Tag Archives for " Twitter "

Jared Easley, Podcast Movement, Twitter, Prospecting, Social Selling

TSE 828: How To Use Twitter To Grab Prospects Attention

Jared Easley, The Sales Evangelist, capture prospects' attentionDepending on how you’re using it and what you’re trying to accomplish, Twitter is alive and well. In fact, Jared Easley, known as a “noticer,” believes  Twitter is full of people who are starving for true connection, and he believes you can use it to grab prospects’ attention.

Today on The Sales Evangelist, we’ll discuss techniques for using Twitter to build connections and create an army for yourself.

Genuine connections

If you reach out to someone and express interest in what they’re doing, it will almost always be received well. When you’re willing to have a dialogue, people respond.

On the other hand, think about your own reaction when someone tries to cram something down your throat. 

Connections that only involve an attempt to sell or self-promote will almost always be ignored.

The issue isn’t automation, because automation can be done well. The issue is a stack of posts queued in your account that only promote a sales opportunity or a link to sign up for something.

The good news is that Twitter has become proactive in its efforts to clean up some of the mass automation and is policing that kind of behavior. Furthermore, those kinds of interactions won’t benefit you on Twitter.

What will benefit you on Twitter is a genuine connection; a willingness to concern yourself more with the other person than with yourself.

One-to-one

Some people mistakenly believe that one-to-one contact doesn’t work on Twitter. We tend to get so caught up in numbers that we miss the chance to start small and measure whether our message will resonate with just a few people.

The truth is that those who genuinely connect with other people will find that their message compounds, and ultimately they reach more people because they were willing to invest in one-to-one connections.

Jared recently put Twitter to use during a trip to Las Vegas. He started with a keyword search  and narrowed those results down to the people in Las Vegas. Then, through a campaign of @ mentions, rather than direct messages, he reached out to podcasters in the area and invited them to a free meet up.

The outreach worked because he wasn’t asking them to buy anything or come see what he was doing. He simply invited them to meet other podcasters. As a by-product, Jared had the opportunity to interview a few of them for his own podcast.

Although there’s no guarantee that any of those relationships will ever result in a sale, you will have created rapport. You used one-to-one messaging in a way that wasn’t spammy.

As a result of the positive experience you created, the prospect will be more likely to think of you in a positive way.

Grab prospects’ attention

You can also use Twitter to find targeted lists of people.

The Google Chrome extension TWLETS allows you to find a public Twitter list, download it as a CSV file or spreadsheet, and then use that data to connect with people.

You can ask relevant questions of the people on the list, such as “What inspired you to begin podcasting?” or “What microphone do you recommend for podcasters who are just starting out?” Rather than bulk messaging, you can come up with a short list of questions that you spread out among the people on the list.

If you’re operating alone, you’ll likely be ignored. The people who don’t get ignored are the ones who create an army of supporters by building genuine connections.

Once you have demonstrated your interest in what your prospects are doing, reciprocity will kick in and they’ll develop an interest in what you’re doing.

We challenge you to adopt one principle and apply it today. Look for opportunities to notice your prospects. Watch and “notice” them in order to figure it out.

Episode resources

Connect with Jared at podcastmovement.com or on Twitter @jaredeasley. Pick up a copy of Jared’s book, Podcasting Good to Great: How to Grow Your Audience Through Collaboration.

Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading. Based upon research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

Social Selling, Ian Moyse, Donald Kelly, The Sales Evangelist Podcast

TSE 546: Using Social Media the Right Way to Increase Sales

Social Selling, Ian Moyse, Donald Kelly, The Sales Evangelist PodcastSocial selling has become one of the hottest topics today but a lot of people are not actually doing this right. My guest today, Ian Moyse, is going to give us some clarity and super valuable insights into social selling specifically around sales development.

With about 25 years of experience in the sales leadership arena, Ian has seen a lot of shifts in sales over the years including the use of social media. So how do you actually get a grip on this relatively new way of selling to make sure you achieve the success you want?

Here are the highlights of my conversation with Ian:

What is Social Selling?

People often equate social selling to social media but it’s just about social sales engagement and most companies call it social selling. Social selling is not in a Venn Diagram that overlaps with LinkedIn. While LinkedIn is a very useful tool, social selling is a methodology, a process, a way of thinking that encompasses the use of some tools of which LinkedIn is one of them.

