Based on the “Zero Moment of Truth” (ZMOT) marketing philosophy, the Social Media Sales Process will take the user from Exposure to Conversion - ultimately leading to the First Moment of Truth when the user makes a purchase. This infographic lays out exactly what each step in the process focuses on, and strives toward creating a holistic atmosphere that transforms “Fans” into leads.
Targeting - Who do we target? What demographics are most likely to respond to our brand?
Exposure - Utilizing Facebook Ads, Analog Media and Employees to promote a business’s Social Media Presence
Influence - Controlling the content that is pushed out via the relevant social media platforms in order to focus on the interested users
Engagement - Providing interesting and interactive media to foster a relationship with the Social Media platforms. e.g. Facebook Tabs, Promotions and Giveaways
Action/Conversation - Responding and interacting with the users. By establishing a one-on-one connection to everyone participating via Social Media, the business can spark conversation.
Conversion - Changing the fans into paying customers
Retention/Growth - Incorporating the happy customers into your Exposure strategy and making regular users into evangelists
Yes, this content is a bit dated (already almost 9 months old). Here at the Epic Web Studios Blog we don’t really care. It’s incredible information from the world’s foremost authority on digital consumer behavior: Google. Author Jim Lecinski does an excellent job of conveying what happens in today’s marketplace before consumers consider a purchase; and we thought you, as a reader of our blog, should have access to this information. So, we’ve reblogged it for your enjoyment. 
