy company? I’ve got
way better solutions! What’s your email address?
@prospect Hi! Follow me so that I can DM you some
information about EMC.

38. How to create a list

39. How to create a list

40. Lists you should create
• Industry news & media
• Customers & prospects
• Competition
• ?

41. How to use a list
• Look for opportunities to “touch” clients
and prospects
• Look for good content to share
 RT, Tweet, Tag, Comment

46. Hootsuite: Scheduling

47. Twitter chats
• Regular set time & day of week
• Find by hashtag
• Search on directories
– Ex: http://www.gnosisarts.com/
– Ex: http://www.twubs.com
• Engage live!

49. Where will you find
your prospects?
• CIO chats?
• CTO chats?
• Startup chats?

50. How to Rock a Conference

51. Before the conference
• Follow hashtag, search
• Look at who is speaking & sponsoring
• Follow prospects & clients
• RT or tweet them
– Ex: “@prospect Looking forward to seeing
you at #VMWorld”

52. At the conference
• Tweet pics
• Follow event hashtag
• If attending sessions, tweet quotes or your
thoughts on panels
• RT smart stuff from others, esp prospects
and partners
• Advocate Hub

53. After the conference
• Tweet “great meeting you” or similar (don’t
forget LinkedIn)
• Follow everyone you met on twitter
• Make sure new folks are on lists

54. Post Conference Example

55. Going forward

56. Daily Twitter Tasks
• Check lists
• RT, comment when appropriate
• Search hashtags
• Respond & thank
• “No tweet left behind”
• Use the Advocate Hub

57. Twitter etiquette
1. Be mindful of relationships
2. You are what you tweet
3. Know your audience
4. Use common sense
Social Media is for relationship building!
Credit: Vanessa Doctor on hashtags.org

58. 4-1-1 Rule
• 4 pieces of 3rd party information
• 1 piece of company information
• 1 cat pic
Source: Duct Tape Selling by John Jantsch

59. “I learned to always take on things
I'd never done before.
Growth and comfort do not coexist.”
-Virginia Romette, CEO of IBM

60. Let’s connect!
@motodot
www.alicemyerhoff.com
www.linkedin.com/in/alicemyerhoff