Social selling involves the use of social media to engage with a customer or a prospect in some manner. It could be either get a contact or an existing customer that’s offering us a better way of supporting them and engaging them.

In short, businesses use the social media platforms to business advantage.

How to get started with social selling:

  1. Have a target audience.

Instead of hitting 500, all you want is just 23 people with the right profile who want to have a conversation with you because then you can really use your skills to convert them now or use them for later.

  1. Business leaders should bring it into a business.

Sadly, many business leaders see social media as a marketing thing or pushing information out just so that it’s out there. Or they may also view it as a toy and would only consider their salespeople as selling if they picked up the phone. But the buyer dynamics has significantly changed, the way they engage and the way they can search the net to look up insights and reviews. Between 50% and 70% of the sale is done before buyers engage with a salesperson.

Second, managers often want an immediate result and you have to understand that social selling can be a long, nurturing process.

  1. Make a great first impression.

Paint a good picture of how you look as an individual. Make sure you have a good picture and you add a bit of personality in there. Customers look for your creativity in the way you present yourself. Just get the basics right first.

The first impression counts, but in today’s world, the first impression doesn’t happen when you meet them in person. It happened prior to that because they’re already looked you up online.

Testing the Look of Your Profile

Ask your colleagues or friends and get comments about the look of your profile. You can also test this in your site using www.photofeeler.com. It’s a free site that allows you to test the look of your photo and get comments from people who voted based on a certain set of criteria. With a little bit of free effort, you can really get that edge. It’s always the 1% difference that makes a huge difference in sales.

“The horse that wins the race by a nose gets 10x times the amount of the second place.”

So you don’t have to win by ten miles but it’s the little things that add up that could mean someone chooses you for that job or project.

  1. Nurture your prospects.

LinkedIn Sales Navigator

Again, social selling is a long, nurturing process. Identify your target list. Use LinkedIn Sales Navigator, for example, so you can mark them and group them accordingly.

Twitter Lists

You can do the same thing with a Twitter List. For example, name your targeted people as “Influencers” list and seeing they belong to that list would flatter them. Then they will look at who added them and of course, you want your profile to look good and professional. Then you can look at that list any time or share them with colleagues.

Engage with them.

Share something they posted or comment on their posts but make sure you’re doing this genuinely. Don’t be someone you’re not. Look for something where you can leave genuine comments. The real goal for this is to get them to comment back or follow back.

  1. Make it a habit.

Understand that this is a slow game. Most people, however, are not doing this. It’s adding up these small things that compound to the success you get out of this.

Ian’s Major Takeaway:

Do not ignore social media and figure out what works. You don’t have to be on everything. Get your personal brand up because there’s a lot of people in the job market so it’s very competitive. A sales leader will always look for a star. You don’t necessarily have all the answers but you’re always open to being coached and always willing to learn.

Episode Resources:

Connect with Ian on LinkedIn and Twitter www.ianmoyse.cloud

Photofeeler.com

LinkedIn Sales Navigator

Twitter List

The Sales Development Playbook by Trish Bertuzzi

Check out our Facebook group, The Sales Evangelizers

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, Social Selling, Twitter Social Selling, Twitter, Prospecting on Twitter

TSE 460: TSE Hustler’s League-“Using Twitter To Sell”

Donald Kelly, Social Selling, Twitter Social Selling, Twitter, Prospecting on TwitterToday is another snippet from one of our discussions over at the TSE Hustler’s League where we talk about leveraging the power of social selling through Twitter.

Prospecting should be done right so you need to have ideal people that you’re focusing on. And from there, this helps you with your messaging and in focusing on the things you need to focus on.

But first a brief outline of what we’ve discussed in previous episodes related to prospecting:

The Dream 100 – a list of your top 100 clients you want to target

The 10×10 – making at least 10 calls before 10am and getting into the habit

LinkedIn Sales Navigator – a tool to help you find amazing results on LinkedIn

Using Social Media as a Pitch Fest:

Many salespeople tend to use social media as an approach to sell their product instead of showing that they care about the customers and they want to help. It’s all about buy, buy buy!

What is the goal of Social Media then?

The goal is to meet new prospects that you can build relationships with. Do this 20 mins per day and you will see the difference.

Why are you on Social Media?

