Unfortunately, most B2B small-startup owners have to learn the hard way: although it may be easier to land business with cheap rates, it has a couple of major downfalls:
- People who want “cheap” are also usually the most difficult customers, and they burden your resources.
- By providing cheap services, you are going to need to work extra hard to make a profit.
- Cheap clients often don’t have the resources to pay, and you will struggle to get payment from them.
- Cheap can ruin your reputation.
This brings us to this point: many startups need to offer cheap services while they build up a portfolio, but your goal must be to ditch cheap and get better-paying clients.
In this article, learn three ways to finding better-paying clients using Twitter. It must be mentioned that the power in these methods is that the focus is on finding potential clients who are already having conversations about the kinds of services you provide so that the sales process becomes easier, and faster because of finding the right clients at the right time.
First, amp up your Twitter profile
Make sure that if potential clients view your Twitter profile, they can clearly see what services you provide, together with any relevant qualifications or awards. Include your website URL and if necessary, the location of where your business is situated.
Matt’s profile clearly shows what he does, and that he has a side business of writing poetry.
To complete your profile, pin a tweet at the top that highlights your business services, any freebies you offer, and anything else builds credibility in the eyes of your prospect.
1: Go deep for meaningful persona insight
For any method of approach to work, you have to know who you are looking for on an intimate level.
For meaningful content that attracts the right people, you need to know what’s important to them and how to provide value based on their needs.
Now, it’s easy to unearth customer pain points and what’s important to them when you already have lots of clients but not so easy when you’re a startup.
Image Credit: Neil Patel
Luckily, there’s Twitter…use the channel to go deep for meaningful insight about your target audience:
- Spy on your competitors and their customers (which are your target audience too) using a tool like Followerwonk’s bio search to provide data from Twitter. Once you find the bios of their customers, analyze their tweets to find out what’s on their minds.
- Use a social media listening tool (for more info on this, read point number 3 below).
2: Search for potential clients on Twitter
Use the Followerwonk “search bios” to discover new clients using the keywords they would use in their bios to describe their services. For instance, if you were looking for graphic designers, you could search using “graphic designer”. It also allows for you to add the location.
Click through to the person’s bio and add them to a Twitter list, marking it as private.
Now here’s where the power of this method comes…
When you visit the person’s profile, you can see their newsfeed, and now you can begin to engage with them.
3: Listen & respond to the conversations of potential clients
If you’re not a well-known brand, chances are you’re not going to get much online feedback – if any – from clients or potential clients – so monitoring what people are saying about your brand is not going to prove helpful.
Even big brands can’t rely on their customers to mention them officially (using the “@” symbol) on social media.
To find unofficial conversations (which is the prize), utilize social listening. Social listening tools perform many helpful functions, but for the purpose of today’s article, their power lies in discovering the right people and the ability to address them directly.
Can you imagine you’re a B2B owner of a company that provides process improvements, and you find, via a social listening tool, that a person that fits your target audience persona has just tweeted about a frustrating service experience, so you respond to the tweet with something relevant and value-add according to the scenario. What do you think that person will think? If it’s not a sales pitch, they are likely to be very impressed.
Social listening allows you not only to improve the relevance of your social media content, but also to target specific people, and find opportunities to begin engaging with prospective customers.
Tips to engage new prospects
Avoid pitching when you first make contact. Instead, start a conversation based on their needs. In other words, respond to their tweets in a way that is meaningful to them – for each tweet, you will need to dig up your own creativity, using the following formula:
What is the underlying reason this person tweeted this?
How can I engage with this person in a meaningful way?
Only once you’ve developed a relationship with a new prospect should you make a sales pitch to them, and then, using a proposal software (it makes life a lot easier and you are likely to get higher conversions), demonstrate how your services can add value to them.
For all sorts of reasons, it’s easier to do business with better-paying clients. Use Twitter to find them.
First, make sure your Twitter bio is clear, then:
- Get insights you can use to make your marketing more meaningful and relevant.
- Search for potential clients via Twitter search.
- Use a social listening tool to start engaging with the right people.
Once you’ve engaged, provide value, and when a relationship develops, offer your services.