Social Prospecting Blueprint - B2B Social Selling System

A proven, step-by-step system for generating prospects, leads and sales in just 20 minutes a day on social media.
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Instructed by Tony Zayas Business / Sales
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  • Lectures 48
  • Length 8 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 6/2014 English

Course Description

The Social Prospecting Blueprint is a step-by-step video course that allows B2B entrepreneurs, small business owners and sales professionals to utilize social media to effectively find, target, interact and build relationships with the key stakeholders that they need to be in touch with in order to generate new business or grow existing business.

Social media provides the perfect ground for collecting the intelligence necessary to find the find the decision-makers, learn about them and create an introduction that effectively kills cold calling and allows you to position yourself at a higher perceived value, since you're beginning on a relationship basis.

This course overcomes the traditional challenges faced with social media, namely time constraints, challenges with content and lack of strategy. Armed with this blueprint, your efforts will be quick, effective, focused and repeatable in generating new prospects, leads and business via social media.

This training material has been used in group coaching settings with outstanding results to show for and should take approximately 4 to 6 weeks to complete.

The course is comprised of video tutorials (over 8 hours of total instruction, with each video no more than 20 minutes in length) and each course section is capped off with an actionable downloadable PDF that will contain action steps or exercises to put what was taught into practice.

What are the requirements?

  • It's recommended that you have accounts at Facebook, LinkedIn, Twitter and Google+
  • A basic ability to navigate the web and utilize social networks

What am I going to get from this course?

  • Strategically develop a process for social prospecting which only takes between 15-20 minutes a day, at maximum
  • Establish a strong presence and credibility at the major social networks (LinkedIn, Facebook, Twitter and Google+)
  • Utilize the networks to pinpoint opportune prospects who are the critical decision-makers in their organizations
  • Learn to engage with the key stakeholders to begin the process of allowing them to get to know, like and trust you
  • Position yourself in a way that differentiates and elevates you from your competition
  • Easily create content for the social networks to stay active, top-of-mind and draw prospects to you
  • Turn casual social connections into a business dialogue

Who is the target audience?

  • Entrepreneurs
  • Small Business Owners
  • B2B Sales Proffessionals

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.


Section 1: Claiming Your Authority
Intro and Goals for Section 1: Defining What Makes Up Influence & Credibility
  • Understanding how social media can act as a powerful sales and marketing tool to speed up the process of getting to “Know, Like and Trust”
  • How to position yourself at the highest level of perceived value in your initial interactions with prospects
  • Understand the six principles of influence and apply them to social media for credibility that you can leverage
  • Learn what makes you “credible” online, as uncovered via research done at Stanford, as to apply the guidelines on social media
  • The power of credibility and why it's essential for social selling
  • Reviewing social profiles to optimize them for performance
  • Learn about the massive, widely untapped opportunity that exists on LinkedIn -- the professional social network
  • Understanding the different opportunities to improve your LinkedIn profile
  • Defining LinkedIn profile optimization
LinkedIn Profile Optimization (Part 1)
  • LinkedIn Profile Optimization Continued
    • Adding Rich Media, including video, images, etc.
    • Applying social proof to your profile via endorsements and recommendations
    • How to include keywords and descriptions that showcase your expertise
  • Recognizing the somewhat hidden B2B potential on Facebook, beyond traditional use
  • Addressing the steps to creating a strong presence on Facebook
  • Understanding Graph Search and how you can benefit from it for prospecting
  • Learn the importance of a professional personal Facebook profile
  • Overview of the elements that are vital to having a strong and engaging Business Page so that it's both visually interesting, as well as informative and links out to other resources
  • Addressing the state of Facebook Business Pages
  • How to "get" Twitter and why it's perhaps the most immediately actionable opportunity in social media for B2B prospecting
  • Creating a solid Twitter profile
  • Introduction to advanced search strategies on Twitter
  • Understanding how Google+ plays into social prospecting
  • Steps to setting up a G+ presence that promotes your digital presence
4 questions

This quiz will cover principles addressed in Section 1.

1 page

Follow this PDF action guide to apply the principles learned in Section 1.

Be sure to ask questions, as needed!

Section 2: Advanced Search, Prospecting and Discovery
  • An Overview of Section 2
  • Discovering prospects through advanced search
  • Basics of relationship building via social
  • Learning LinkedIn search methods
    • Search basics
    • Advanced filters
    • Search and monitor by company
    • Search and monitor by job title and responsibilities
    • How LinkedIn and Twitter can be useful in complimenting one another
  • Learn about Facebook's Graph Search
    • How to target prospects based on job title / responsibilities via Graph Search
    • How to target prospects based on where they work -- both city and and company
    • How to leverage relationships to gain insight and connection points to new prospects
  • Learn how to use Twitter's powerful search functionality to uncover brand new opportunties
    • Advanced Twitter search, focused on job title and responsibilities
    • Advanced Twitter search, including Geo-Targeting to find local prospects
  • Prospecting research using Google+
    • Finding individuals, pages and communities that are ripe for prospecting
    • Learn to run searches that focus on local proximity
4 questions

This quiz will cover principles addressed in Section 2.

1 page

Follow this PDF action guide to apply the principles learned in Section 2.

Be sure to ask questions, as needed!