Your main purpose for being on social media is to provide solutions. You sometimes even give them a solution to a problem which they don’t know they have. Sometimes they’d tell you their problems too and you want to make sure you’re there.

How to use Twitter in social selling:

1. Update your Twitter bio.

2. Set the blog post feeds of key people on your Twitter account.

Find the blog posts of your 100 clients. Be a noticer and share their content. When they see you’re sharing their content, they would follow you and they would feel special you’re sharing their blog posts. Then you begin to build up your following.

3. Tweet and thank.

When somebody connects with you on Twitter. Tweet them to thank them for following you. The key here is to build relationships.

Episode Resources:

TSE Hustler’s League

Check out The Nancy Gaines Show and listen to Episode 99 where Nancy had me on the show which was a fun chat!

LinkedIn Sales Navigator

Check out our previous episodes on Prospecting:

The Dream 100
The 10×10
LinkedIn Sales Navigator

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 457: Social Selling Mistakes You Should Avoid

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

78% of salespeople who use social media outsell their peers. Yeah, true. Social selling works. But you can’t just do it without first even understanding how it should be done. It’s all about building relationships and building value.

Here are some strategies to make sure you don’t make the mistakes many people do when they’re social selling:

  1. Be human.

It’s not just putting out your name out there and expect people come to you in the same way that it’s not about begging people to buy from you. You need to realize that you need to be a human being when you’re social selling. Social media is not a different world. Sure it’s not tangible, but people on the other side of the screen still see you as a human being.

  1. Provide value.

Bring education.  If people see you can provide value to them and it makes sense to connect with you, then they’re more likely to build relationships with you.

Be able to come across as the go-to person who is someone who can help them in their struggles or challenges.

Be a connector. Try to find out their ideal client or the industry they’re going after and try to connect them with the people in your network. Being that middleman is an awesome thing!

  1. Discover your ideal customers, if you haven’t yet.

You don’t have to go to all the social media platforms. Just stick to the ones you’re market is at and provide value to them there. Provide 3 pieces of content that speak to a specific challenge that they’re facing in that industry and come up with a solution to that (ex. white paper or video training).

  1. Focus on building the relationship.

It’s okay if your clients don’t buy right now. Maybe it’s not the right time yet. Instead, focus on building that relationship. Refer them to people whom you know might help them. And seeing that sincerity from you, they might just refer you to their network and that means opportunity for new businesses.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales Evangelist

TSE 283: Meet My Friend Edgar

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales EvangelistWe know it’s important to create great content, but what is the point of creating great content if no one can see it? Well, that problem is solved with a great tool called “Meet Edgar”. Today I have the opportunity of speaking with the founder, Laura Roeder.

Laura began her entrepreneurial journey at the age of 22, when she quit a design job and decided to launch her first business. Since then, she founded B-School with Marie Forleo, has run successful courses of her own like Creating Fame, and was named a Top 100 Entrepreneur in America Under 30.

During our interview we had some great takeaways. Here are a few:

  • You won’t sell on Twitter or other social selling platforms. It’s a place for you to build relationships and then you can sell to them on your website or offline.
  • Don’t worry about cycling the same information over and over again because the same people won’t see the same post over and over again.
  • Edgar is awesome to connect with Twitter, LinkedIn and Facebook
  • Sales professionals should use social means to offer personal branding and establishing themselves as valuable thought leaders.
  • Do social media in a way that makes sense for you and your business.
  • A great way to share value is to utilize automated tools like Meet Edgar.

To stay in touch with Laura and meet Edgar by going to http://meetedgar.com/.

Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Social Selling, Donald Kelly, The Sales Evangelist Podcast

TSE 249: How To Use Your Time Wisely While Social Selling

Social Selling, Donald Kelly, The Sales Evangelist PodcastI read a recent article stating that only about 31% of salespeople are incorporating social media into their sales cycle. Okay, that’s just crazy unbelievable. I mean you practically have everything at the tips of your fingertips now. You’re crazy if you’re not taking advantage of it.

Although it’s understandable since you probably don’t know how to actually use social media for selling or that you end up wasting your time not really getting anything out of it. Either way, you have to understand the power of social selling.

Once you’re able to really tap into it and use it the right way, you’d be surprised how much it can help enhance your selling and bring building relationships to a whole new level. It’s a matter of having the right strategies in place.

