Before calling up your lead, do some research - both on their website and on Twitter. Find out what their employees and their customers are saying about them so that you can start off a warmer call and show that you better understand their company and their needs.
2. Stay Plugged in to Industry News
Stay aware of big (or small) changes in your lead's industry by checking into Twitter! For example, hear that your lead's competitor made an announcement but don't know the details?
Search on Twitter
for the competitor's name to find out if anything is indeed going on. Twitter's real time updates are great for getting wind of big news before it's even published across the web.
3. Find the Best Time to Contact Your Lead
Calling every day at 9 am might not be the most effective way of reaching your lead. If they're on Twitter, you can get the inside scoop of when they're traveling on business, or in meetings, or actually at their desk available to take a call. Not that this guarantees your lead will answer the phone, but you can bet that your chances go up if they're actually at their desk.
4. Get Feedback on Your Pitch
The best way to get honest feedback about your pitch is to find out what your lead says about you after they get off the phone with you. What do they say when they turn around to their friends and colleagues? Twitter gives you the opportunity to "listen in" on this conversation. In fact, we did just that recently and
used that feedback
to actually improve our pitch going forward.
5. Stay Connected When Customers Change Jobs
While email and phone might be your most common means of communicating with your customers, these become useless when your contacts change jobs. Using social networks like Twitter is a great way to stay in touch as your contacts move to new companies. And, new jobs can present new business opportunities for additional sales from your existing contact. We've experienced this a number of times, with a few repeat HubSpot customers who purchased the software each time they moved to a new company.
Have any other ideas or experiences of sales people using Twitter? Would love to hear your thoughts in the comments below!