Prospecting 2.0: Using social media to prospect, develop leads

and build relationships

By: Kemp Edmonds, HootSuiteCreated for: SalesCrunch.com

Introductions

• Prospecting• Lead Development• Build Relationships• Recap• Question Period

Two Prospecting Tips • BCC Trick

• LinkedIn like this?

• Google the role and the full name will appear

Advanced Twitter search

• Geo-targeted search• #Chats• Competitor search• Research

LinkedIn Job Search

Profile Insight

Keyword User Search

Track and Help with Lists

• Put prospects with Twitter accounts into Twitter Lists• Monitor for any ? or opportunities to help with ANYTHING• Respond helpfully. Schedule a tweet for a week later to chat

Engage with active prospects

• Follow prospects; DM if they follow back• Direct useful content and questions to them• Reach out genuinely then schedule a follow up post

Speak to your customer pain points

• Tweets• Posts• Blogs• Email

Industry specific events & chats

#Sales20#SMChat…

Positive Networking

• I’d like to add you to my professional network on LinkedIn

• I found you through ___. I’d like to stay connected on LinkedIn for future opportunities around ___.

• Quora• InboxQ• LinkedIn Answers• LinkedIn Groups• Newsletter/Blog

Be the Trusted Advisor

Thank you

Questions?

• HootSuite.com• Library.HootSuite.com• @kempedmonds• kempedmonds.com