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From Social to Close: Repeatable Social Sales Funnel
1. From Social to Close
A Repeatable B2B Social Sales Funnel
Chad McCaffrey @cjkmccaffrey chad@postbeyond.com
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2. Agenda
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What is Social Selling?
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Content Marketing: The Foundation
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The 4 C’s of Content Marketing
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The Challenge: Buyer 2.0
•
Social Sales Funnel Defined
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Social Tactics
•
Tool Chest
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Q&A
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3. What is Social Selling?
Social Selling is simply augmenting your current
sales process to include specific modern social
media tools & tactics.
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4. The Challenge: Buyer 2.0
Buyer 2.0 relies heavily on search engines and social
media when making any purchasing decisions.
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6. The 4 C’s of Content Marketing
• Consumption
• Curation
• Creation
• Connection
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7. the Social Sales Funnel Defined
“Nobody wants to get pitchslapped”
- Ron Tite
The Tite Group
1. Soft engagement
2. Direct engagement
3. Pitch
4. Close $$$
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8. Social Sales Funnel Defined
Soft Engagement
• Twitter
• Quora
• Linkedin Groups
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10. Social Sales Funnel Defined
Pitch
• Online Meeting
• Web Demo
• In Person Meeting
Close $$$$
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11. Social Tactics
Social Proximity
• Utilizing social connections in your network. Actively
growing your network increases social proximity to a
prospective buyers. Leads to quick referrals or
introductions.
• LinkedIn is an amazing tool for allowing you to see which
connections you have in a company and empowers you to find
out which decision makers or potential champions you can
leverage.
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12. Social Tactics
Social Listening
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Act of listening to conversations taking place on social media,
and looking for opportunities to participate and engage with
potential customers and prospects.
• Twitter Lists, Hash-tags, Advanced Graph Searches
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13. Social Tactics
Social Surrounding
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Socially surrounding your prospect involves having a 360
degree view of the individual both professionally and
personally.
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This is when true relationships can form and the best selling
conversations take place.
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Mine for information and context you can use to initiate a
valuable touch point or engagement.
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