17. Closing the Deal

Invisible closes come in three flavors. First, there’s the strictly online close, where you engage and close a prospect using social media, links to your own content, and email communications. This is the least likely close, but it does happen from time to time. The second type is a strictly offline close via phone or, more likely, face to face. This is the second mostly likely scenario for high-involvement purchases or complex B2B sales. Finally, the third and most likely scenario for all products and services is a blended close, in which you use social media and email communications to arrange a phone, video conference, or face-to-face meeting to win the deal or sell the product. The common underlying theme to each of ...

Get The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.