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The Golden Age of Social Lead Targeting Has Arrived Fully

In the beginning, you know about five years ago, some smart sales types discovered the awesome power of mining social networks for leads. In a way it was like the early prospectors digging around and bumping into gold with little more than an idea and some hard work staking claims. (This post I wrote in 2010 about mining Twitter for leads remains one of my most shared posts)

But now we’ve moved past the point of crude social lead digging to a much more elegant phase in which prospective clients can be discovered, scored and nurtured using social networks and everyday relationship building tools.

In fact, the practice has become so accepted it now has several names – social selling and social lead targeting. (By the way I’ve curated a list of CRM tools at the bottom of this post that you might want to check out.)

As services such as LinkedIn, Facebook and Twitter grow in importance so too have the tools that mine the rich set of sales data left in every interaction.

But, the big breakthrough in social selling occurred, in my opinion, when tools that mined social data started talking to each other.

No longer do we need the mammoth do everything in one enterprise type tools to compete. A lone salesperson with a Hootsuite and Nimble account and about $20 a month can become a social lead targeting ninja.

Now, I’m not saying that some of those more expensive and more complicated tools aren’t awesome. Heck, if you’ve got the budget, full-time IT support and someone to pull the levers and adjust the mirrors, go for it!

But, if that’s not you, let me ask you this.

Would it be helpful if you could easily find people searching for your products on, say, Twitter?

Okay, no magic there, anybody with a little Twitter search mojo has been able to do that for years now, but . . .

  • What if you could also instantly know everything those people are doing on other social networks?
  • Who they are, who they are connected to and how to contact them in several channels?
  • What if you could easily create a contact record that unified all of your communication with them?
  • What if you could then start to track what they did on your website and how they reacted to your emails?

First off, you can easily do all of this and more with little or no tech support for less than $100 a month.

Do you think that could make you a better sales person?

I’ve only mentioned Twitter so far, but you can do the same kind of discovery and targeting on Facebook, LinkedIn and Google+ as well with the right tool set up and integration.

And building targeted lists is only one way to look at what I’m talking about. You can also build a connected network of your customers, share targeted insights and facilitate engagement and partnerships better when you adopt this kind of targeting mindset.

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Here I’ve used Hootsuite to find someone on Twitter that I want to connect with, so with one click I’ll add them to Nimble for a complete picture and connection record for future engagement.

The key piece of the puzzle is integration. Hootsuite is a great tool, but integrated with Nimble, it’s a power tool.

I can easily build a list in Twitter based on search criteria and then with one click add selected list members to the Nimble CRM tool for a complete picture of the prospect along with unified messaging. So, now if I reach out to that prospect by way of a subtle connection tweet, Nimble captures our entire conversation, shows me the prospect’s social stream and their key connections in one screen.

As much as I’ve grown to appreciate the power of a true social CRM tool, integrating it with a lead tracking and capture tool like Hubspot further allows me to score the interest of my leads and keep an entire record, not only of my direct interactions, but also their interactions with my content and landing pages.

Integration is also what allows most CRM tools to talk to most email service providers.

I’ve written previously about a specialty service called Zapier that allows you to create your own integrations where none exists. For example, you might want to create special record in Nimble when someone buys something through your 3rd party shopping cart – no problem, create a Zapier integration and get busy with better follow-up.

Social is not so much a channel as it is a behavior that allows for much richer listening, targeting, nurturing, learning and converting. The key is to bake social data and signals into your entire prospecting and sales process as a mindset using tools that put this vital set of data at your fingertips.

The real skill then becomes using this information to add value!

I’ve added a list of CRM tools and hope you’ll share your thoughts and insights.

CRM Tools

John Jantsch CRM Tools

John Jantsch | 20 items | 5072 views

List of best CRM tools for small business marketing.

Source: http://www.ducttapemarketing.com/blog/2013/04/02/social-lead-targeting/

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  1. 1. ClinchPad | Online sales CRM for small teams- track & manage your sales leads

    ClinchPad | Online sales CRM for small teams- track & manage your sales leads

    An online sales CRM software, built for small teams that helps you track and organize leads through an easy to use visual interface

  2. 2. Infusionsoft - Small Business CRM | Marketing Software for Small Business

    Infusionsoft - Small Business CRM | Marketing Software for Small Business

    The ONLY all-in-one sales and marketing software built for small business. We've built everything you need-CRM, e-commerce, social media and email marketing-into a single, powerful system that automatically converts leads into new customers and grows sales from existing ones. So you can focus on your business or your life. Or both.

