I generate over 90 per cent of my new business via people I’ve met on Twitter. Now I realize that I’m not a typical business owner in this regard. But I’m still regularly asked, how DO you win business via Twitter?
Here are my seven ways (in today’s and my next article) on to win business via Twitter, which any business owner can replicate:
1. Identify your introducers and ideal clients
Before you can use Twitter to win business, you have to know who you want to be talking to. This is nothing new. Any business development exercise always starts with “who do we want to meet?” and “how will we meet them?”. While your ideal client may not be on Twitter, I would wager a huge amount of money that other suppliers and introducers to these clients are definitely on Twitter. So, find out who these people are and get chatting to them.
2. Don’t expect to close business on Twitter
Twitter is a great place to start the business development process and a lousy place to finish it. What do I mean by this? Twitter (generally) will not close the deal for you. You probably still need to have the phone call and do the client fact find BEFORE you get your prospect to sign on the dotted line. That’s no different to any other form of marketing. However, what Twitter does do is give you access to the prospect or introducer in such a way that you can warm up the prospect. And then, when they’re ready to buy, they arrive with their chequebook in hand.
3. Use Twitter lists to always maintain contact with the people who matter to you
Not everyone is created equal on Twitter, just as not everyone on Twitter will buy your product or service. Therefore, do use lists to segment the people you follow on Twitter. Make sure you have a list which is called something like “People to stay close to” which includes current clients, introducers, prospects and highly-influential people in your network/industry. Now, remember to check and have a conversation with people in this list daily.
This post continues in part two!
Heather Townsend, Britain’s queen of networking, helps professionals achieve business and career success using social media and networking. Follow her Joined Up Networking blog for more useful tips and tricks. She is the author of the current best-selling book on networking The Financial Times Guide To Business Networking which has 68 five-star reviews on Amazon.
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