Sales Velocity Partners www.salesvelocitypartners.com

Page 1 of 2

Boosting Content Marketing With Social Selling

Steps to Social Selling

Build Awareness - let people know who you are and what you do (MOST

IMPORTANT)

Create Curiosity - provoke and spark interest in what you do

Qualified Need - does your prospect need what you provide?

Build Understanding - make sure the prospect understands what it is that you do

Determine Interest - need combined with urgency

Focus on Relevance - is it something your prospect is likewise focused on

Engage Prospect (refer to section on building content)

Keys to Social Selling

Acquire Followers (aka; the Twitter model)

Identify Influencers - followers in your specific area based on your purpose

Generate Leads (track recent conversations with your organization)

Qualify Prospects - is there a need (caution: interest is not a need)

Acquire New Customers

Focus on Clients - repeat customers that are willing to endorse and refer you

Ask for Referrals and Endorsements

Content Strategy Funnel (primary focus should be on adding resources to secure sales)

Influencer - a particular individual that carries massive influence (not particularly

related to your industry) *Focus on Things that can Start Conversations

Focus on individual Industry - which sector should be interested in what you do?

Learn about a particular Company and their Product (create a product persona for

them)

Product Proof - prove who you say you are

Sales Message - tell your Story (make it memorable and “Cool” i.e. The Fonz)

Client Message - tell a story that is relevant to your prospect audience

Sales Velocity Partners www.salesvelocitypartners.com

Page 2 of 2

Building Content

(Learn about Your Audience (re-purpose your content in various forms that make the most sense)

Webinars

On-Demand Webinars

Slide share

Videos

Podcasts (content in MP3 form)

Books (Hardback & Paperback)

E-books (ease of delivery)

E-mail – it’s use has never been stronger

Search Engines - build content that is accessible

LinkedIn - Join groups that are relevant to what you do - concentrate on expanding

your network (there is proof that most new sales come from LinkedIn contacts that

you share a common interest with)

Twitter - people follow people and companies that they are interested in

Pinterest

Facebook

Blog Articles

Publicized Articles

How-to Articles

Targeting Contacts

(Determine what makes up a qualified contact)

Title Function (MOST IMPORTANT)

Title Level

Defined Need (interest is the counterfeit of need)

Decision Maker

Degree of Influence

Sense of Urgency

Select contacts that are easy to reach

Select contacts that have a Common Interest