Strategies to Get Started with Social Selling:

  1. Make sure you have your ideal customer or avatar.

Find out who your ideal customer is. You have to know who you’re going to go after otherwise it’s pointless to go around online.

  1. Find the key contacts.

Identify the decision-makers and look for them on social media. Make a list for each week considering a certain number of prospects that you want to focus on and set aside a certain amount of time for finding them.

  1. Get their attention.

The best way to get someone’s attention is to promote something they’re all about. See if there is any content that they’ve written (article or blog post). Comment on the blog post and mention something about the article. Go on Twitter and connect with them. Tweet it and tag them in it and say something cool.

Here’s what I learned from Jack during an interview with him on TSE 201: Create an image that you can put with the article.

Go to LinkedIn and when you send a request, say something about the fact that you connected on Twitter and you loved the article. Mention their content. Your LinkedIn profile should be more than just a resume. It should also be engaging. Tell stories and offer benefits to your prospects.

  1. Offer value.

Look for opportunities to share value with the individual. Is there something your company has that has helped other marketing directors? Offer a video series, podcast, or whatever you can offer so you can build a relationship.

  1. Set aside time for social selling.

If you have 2 hours per day for social selling, then spend your time and focus on social selling. Budget your time effectively to see the results.

Episode Resources:

Listen to this interview with Gabe Villamizar on Social Selling TSE 207: The Four Pillars to Social Selling Success

Here’s another interview discussing Social Selling with Jack Kosakowski on TSE 201: How the Collision of Marketing & Sales Creates Revenue in the New World of Social Selling

Check out Kristina Jaramillo’s interview on TSE 231 – Learn to Use LinkedIn and Sell More

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist, Hustlers, Following Up

TSE 235: Any Suggestions How I Can Do More Genuine Follow Ups?

Donald Kelly, The Sales Evangelist, Hustlers, Following UpWhat are some great ways in which you can stay in touch and top of mind with your clients and prospects?

  1. Give value.

Send an article, blog post, or something related to that person’s interest or need. Something that benefits them or their business. Consider offering an audio such as a podcast like TSE or many others. Look for specific episodes which your clients would benefit from. Or consider sending a video you think might be helpful. 

  1. Connect with them on multiple platforms.

Don’t simply say “hi!” Reach out to them and comment on the things they share. Being genuine is critical. Then re-share your article and connect with them on Twitter, for instance. Tweet an article and then tag them into the tweet. Again, you’re offering value. Also, mention anything that their company has done which is note-worthy in recent months.

  1. Write a review for their company.

Go to their company’s website and write a positive review for them if you’ve experienced their product or service. Then share the review via social media.

  1. Make use of Twitter list.

Using a Twitter list or an Excel sheet to track those you would like to connect with. Bottom line  – make sure you bring value to your clients. And at the very least, showing your clients that you are genuine is of paramount importance.

Get a free audiobook download and 30-day free trial at www.audibletrial.com/tse with over 180,000 titles to choose from.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales Podcast

TSE 216: Learn How Small Businesses Can Gain More Sales Leads Using Social Media

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales PodcastHow much of social media presence are you using to increase your lead generation? If you’re still struggling to convert leads, much less capture their email, then you better listen to this episode.

Today’s guest is social media queen, Corinna Essa. Starting out as an informational marketer, she sells informational web courses. Realizing the need for implementing social media strategies, she and her husband finally created Social Media Worldwide, a social media marketing agency where they help businesses leverage the power of social media minus the legwork through outsourcing social media management, marketing, and lead generation.

Here are the highlights of my conversation with Corinna:

Strategies for making profits from being on social media:

  1. Remain educated and updated.

Social media changes all the time. Subscribe to newsletters.

  1. Keep testing different things.

What works for one business might not necessarily work for another business. If you can’t be consistent in doing something, delegate it to someone else who can do it consistently.

How to find the best social media platform:

  • B2B companies benefit more for being on LinkedIn or Twitter
  • Study the demographics of each social media platform to check out which audience matches your audience

Strategies for lead generation through social media:

  • Do not sell traffic directly to a sales page.
  • Generate leads through free industry reports (giveaways, free consultation, free demos)
  • Always give away free things.
  • Enable social sharing on your free report.

