Here's the "money post" I promised. It outlines my thoughts on how to use Twitter to network, make connections and generate leads. (Here are links to Part 1, 2, 3 and 31/2) But first...

Resources from Ogilvy PR

Over the weekend I came across a couple of resources from Ogilvy PR that present the best business case for using Twitter that I've seen, hands down. The first is a PPT slide deck and the second a list of best practices.

Do yourself a favor and review both resources.

And now...

My Twitter Business Plan of Action

I'm going to begin by outlining a simple, workable social media marketing strategy that applies to any form of social media engagement, including Twitter. So simple, in fact, it consists of only two words, listen and engage.

Listen

My mother always told me, "Paul, God gave you two ears and one mouth. He did that for a reason. Listen twice as much as you speak." (Bet your mom told you the same thing, right?)

You cannot become an effective in social media marketing if you don't first listen to what's being said about you, your company, brand, service, industry and competition. Listening is the new marketing, someone said, but it's not something we're prone to do. Still, that's where it begins. 

There are two ways to listen via Twitter: 

  1. Search - Complete searches using Twitter search and other such tools - Tweetscan and Twemes are two that come to mind - on relevant keywords, including those related to your geographic area. 
  2. Follow - Start following others where it makes sense to do so. 
Keeping in mind that Twitter is just another marketing channel, go back to the basics and ask yourself the same questions you'd ask when considering any other form of marketing: "Who is my market?" "Who am I attempting to reach?" "What niche am I seeking to penetrate?" 

Is it a certain demographic? The average Twitter user is 35 and older, is likely male (60% of users are) who has between 100 - 500 followers. Is it a certain geographic area? Find those people and start following them. Many will return the favor. 

(That's not to say you don't follow others who don't exactly fit your target market criteria. It's just to suggest that you be very intentional and purposeful in your selection.)

Not being a Realtor, I'm working under a set of assumptions regarding where your business comes from:
  • Buyers/sellers in your geographic market (and occasionally from outside your area)
  • Referrals from other Realtors. 
If that's the case, it's as important to build relationships with others in your profession as it is prospective clients. 

(One group it makes sense to follow are those you already know, some of whom might be using Twitter. If you use a Web-based mail program such as Gmail, the platform will search your list of contacts to find them. You can also send invitations to those in your database not currently using Twitter.)

In addition, if you're connected to fellow Realtors and prospects via Facebook or LinkedIn, connecting on Twitter will only serve to strengthen and personalize your relationship even more.

Engage

Once you see what people are saying relative to the keyword searches, the next step is to jump into the Twitterstream and respond. 

Years ago, my father took a rather "direct" approach at teaching me to swim. One summer's day we boarded in our small boat and paddled out to the middle of the pond on our property. Dad grabbed me up, threw me in the water and stated matter-of-factly, "swim or drown." 

Looking back, I'm sure he would not have allowed the latter. At the time, however, I determined the best course of action was to make for the shore, which I did with all haste. And, guess what, in the process I learned to swim. 

I'm a bit like dad when it comes to Twitter in that I think the best approach is to joining or starting conversations is "swim or drown." Just jump in and start conversing.  

OK, for the faint of heart, here are some "rules of engagement":
  1. Respond to what others are saying by adding your "two cents." Remember to use the "@" symbol when addressing an individual. 

  2. Provide information those in your target market would consider valuable. It could be links to other sites, answers to questions, advice or opinion. Position yourself as a trusted resource. You're already doing that on your Web site and/or blog. Do it via Twitter as well.

  3. Engage in casual conversation with your followers. There are some who would suggest that, for business purposes, you shouldn't share the minuitia of your daily life or engage in casual conversation. To that I say, "Phooey." Social media marketing is as much about getting to know you on a personal level as it is professionally. Not only that, how are you going to get to know others if you don't converse with them. I think it's a matter of balance.

  4. One thing you don't want to do is solicit business or "pitch" people. You know the type: "Thanks for the follow. Check out my blog at _________." It's okay to let people know what you do, but Twitter is a medium for conversation, not solicitation. Include a link to your Web site in your bio. those who have an interest will check you out.

When Does the "Magic" Happen?

I was afraid you were going to ask that. You see, by participating in the conversation, the magic is happening -- but you have to give it a chance. 

Social media marketing does not lend itself well to formulas. "Markets are conversations" and "participation is marketing" is the only formula I know that works. You have to win the right to be heard. By participating in the ongoing conversation, you turn strangers into friends and friends into customers. But, there is no "X times Y divided by Z" equals a lead or conversion.

That's true with a lot of advertising, is it not? Can you easily factor the ROI of a billboard, newspaper ad, or TV commercial? One thing is for sure, conversing on Twitter is a lot less expensive than a television commercial!

Keep in mind, you've been selective and purposeful in choosing those you follow. And, you've concentrated your efforts on providing valuable information and, as a result, have become a resource others trust. And the longer you do so, the more trust you'll earn.

So, let me challenge you to try Twitter and join the conversation. Over the past several days I've given you the insight, resources and ideas needed to get started. The only thing I can't give you is the impetus. That has to come from you.

If and when you do become engaged with Twitter, I'd be honored if you'd follow me. My handle is @pchaney.

Happy Twittering!
 
