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From Social to Close
A Repeatable B2B Social Sales Funnel
Chad McCaffrey @cjkmccaffrey [email protected]
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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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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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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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Content Marketing The Foundation
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The 4 C’s of Content Marketing
• Consumption
• Curation
• Creation
• Connection
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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 $$$
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Social Sales Funnel Defined Soft Engagement
• Quora
• Linkedin Groups
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Social Sales Funnel Defined
Direct Engagement
• phone
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Social Sales Funnel Defined
Pitch
• Online Meeting
• Web Demo
• In Person Meeting
Close $$$$
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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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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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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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Tool Chest
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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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Thank you! Q&A
Chad McCaffrey
Director, Strategy & Corporate Development PostBeyond
1075 Queen St E. Toronto, ON
Canada M4M1K3
• tel. 416.560.5481
• email. [email protected]
• web. www.postbeyond.com
