Pull marketing and social media are powerful tools to generate awareness, leads and revenue. This presentation discusses the benefits and best practices of pull marketing and social media.

1. Pull Marketing and Social Media
How to Improve Sales
Performance and Get
Buyers to Come to You
Christopher Ryan
cryan@fusionmarketingpartners.com

2. 1. Much greater levels of marketplace awareness
2. Your cost per lead goes down by 40-60%
3. Your sales cycle times go down by 25-40%
4. Your close rates go up by 50%
5. You will have better results and a more
productive relationship between sales and
marketing
Note: Your mileage may vary…but it’s always
good!
Pull Marketing and Social Media Benefits

3. Push Marketing vs. Pull Marketing
PUSH Marketing
• Outbound focus
• Imperative: know more about
your prospects
• Sales-driven
• Focused on the selling-process
• Expensive leads
• Longer sales cycle
• The past *
PULL Marketing
• Inbound focus
• Imperative: Make your prospects know
about you
• Marketing-driven
• Focused on the buying-process
• Lead cost ½ of push leads (HubSpot)
• Shorter sales cycle
• The future *
* 8 out of 10 deals were done when the buying company found the seller.
Only 2 out of 10 had the salespeople find the deal (cold-calling) –
MarketingSherpa Study

4. Yes, but……
1. You have to pick the right social media tools
2. You have to spend the necessary time
3. You have to consistently reinforce your
brand promise
4. You have to stay fresh, relevant and
educational
Does Pull Marketing and Social Media Really Work?

5. Pull Marketing Starts with a Brand Promise that…
• Explains what you do
• Articulates the “primary” customer benefit
• Differentiates you – you need to be a niche-
aholic
• Establishes credibility
• Creates an emotional connection
• Motivates action

6. Pull Marketing Don’ts
• Don’t forget the milestones & metrics
• Don’t start or change too many campaigns or
items at one time
• Don’t try the shotgun approach – know your
prospect
• Don’t continue the campaigns that are not
paying off, but….
• Don’t give up too quickly

7. Pull Marketing Tactics
• Optimized press releases
• Newsletter & eZines
• Email marketing campaigns
• Webinars
• Virtual events
• Podcasts
• Blogs/VideoBlogs
• Social media

8. Social Media Options
And many
more!

9. Social Media Don’ts
• Don’t join a community just to join
• Don’t join too many communities
• Don’t start a blog one day and forget about it
the next
• Don’t try to control the conversation
• Don’t overinflate your abilities
• Don’t send messages out so often people start
to resent the relationship
• Don’t use (abuse) a relationship

10. About Fusion Marketing Partners
Christopher Ryan, CEO
We Do This:
Brand building/messaging
Website optimization
Content creation
Lead generation
You Get This:
Much greater levels of awareness
Higher quantities of qualified leads
Ability to generate faster revenue
Lots more information at:
http://FusionMarketingPartners.com/
http://Greatb2BMarketing.com (blog)
info@fusionmarketingpartners.com
719-357-6280