Tips for making great free reports:

  • It should be easily digestible.
  • 4-5 paged report of 1-page cheat sheet
  • It should be easy to read.
  • Present basic, step-by-step systems
  • Don’t over-complicate things by using jargon.
  • Put call-to-actions in the free giveaway not just at the end but even within the content

When to call or email leads:

  • Conversion rate is high when you call immediately after the lead gives out their contact information.
  • Calling or sending an email depends on the business.
  • Some people don’t like to be called which can lower your conversion rate.

3 biggest mistakes people make with using social media for lead generation:

  1. Inconsistency
  2. Lack of strategic planning
  3. Delegating social media to the wrong people

How to gain more followers/fans and convert them into leads:

  • Give free giveaways.
  • Combine advertising with quality, UNIQUE content (not curated)
  • Hit the 1,000-mark of fans and followers. Once you reach around a thousand followers then you can benefit from organic growth.

Strategies for business owners to grow their business through social media:

  • Create a blog and update it once a week.
  • Redirect traffic to their blog using social networks.
  • Create unique content with videos and blogs.
  • Use social networks to advertise and promote the videos on the blogs.
  • Put calls-to-actions regularly on a blog post.

Get in touch with Corinna on Facebook or Twitter @SMWOnline or visit their website www.socialmediaworldwide.com.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Social Selling, Gabe, Donald Kelly, HireVue, Embed Social Selling

TSE 207: The Four Pillars To Social Selling Success!

Social Selling, Gabe, Donald Kelly, HireVue, Embed Social Selling Did you know that…

90% of buyers ignore cold calling outreach?

55% of decisions have been made before someone has spoken to a seller from an organization?

So… what do you think has to be done to effectively reach your customer that will eventually convert it into sales? Well folks, this is where Social Selling comes into play. And we have the right guy for that in this episode.

Gabe Villamizar is the Director of Social Selling at HireVue, a video technology company engaged in the HR & recruiting space and now tapping into the vertical selling space using the same technology for self-coaching and self-training.

Gabe coaches his company’s inside sales on how to utilize social media, specifically LinkedIn and Twitter, to generate the pipeline to identify their buyers and enable them to listen, engage, and close the buyers online.

Here are the highlights of my conversation with Gabe:

What is Social Selling?

  • Generating pipelines through your own social media networks
  • Building relationships through those networks
  • Educating your buyer through social media so you become a thought leader
  • Using social media to influence the buyer, identify the buyer, and close deals

Social Selling Strategies You Can Apply:

  1. Optimization
  • Be where your buyer is.
  • Optimize your social selling/social media profile with the right keyword and credibility triggers.
  1. Listening for keywords
  • Listen for specific keywords that your buyer says.
  • Who does your buyer follow or engage with?
  • What hashtags do they use?
  • What companies do they follow?
  • What kind of content do they share?
  1. Engagement
  • Do a 3 x 3 research. (Finding 3 common things between you and the buyer in 3 mins.)
  • Follow them on Twitter.
  • Engage on Twitter or LinkedIn
  1. Create your message and go in for the kill.
  • Identify their pain points.
  • Engage if it’s the appropriate opportunity.

Other strategies you can apply:

  • Have management involved in it.

Higher management must understand the value of social selling.

  • Integrate social selling with traditional prospecting.

Test to see your percentages for social selling and traditional prospecting

Content Strategies You Can Apply:

  1. Have a content-sharing library.
  • This enables sales reps to identify which stage of the funnel the buyer is at and tailor the content to each specific stage.
  1. Sales and marketing content must be aligned with each other.
  2. Develop a content sales funnel.
  • Social selling content needs to educate the buyer and NOT sell the buyer. The buyer will come to you when they’re ready to buy.

How to Create Your Own Content:

www.medium.com

LinkedIn publishing platform (they also do the marketing for you)

Gabe’s Major Takeaway:

Your LinkedIn profile is not just your resume, but your online reputation. Regardless of what social media platform you use, don’t think of it as your identity. It’s really who you are online.

Current projects Gabe is working on:

  • Check out HireVue’s technology that analyzes body language and voice through video
  • Learn more about Gabe’s social selling course www.embedsocialselling.com (first module is for free!)

Connect with Gabe Villamizar on LinkedIn and Twitter @gabevillamizar

Episode Resources:

HireVue

Salesforce.com

Embed Social Selling, Gabe Villamizar, The Sales Evangelist Podcast

The Sales Evangelist, Donald Kelly, Donald C. Kelly