1. From Social to Close
A Repeatable B2B Social Sales Funnel
Chad McCaffrey @cjkmccaffrey chad@postbeyond.com
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2. Agenda
•
What is Social Selling?
•
Content Marketing: The Foundation
•
The 4 C’s of Content Marketing
•
The Challenge: Buyer 2.0
•
Social Sales Funnel Defined
•
Social Tactics
•
Tool Chest
•
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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5. Content Marketing
The Foundation
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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 $$$
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8. Social Sales Funnel Defined
Soft Engagement
• Twitter
• Quora
• Linkedin Groups
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9. Social Sales Funnel Defined
Direct Engagement
• Linkedin
• Email
• phone
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10. Social Sales Funnel Defined
Pitch
• Online Meeting
• Web Demo
• In Person Meeting
Close $$$$
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11. Social Tactics
Social Proximity
• Utilizing social connections in your network. Actively
growing your network increases social proximity to
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
•
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
•
Socially surrounding your prospect involves having a 360
degree view of the individual both professionally and
personally.
•
This is when true relationships can form and the best selling
conversations take place.
•
Mine for information and context you can use to initiate a
valuable touch point or engagement.
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14. Tool Chest
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15. PostBeyond social selling enablement
• Custom content marketing Hub for your team to
access.
• Pre approved posts for scheduling and 1 click sharing
across personal social media accounts.
• Amplify strong cohesive messaging throughout your
influencers personal brands.
• In Depth Analytics for reporting Results/gamification.
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16. Thank you! Q&A
Chad McCaffrey
Director, Strategy & Corporate Development
PostBeyond
1075 Queen St E. Toronto, ON
Canada M4M1K3
• tel. 416.560.5481
• email. chad@postbeyond.com
• web. www.postbeyond.com
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