Section 3: Quickly Creating a Magnetic Content Factory
  • An overview on creating compelling content
  • The importance of content for positioning yourself on social media
  • Overcoming the traditional hurdles of content creation
  • How to position yourself to immediately maximize your perceived value to your prospects
  • Steps to changing the sales dynamic
  • Moving your prospects from where they are to where they want to be
  • Crafting a powerful story to define your "Legend" and establishes your ideals
  • Developing the foundation that makes creating content that supports your brand, simple
  • An exercise to create your Vision Statement, from which all of your messaging will flow
  • An introduction to LinkedIn's publishing platform
  • Learn about the advantages and access that this platform provides
  • Instructions for applying for access to the powerful platform
  • A stealth technique for overcoming the challenge of having to create content on a regular basis by leveraging existing sources
  • Why active content sharing is important to keep you top of mind with your prospects
  • Recommendations on where to find great content sources
  • A process for developing content that represents your brand, stands out and is memorable
  • Make content creation simple and quick
  • A litmus test to determine if content is representative of your brand
5 questions

This quiz will cover principles addressed in Section 3.

Section 4: Methodically Finding Home Base
  • Review the four major social networks to determine which one or two should take precedence and be primary and secondary focus
  • Determine the considerations that should be made when choosing focal points
  • A look at which network might result in maximum results with minimal movement
  • Reviewing LinkedIn for pros and cons in social prospecting
  • Reviewing Facebook for pros and cons in social prospecting
  • Reviewing Twitter for pros and cons in social prospecting
  • Reviewing Google+ for pros and cons in social prospecting
  • Defining the 4-Part Success Process
4 questions

This quiz will cover principles addressed in Section 4.

1 page

Follow this PDF action guide to apply the principles learned in Section 4.

Be sure to ask questions, as needed!

Section 5: Alerts and Automation Tools
  • Learn how to streamline processes with social media to reduce time spent on content and maintenance
  • Allow prospecting to be the primary focus on social media
  • Key steps to rise above the noise on the social web
  • Leveraging alerts to be aware of social conversation in our niche
  • Learn a Really Super Simple way to stay on top of everything in your industry/market
  • Follow the steps to tie alerts to your RSS reader to manage all of the info you must be aware of in a single location for efficiency
  • Learn the process of tying OPC to the simple web tools that are available for efficiency
  • Make sharing content and maintaining active profiles that keep you top-of-mind with your prospects, quick and easy
  • Learn to use features at LinkedIn to filter out the information overload and get to the information and people that matter most quickly
  • Setup Twitter Lists to maintain focus on your prospects that are on Twitter
  • Learn how to create lists in Facebook and Circles in Google+ to both monitor and interact with clients or other VIP friends
  • Learn to send out messages to select audiences in both Facebook and Google+
  • Learn and apply a quick and easy hack that allows a free web service to alert you via SMS whenever your LinkedIn contacts add a new position to their profile
2 questions

This quiz will cover principles addressed in Section 5.

Section 6: Engagement
  • How to start social conversations and interactions that will begin to develop relationships with your prospects
  • Move from unknown to known using quick social touches
  • A step-by-step look of the actual interaction process on each of the networks, beginning with:
    • LinkedIn network updates
    • Groups
    • Pulse
    • Mentions
  • A step-by-step look of the actual interaction process on each of the networks, continuing with:
    • Facebook Pages, Facebook Lists, commenting, likes and shares
    • Twitter Lists, retweets, favorites and replies
    • Google Plus Circles to interact with prospects
  • Find out an under-the-radar way to use your personal Facebook profile for maximum effect in your business

A look at how to stay focused and organized with your social prospecting by following the 10-15 Rule and other processes

4 questions

This quiz will cover principles addressed in Section 6.

Section 7: Conversion
  • An intro to the process of moving from light social engagement and interaction into a business conversation
  • Developing real business relationships with social contacts
  • Learn how to significantly increase the odds of getting on your prospect's radar by using this method
  • Be seen in multiple places and showcase your expertise
  • Continue the casual interaction to grow familiarity

Learn a simple follow up process on LinkedIn that has proven to get outstanding results. Stand out from everyone who is missing out on the massive opportunity at the world's largest professional network.

  • Learn how to start the business dialogue with your social contacts whom you've only had light casual interaction
  • How to make offers and send messages that get read and have an extremely high response rate

Easily learn how to use LinkedIn to identify referral candidates and a painless process to create referrals on demand

3 questions

This quiz will cover principles addressed in Section 7.

Section 8: Conclusion

Congratulations, you've completed the core Social Prospecting Blueprint curriculum! In this video, the main success principles are reiterated a final time.

Section 9: Bonuses
Intro and Section Overview

A simple hack that will allow you to find almost any decision-maker's email address.


Learn how to position yourself to be seen as an authoritative voice in your market by following a few simple steps in this bonus tutorial

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Instructor Biography

Tony Zayas, Marketing Strategy Consultant and Copywriter

Tony Zayas is an award-winning digital marketer and strategist. Zayas works to coach B2B business owners and sales professionals in understanding and leveraging the tremendous potential that the digital frontier offers. He expertise extends into digital marketing strategy and launching new media initiatives, including social media, mobile, blog, web and email marketing, in B2B environments.

A graduate of the University of Iowa, Tony has over 10 years of experience in digital marketing. In 2013 Zayas was named as an inaugural winner of Smart Business Magazine’s 2013 SoMe Impact Awards for the Large Companies category. The award recognizes marketing executives that took that leap of faith into the unknown world of social media and in doing so, drove substantial value for their companies.

Zayas’ formal training as a coach was through the ICF Accredited, Coach Training Alliance, headquartered out of Boulder, Colorado. He received his Bachelor of Arts from the University of Iowa, as a Philosophy major.

A Chicago native, and long-time LA transplant, Tony and his family currently reside in Northeast Ohio.

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