  3. 3. SalesForce - CRM and Cloud Computing To Grow Your Business

    SalesForce - CRM and Cloud Computing To Grow Your Business

    CRM solutions help ensure that your sales, marketing, and support efforts are all working toward a common goal, so you can take your business success to a whole new level.

  4. 4. Insightly - Free CRM for Small Business: Online Customer Relationship Software

    Insightly - Free CRM for Small Business: Online Customer Relationship Software

    Insightly is the #1 Online Small Business CRM & Project Management software company used by over 250,000 people worldwide

  5. 5. InBoundio

    InBoundio

    InBoundio is a simple inbound marketing software with inbuilt CRM

  6. 6. Nimble

    Nimble

    Nimble is the only solution to offer small businesses the best features of high-end CRM systems combined with the power of social media.

  7. 7. Batchbook - Social CRM for Small Business

    Batchbook - Social CRM for Small Business

    Batchbook is your small business social CRM solution. Build meaningful relationships with customers with our easy to use tool.

  8. 8. Sage ACT! Communication Preference Center

    Sage ACT! Communication Preference Center

    Important Note: For Sage Connected Services for ACT!: The mobile component of Sage ACT! Connect requires an active data plan. You are responsible for all data related charges to your mobile phone. To facilitate mobile setup, Sage ACT! Connect sends a text message to your mobile phone.

  9. 9. Zoho - CRM Software, Customer Relationship Management

    Zoho - CRM Software, Customer Relationship Management

    Complete, award-winning solution Zoho CRM offers all the CRM modules and tools you need to run your Sales & Marketing. Unbeatable value As in FREE for up to three users. And our Professional Edition is only $12/month per user. No strings, no hidden fees. Pay as you go We don't lock you into any long-term contracts.

  10. 10. InTouch CRM: small business marketing software, email newsletters - 30 day free trial

    InTouch CRM: small business marketing software, email newsletters - 30 day free trial

    Fully-featured small business CRM system including email and SMS marketing, social media management and all the tools you need to track client meetings, tasks and invoicing.

  11. 11. Sugar CRM - CRM Software & Online Customer Relationship Management

    Sugar CRM - CRM Software & Online Customer Relationship Management

    Manage your sales, marketing, and customer support better with SugarCRM's online CRM software. Take a free trial.

  12. 12. Highrise: Small Business CRM, Web-Based Contact Manager

    Highrise: Small Business CRM, Web-Based Contact Manager

    Highrise CRM helps you manage your contacts, keep track of who said what when, schedule follow-ups, set reminders, and convert leads into done deals.

  13. 13. Microsoft Dynamics | Dynamic Business | Engage Your Customers | Manage Your Business

    Microsoft Dynamics | Dynamic Business | Engage Your Customers | Manage Your Business

    Unlock the potential in your people with Microsoft Business Solutions

  14. 14. Solve 360

    Solve 360

    Modern cloud-based CRM that integrates features to manage client projects.

  15. 15. BlueCamroo - Web-based CRM, Project Management, Collaboration, Ticketing Software

    BlueCamroo - Web-based CRM, Project Management, Collaboration, Ticketing Software

    BlueCamroo is the most complete all-in-one web-based CRM, Social CRM, Project Management and collaboration, Lead Management, Email Marketing, and Support Ticketing system for Small and Medium-Sized businesses.

  16. 16. Social123

    Social123

    Social Lead Generation tools

  17. 17. Sales CRM Software | SalesLifeCycle.com

    Sales CRM Software | SalesLifeCycle.com

    Free CRM Software. Saleslifecycle.com combines a fast and responsive CRM with rich email marketing capabilities, automated trigger system and a powerful sales life cycle methodology

  18. 18. CONTACTfile

    CONTACTfile

    Renowned on Listly, CONTACTfile is your one stop CRM System. Try a free trial download today to test the waters and see what fantastic support we offer. Including contact management, payslip feature, club membership, invoicing and much more.

  19. 19. Zimplu CRM - Small Business CRM

    Zimplu CRM - Small Business CRM

    Simple CRM for improving your sales and support service. Collaborate and share contacts and information with your co-workers.

  20. 20. Intercom | The easiest way to see and talk to your users

    Intercom | The easiest way to see and talk to your users

    Intercom is a single platform where you can see in real-time who is using your product & how, & send personalized messages to the right users.

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