In my experience, Twitter has been great for discovering leads. It takes some work but if you are prepared to put the time in, you will reap the rewards. Below, I have suggested four separate ways to discover leads on Twitter.
Funnel your followers
This is probably the most time- consuming suggestion of all – mainly because you need to keep a track on relevant Twitter followers by noting down the company they are representing and their Twitter handle (their @username). Unfortunately on Twitter you cannot export your contacts like on Linked In.
I worked through this task with many coffees and an excel spreadsheet and only noted down the companies who looked as if they could be a prospect to us. This is mainly because we have a very specific set of requirements for our clients as I’m sure you do too.
Once you have your prospects loaded into an excel spreadsheet you can get researching the companies before calling and introducing your services. The fact that they already follow you on Twitter implies some engagement.
Beware that the Twitter account may not be controlled by your decision maker – always seek your decision maker’s details before contacting.
Follow industry leaders
The largest piece of advice here is to work on one target industry at a time. If you are targeting construction companies then follow industry bodies on Twitter where you can discover up to date news on the construction industry and be responsive in your content. Retweeting this news will draw people to your Twitter feed and show your target market that you understand the industry and have a key interest in its changes.
You may also be able to go through their Twitter followers and create a prospect list to use for marketing campaigns.
Hashtags are the key to connecting and engaging with like-minded individuals. Make a list of the key words to use when targeting an industry or what you think people search for then search for yourself. Discover what people are saying and engage in conversation. If you see something negative then transform it into a positive.
There are tools you can use to explore hashtags such as Ritetag. Some benefits include a keyword web where similar hashtags are grouped, a scale of how the hashtag is performing and the key industry leaders.
Share worthy content
It’s been said a million times that content is king and it truly is. If you create, share, favourite and retweet relevant content then people should come to you. It will give you an answer to the question ‘Why should I choose you?’- because you are an industry leader and you have all the content to prove it!
It’s important to try and put the whole URL in the tweet – sometimes people can be suspicious of what they are clicking if a link has been shortened. I have noticed by putting the full URL I have had an increase of Twitter traffic on our website.
A sure way to ensuring Twitter prospects convert into clients is to follow them up with different methods of marketing – mail them on Twitter or give them a call to introduce your service/product. Of course, these are just a few ways to discover free leads on Twitter. There are a load more ways to find them and I would love to hear your experiences.