With several hundred million active users, finding leads on Twitter can seem like a daunting task. But your perfect leads are out there. Our customers have collectively found millions of solid prospects, including audience in many niches.
The only thing between you and your target prospects on Twitter is effective criteria. Here are some best practices to get you going on finding large (and relevant!) groups of prospects to engage with.
The first step to effective Twitter prospecting with Socedo is crafting a healthy set of bio words. This is just a matter of inputting job titles that make the best leads for you and your company. If you’re selling IT Support software, this could include people such as IT directors, IT managers/administrators, CTOs, and CIOs.
If you’re having trouble coming up with a list, I recommend inputting any job title your current clients have as well as the job titles of people you want as clients. Remember that b2b decisions normally involve at least 5 to 7 stakeholders (Gartner), so make sure to include job titles of everyone who would be involved in making a purchase decision for your product or service.
As long as your bio words are relevant, put in as many variations of these keywords as you can to gather a large and relevant prospect pool. Doing this well will give context to your conversational keywords, which is the second half of good criteria. It will prune the weak prospects generated from conversational keywords just like your conversational keywords will prune the weak prospects from your bio words.
Conversational Keywords – @handles
We can find perfectly viable prospects even if an account has never posted a single time. By inputting account handles such as, let’s say, @iangephart, your pool of prospects will now include anyone who is following that handle. (And, as always, matches your bio keywords.) There are a few different ways to leverage this tool.
Thought leaders in your market or industrymake great keywords. The people following them are looking for information about the industry and likely to be the right prospects for your business.
Here are some tips on finding the right thought leaders or industry experts:
1. Aim for accounts with 10K to 150K followers. Too low and you won’t get enough prospects. Too high and it means that their followers will be diverse and you’ll miss out on quality.
2. Avoid generalities- a business thought leader might just be posting about how to stay motivated in the workplace, which may attract a wide audience, but doesn’t necessarily help you reach your target prospects.
Instead, try to get really specific. Poll your customers and find out who are the industry thought leaders they follow and respect. Take a glance at the account’s ‘Followers’ page and see if there’s a pattern of people who are professionals in your target audience. Some quick searches online for [industry specific] thought leader’ will most likely help you discover thethe perfect list of viable candidates.
You can also find your prospects by adding the Twitter handles of well-respected publications in your industry. The same rules apply to following publications. While accounts for Forbes, Entrepreneur, and Inc all say that they are for entrepreneurs and business leaders, they’ve evolved into general entertainment/tech-business-news with millions of followers each. A lot of those people will be relevant, but you only get so many prospects in a day, so you want to make them count by opting for more defined results.
One of my favorite tips is to target people I already know will be a good fit based on their usage of technology that complements or integrates with your technology.
For example, Socedo integrates with Marketo, Salesforce, and Hubspot. That’s a fantastic selling point to anyone using those platforms- we can bring even more value to their current systems.
To capitalize on this, we have multiple campaigns set up to target these audiences, complete with tailored DMs to let them know of the integration right off the bat.
Conversational Keywords – #hashtags
Hashtags provide a great way to find posts related to certain topics, especially if they are trending. This means that you can used hashtags to find your target audience.
While there will rarely be a worthwhile “popular” trending hashtag for you (#NationalChickenWingDay and its recent 500+ mentions are interesting, we’re not going to find our target audience using the hashtag), there may still be trending items that will help you find the people you’re looking for and start relevant conversations with them.
These often come in the form of events and expos that already target your target. Whether you are attending them or not, event hashtags provide a way to find people who are actively interested in a topic and allows you to strike up a conversation while the topic is top of mind.
For example, HostingCon Global was an event that occurred July 24-27th aimed at website administrators and cloud professionals. Sound like your target audience? The hashtag #HostingCon was tweeted out over 1,500 hundred times in just the last two days of the conference. That’s potentially 1,000+ warm prospects for your business.
Topical hashtags also can help you find your target prospects. Take, for example, #machinelearning. It’s mentioned by many people interested in AI and data science, and broadly used by the data science profession. (Tweeted out 750 times in just 9 hours last time I checked!) People filtered in by this keyword are prime candidates for conversations because they’ve been actively tweeting about the topic. It would work great for someone looking into data scientists as leads.
Chances are, there are some hashtag being thrown around in the Twitterverse that will work for you, it just may take a bit of digging.
To make keywords work for you, it comes down to being as specific as you can without limiting yourself. This sounds like a paradox, but I assure you, by practicing and by looking at the results (in Socedo), before you know it, you’ll be using keywords to find thousands of Twitter prospects through Socedo.