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Demand Generation • Mktg Communications • Social Media Marketing
Organizations are constantly trying to find and educate potential clients to grow their business. There are many ways to fill sales pipelines, such as face to face meetings, word of mouth, and now social media, especially on Twitter. People, who are on Twitter, use it to stay in contact with friends, keep up with the latest news, celebrate success, vent their frustrations, share their expertise and look for new products/services.
Using the advanced search functionality on Twitter, you can identify and follow qualified prospects. The advanced search page is broken down into four different categories:
Words: In this section you can enter words that will help filter your search query. Twitter makes it easy for you by providing the following search fields:
- All of these words
- This exact phrase
- Any of these words
- None of these words
- These hashtags
- Written in (any language)
For example, if your target potential customer base in cloud computing, then you can enter “cloud computing” in one of the above mentioned fields, a list of twitter accounts that mention cloud computing in a tweet, or have the phrase in their twitter profile will appear on your screen. Pretty awesome right?
Places: Now let’s say your cloud computing sales territory includes Chicago, IL. You can enter the windy city in the “Near this place” field and voila. Twitter further segments the list for you.
Other: This is my favorite filter in the Advanced Twitter search functionality. By simply clicking on the negative checkbox, you can find out if the Twitterverse is saying negative things about your competition. That is gold. If you check the questions box, you can also see if anyone has questions about cloud computing. This is an opportunity to potentially start a conversation with that person and provide some information about cloud computing services you provide.
Of course, in order to start those conversations, you need to start following the people that appeared on your search results. Be honest and transparent with Twitterverse by making sure your profile is complete. Provide social proof by adding your company name, title, interests and location. I would also recommend providing quality and engaging content via Twitter. Tell your story that makes a connection and inspires action. It doesn’t have to be via one tweet, extend that story over several tweets to keep your potential clients engaged. Industry related news, statistics about your industry and your company will help you earn their trust – which is a key factor when people want to do business with you.
Jason Quesada is the Digital Media Marketing Manager for UBM TechWeb Events. UBM TechWeb is the global leader in technology media and business information. UBM TechWeb Marketing Services deliver integrated marketing campaigns and programs including media solutions, lead and demand generation, events, online communities, content development and custom solutions.VN:R_U [1.9.7_1111]How to Find Potential Customers on Twitter,
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