The convention has ended. You managed to collect at least 50 business cards — great job.
Next: you are sitting in your hotel room — laptop on, LinkedIn open, let’s start connecting… starting with Mike from Oracle (after all, he showed a real buying intent).
2000 miles away, Dave from XYZ — one of your competitors salesperson, is sitting in his office, Dave didn’t have time to attend the convention, but you know what? He is just going to follow-up with your leads.
What Dave is doing is called Competitive Intelligence, based on remarkably easy to find social signals.
The methods explained in this post might seem immoral or disrespectful towards your competition, but they surely work great. Now, let’s get practical.
Social Signals on LinkedIn:
The world’s most popular B2B network is the best source to find Intel on your competitor’s prospect list (even with the latest restrictions and limitations).
I used Find That Email to discover Marc’s email address so I can use it for the request, I suggest choosing ‘Other’, otherwise you can also connect via a shared group or other options.
2. Monitoring for new connections:
Courtesy of LinkedIn, once you are connected with a user you can see his new connections — seeing any buying persona over there? Great. Snatch that prospect.
Users can block the ‘New’ tab from appearing on their connection list, this makes our work more tricky, you have to navigate through the connection box until you find new connections which match your buyer persona (I suggest making a spreadsheet to keep track of that — or even easier: code an automation to do that).
While some users block this feature, you can take a peek at their recent activities and look for interesting events like comments, likes, or page follows with companies that match your buying persona profile.
While this might be a bit more vague, you can scan for people who comment or liked a post and again, look for your buying persona profile.
Social Signals on Twitter:
While Twitter doesn’t really compare to the amount of accurate intelligence you can get from LinkedIn, it still provides us with some idea and / or validation on who is checking out your competitors and vice versa. The following methods can be applied to the company Twitter page or their team member’s pages.
For the sake of not repeating myself: apply the same principles of looking for that persona of yours among the following sources and keep track on a spreadsheet.
That’s it for today, you are welcome to share your thoughts and comments on the Medium post or on our Twitter page: Find That Email.
P.S: Don’t forget to apply the reverse principles on yourself — think twice before approving your friendly competitor’s connect request.