Posted by Paul Chaney on 11/24/2008 05:59 AM   Comments (15)   Twitter in the ActiveRain Channel   twitter, social media marketing, social networking  
Generate short URL
Post is included in group: Active Rain Newbies
Post is included in group: Social Media Marketing
Post is included in group: Technology
Post is included in group: Twitter
Post is included in group: WEB 2.0 Marketing on Steroids for Real Estate

15 Comments on Twitter for Business: Plan of Action (Part IV in a series)

NOV
24
2008
691,910 Points 84 Featured Posts Localism Sponsor Outside Blog Hit Router Attended Rain Camp

Paul, Your Twitter series has been remarkable and is a must-read for any Active Rainer or in fact, anyone looking to expand their network and their business via Twitter.  So thanks !  Also listened to Twitter gone wild which was helpful.  And also, just followed you on Twitter ! LOL... great series !
7:09am • #1
23 Featured Posts

Thanks for the kind words Christopher and Stephanie. I do hope others find it equally helpful. Thanks for the follow as well.
7:35am • #2
874,720 Points 154 Featured Posts Localism Sponsor Outside Blog Hit Router Attended Rain Camp Called Shot Master

Paul, excellent tutorial on twittering for business through social media. My ears have been doing most of the work on twitter the last few weeks, not much time to drop in but I know what everyone is up too. I'll watch the video later this evening.
7:53am • #3
175,628 Points 5 Featured Posts Outside Blog Hit Router

I am new to Twitter - and I am seeing Twitter EVERYWHERE!!  I had been avoiding it because I felt intimidated - working from home today and it is all about getting up to speed with twitter.  This is very useful and I will have to go back and read parts 1-3.  Thanks
8:59am • #4
1,585,801 Points 430 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Excellent, Paul. What a useful overview of how one can use Twitter (and how not to). The resources you provided have added a dimension I have only briefly thought of. Need to take a closer look - bookmarked.

Jeff
9:25am • #5
221,087 Points 56 Featured Posts Outside Blog

Hi Paul - just finished writing a post that compliments this (personal experience) - sorry for the link but I know you love me :) http://agentgenius.com/?p=7454
12:38pm • #6
512,885 Points 44 Featured Posts Outside Blog Hit Router Attended Rain Camp Called Shot Master

Paul - Great tutorial on Twitter - after some skeptism I am now on twitter for about a month now and love it. Twitter is a great added feature and is growing tremendously. A must have for social media.
12:57pm • #7
425,063 Points 22 Featured Posts Outside Blog

Paul, thanks for the twitter series, there is so much to absorb and do it as fast as you can. Followed you on twitter as well. ~Rita
1:37pm • #8
222,447 Points 3 Featured Posts

Your insight is invaluable. I've been a sponge reading people's how to's to twitter. Yours is among the best. Thank you. Mike C
3:32pm • #9
600,655 Points 45 Featured Posts Outside Blog

Twitter's my next challenge. I think it's just like in real life - if you promote what you do overtly, people turn you off. If you add value because of what you do, subtly, they'll pursue you.
7:25pm • #10
NOV
25
2008
396,963 Points 17 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

These are some great tips on using twitter Paul.  Thanks for sharing them.  I myself have only been using twitter for a little over a month. I pretty much fit your profile to a 'T' ...  35 and have 231 followers.  :-)  There are many that could benefit from your tips because most think Twitter is about soliciting soliciting soliciting... its really about getting to know a person, which then opens things up to other convo and possibly a referral down the line.
6:58am • #11
NOV
29
2008
115,006 Points

Paul, great points as usual.  I think if you remember way back when you did your blogging book, I told you I used my blog to humanize me in the eyes of my customer.  At that time, others were blogging real estate advice and statistics.  Now I see them jumping on the bandwagon to let customers know more about themselves and the city where they live.  Twitter is a great place to expand this concept!
3:06pm • #12
DEC
12
2008

Hi, Paul:

I hope that you don't mind, but I linked back to your post in my blog. To read it, click here: http://mistyfau.wordpress.com/2008/12/12/are-you-a-twitter/

Thank you.

Sincerely,

Misty Faucheux

P.S. While I'm living in Colorado now, I'm originally from St. Rose, LA.  My sister was the Cotton and Yambilee Queen.
Misty Faucheux
5:26pm • #13
DEC
30
2008
160,274 Points 2 Featured Posts Attended Rain Camp

Great tutorial series.  I'm considering joining.   I'll follow you for sure when I do.  Best of 2009.
5:58pm • #14
FEB
19
2009
Attended Rain Camp

More awesome info!  Bookmarked again so I can catch up with everything!
3:52pm • #15


What does the graphic say?
Leave a response…

(optional)
Spam Prevention:
 

Paul Chaney

Lafayette, LA

More about me…

Social Media Handyman

Address: 305 Halcott Dr., #127, Lafayette, LA, 70503

Office Phone: (337) 216-4423

Cell Phone: (337) 804-2081

Email Me

Tips, ideas and honest advice about how to use social media as a marketing tool gleaned from industry veteran and thought-leader Paul Chaney.


Get weekly tips on using
Twitter for business
Name:
Email:

Receive updates to this blog
via email. Enter your email address:

Delivered by FeedBurner



Links

Archives

RSS 2.0 Feed for this blog