Sales Velocity Partners
www.salesvelocitypartners.com
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
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Sales Velocity Partners
www.salesvelocitypartners.com
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
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