Using social media to gain traction in B2B sales doesn’t need to be limited to LinkedIn and Facebook. In our last post, we offered 3 of 5 tips to get you started on using Twitter to boost your network. With more than 300 million active monthly users, Twitter can offer more opportunities for expanding your contacts and gaining business insights.

Here are 2 additional ways that the use of Twitter in B2B sales can provide value to you and your sales team. And, if you haven’t already, read the first 3 tips here.

4. Gain followers: While you are building a list of people to follow on Twitter, you also need to focus on creating your own following. Make sure your bio clearly lays out your expertise and what exactly you and your company do. This encourages people to follow you back. While it’s good to include a personal touch, customers likely aren’t going to be looking for an animal lover who enjoys long walks on the beach when looking for direction on a software solution.

Use hashtags that are relevant to your business when you tweet. Don’t try to game the system by using trending hashtags. Followers can be quick to unfollow you when you attempt this. The minimum recommendation for tweets is a few times throughout the work day. More tweeting will gain you more followers. Connect your business with current news and events by commenting on topics related to your product or brand.

Tools like Buffer and HootSuite allow you to schedule tweets in advance to post at times of the day when your followers are most likely to be reading through their Twitter feeds. If you’re sharing a link within a tweet, take advantage of link shorteners like bit.ly. This powerful tool not only frees up space to include more information in your tweet. It also enables you to track analytics like clicks and shares, giving you the opportunity to engage with anyone interested in your business. You want your Twitter feed to be a resource for your target audience to find informative content and comments that keep you fresh in their minds.

5. Identify and engage influencers: Identify the most influential people on Twitter by paying attention to who your followers are retweeting and following. Again, Klout is a good tool for finding key influencers. Create columns or lists specifically for these influencers. When an influencer engages you, reply to their tweets and retweet content that is relevant to your industry or product. Once you’ve built a relationship with an influencer, direct them to your own content. Make sure you thank them if they share your tweets. When a tweet from the right person comes along, this provides an opportunity to position yourself as an expert in your field, and could turn you into a key influencer in time.

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