SocialTech 2010: 6 Ways to Generate and Nurture More Leads on Twitter

Author:

Megan Leap

Source:

Now more than ever, lead generation for the complex sale is a long process of developing relationships with your prospects. Gone are the days of just getting names and making calls. Since Twitter is a fantastic way to build new relationships, it makes sense that B2B adoption continues to grow. However, because it’s still a relatively new channel, many B2B marketers struggle with how to use it and aren’t harnessing its full potential. With that in mind, here are 6 ways to generate and nurture more leads on Twitter.
1. Interact with People
This may sound obvious, but it’s easy for B2B marketers to fall into the trap of simply tweeting thought leadership content and promotions. Content is important, to be sure, but the real benefit of Twitter is the ability to develop relationships. So interact with people, reply to their tweets, ask questions, and start building new relationships.
2. Don’t Tweet in a Silo
Depending on the structure of your sales and marketing department(s), you’ll want to keep tabs on who is a real prospect and who isn’t (yet). After all, you may look silly suggesting to a seemingly new lead that they check out your product or white paper when they’re already in the last stages of the buying process. However you do it, try to set up some form of communication between your sales and marketing team(s) so you: i) hand off good Twitter leads to sales ii) follow and engage with current prospects and iii) are aware of who is in the buying process and who isn’t.
3. Provide Value and Advice in Your Tweets....