Twitter for Business: Tap Power of the Tweet

Imagine a business tool that lets you broadcast information about your company, listen in on discussions about how people are using your products and what they think of them, and get involved when one of your customers -- or one of your competitors' customers -- has a problem.

Imagine a tool that lets you have a conversation with early adopters and influencers who are eager to share what they learn with their friends and followers. A tool that offers something even the best focus groups cannot: genuine interaction with the people who choose to use your products.

You're probably already familiar with Twitter, the "microblogging" platform that allows you to create a stream of very short posts, or "tweets," that others can follow and reply to. But what you might not know is that Twitter is much more than just a way to tell friends what you're doing.

That business tool I just described? That's Twitter. If you put all of your ducks in a row, you can tap Twitter to be a direct link between your company, customers, clients and colleagues.

Twitter isn't just a tool, though; it's a community -- one that will stop paying attention if it feels like you're exploiting it. One way to make Twitter users feel exploited is to open an account and immediately start blasting out your latest press releases. That kind of headlong behavior could conceivably strike back against you, leaving your brand and your reputation in tatters.

That's why it's wise to devise a strategy before you jump in. To help you do that, we talked with two of the top Twitterers out there: Laura Fitton and Robert Scoble. Fitton, of Pistachio Consulting, helps companies develop social media strategies using Twitter, and is one of the leading Twitterers with more than 7,000 followers (@pistachio).

Scoble, of FastCompany.TV, is not just a popular figure on Twitter; he's been one of its most avid evangelists and has almost 40,000 followers (@scobleizer). He also writes Scobleizer, one of the most popular tech blogs on the Internet.

Here are the five ways they advise business users to get the most out of Twitter.

1. Decide what your purpose is.

Have a clear purpose in mind to guide your use of Twitter. Do you want to reach key influencers in your field? Or are you trying to engage end users of your products? Your use of Twitter -- whom you follow, what you tweet and how you interact with other Twitterers -- will be different for each.

Remember that you're creating an online persona for your brand or company. Trying to be all things to all Twitterers will come off as inauthentic, and it will offer little value to your followers. That's why Scoble recommends creating separate Twitter accounts for separate purposes: "Use one account to get news out, one to respond to customer complaints, and one for taking part in the conversation."

2. Follow the right people.

Both Fitton and Scoble agree that the key to using Twitter effectively is to listen more than you talk. "You should be reading tweets," says Scoble, "not writing tweets."

Use the search tool at search.twitter.com to find people who are tweeting about you, your competitors or topics germane to your business, and watch how other Twitterers respond to them. Eventually, you'll want to join in the conversation yourself, but first follow the people you've identified as key commenters.

Following customers, clients, colleagues and thought leaders in your field not only shows that you want to hear what they have to say, it also encourages them to follow you -- and it lets them contact you privately if they choose. (Twitter allows members to send private "direct messages" only to their followers -- that is, people who are already subscribed to their posts.)

3. Be interesting.

The key to gaining business advantage with Twitter is to offer something of value with every tweet, whether that's news about your company, advice for using your products, insight about your niche or even just a laugh. Twitter users, at least today's early adopters, are very sensitive to attempts at manipulation, so don't flood your tweet stream with spin, ad-speak or empty self-promotion.

The secret, according to Fitton, is to "be unselfish. The one thing that fails every time on Twitter is being selfish."

Keep in mind that the central function of Twitter is to give people a chance to talk about themselves, to tell the world what they are doing. Encourage your followers to talk about themselves by asking them questions related to your mutual interests that they'll want to answer.

Or, conversely, talk about your followers -- by name. Show interest in the people who use your products. If you're interested in them, they'll be interested in you, advises Scoble.

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