How to build a social media marketing funnel- a full strategy to drive social sales

In the age of digital marketing, social media is a great avenue to expand brand awareness and reach. However, this, by itself, may find brands struggling to convert. A social media marketing funnel can streamline this approach and make an enormous impact on driving sales.

This blog discusses how a social media funnel can compliment your existing marketing funnel, and what the stages of a social media funnel are. You will also uncover the best practice tools to help you build your social media funnel to ensure customers stay engaged with your brand throughout.

By creating an optimised social media marketing funnel, brands can scale their marketing campaign and engage with a wider audience successfully, creating more opportunities to convert and boost ROI.

Social media marketing funnel is a must as there are more and more people who are using these platforms
Source: PewResearch

How social media intertwines with a marketing funnel

Paid social ads are great for promoting a product or service to the exact target customer. Brands can use Facebook’s tracking and re-targeting pixels to build personalised audiences that are most likely to buy. Also, by tracking user’s interactions with the ads, brands can increase the frequency of the ads that are shown to those who are interested in buying. 

According to the Internet Trends Report 2018, “78% of adult Facebook users in the United States buy a product that they found on social media.” The opportunity is enormous, but building a social media marketing funnel is critical in capturing those customers.

Using this approach, social media can drive users into a marketing funnel that is built on your website.

Social media marketing strategy metrics
Source: Hootsuite

What needs considering when building a social media marketing funnel?

Consider the platform 

The most important thing to know is the customer. Where do they hang out online and what content engages them the most? Every sector is different. Some industries have their audience on YouTube whereas other gain the most engagement on Pinterest.

Analysing where the competition spends their energies (and the platforms that contain their biggest followings) can give you a good idea of where your social media funnel should land.

When planning social media marketing funnel make sure to understand the top platforms
Source: Hootsuite

Providing value for customers

Whether you explore marketing funnel options or want to boost your content marketing, maintaining interests and engagement is vital. With so many brands competing for attention on social media, your content has to stand out and captivate them. One of the best ways of identifying what the audience wants from you is to read through their discussions.

  • Facebook groups – what are your potential customers saying in social media groups?
  • Forums – what are their gripes, passion points and problems that they can’t solve?
  • Amazon book reviews – What was lacking from that industry niche book they just reviewed?

Consumers are always looking for value in what brands offer, so doing the research will really help you know the content that you need to produce to maximise their engagement. 

Planning your social media sales funnel 

Source: Kontentino

When constructing a social media marketing funnel, an excellent strategy is to ensure that the brand’s tactics cover every stage of the customer’s purchase consideration journey.

Social media funnels slightly differ from other marketing funnels because of a bigger emphasis on the evaluation stage. It’s just easier to compare products via social media platforms. 

The brand’s social media sales funnel needs to be changed to answer a specific question that users have at every stage of their buying journey. When brands overlook this, the social media funnel has a lower performance.

Choose a maximum of two tactics of every stage in the funnel. Once the brand has mastered those tactics, add new ones to strengthen the social media funnel. 

Identifying the Stages of a Social Media Marketing Funnel

1. Awareness–How will the leads find the brand on social media?

There are plenty of ways to increase awareness through social media:

  • Use Facebook Live to broadcast a live webinar or presentation
  • Launch a social media contest – consider using the tools Evalato, Easypromos and Rafflecopter
  • Publish videos on YouTube to attract subscribers. 
  • Repurpose your videos on Instagram, LinkedIn, and Twitter.
  • In Twitter, re-post your tweets several times. The lifespan of a tweet is short and not all followers see it. Posting it several times will get more attention. Consider scheduling 3-5 times in a single week, releasing it on different times of the day to reach your full follower base.  
Source: Rafflecopter
  • Create striking such as infographics, GIFs, and Twitter cards. 
  • Re-purposing your content into different formats. For example, re-purpose a blog post into a simple visual post for use on Instagram or Facebook. Consider posting key takeaways from blog posts or short quotes in your content re-purposing strategy.
  • Monitor brand mentions and the organic growth of the social media channels to see if the brand is using the right tactics. Carefully monitor the content that gets the most engagement and double down on this content to maximise your content ROI.
  • Use paid social media campaigns, including ads and partnering with influencers. 

2. Evaluation–How will they use social media to compare your brands to competitors?

Awareness is not enough, brands need to make sure that they have enough case studies, reviews and other credible information to persuade browsers to become buyers. 

  • Gain positive reviews on your Facebook and Google My Business Page.
  • Use tools like Linkt.ree on Instagram to create more dynamic landing pages when people click through – these enhanced bio links can include promotions, promote bog posts and drive users to sign up to your email newsletter.
  • Create video testimonials from existing customers and social media accounts.
  • Include product shots on Instagram or Pinterest with full technical specifications – and make those posts shoppable so users can make the purchase immediately if they wish.
  • Use Facebook re-marketing ads to re-target users that have already been to your website (but have not made the purchase). These ads can focus on promoting the unique features and benefits of your product, along with a special promotional price to drive the sale.
Stages of the social media marketing funnel
Source: Single Grain

3. Action – How can the brand get the leads to buy or convert?

Leads need a little push to buy, so brands need to help with these strategies:

  • Use Instagram and Facebook ads with timed offers or coupons targeted at the most highly engaged followers and website visitors.
  • Convert social media traffic into email sign-ups – You can capture emails directly on Facebook with lead capture ads or on a Facebook page with a lead capture form there.
  • Launch a social media contest with purchase incentives – the contest can give away the product to three lucky winners and provide a 25% discount to everyone else entering the contest, for example.
  • Create social media landing pages. 
  • Use Facebook remarketing ads with offers – limited time offers and limited stock offers are great to drive the sale.
  • Use buy buttons – Facebook, Instagram and Pinterest all allow you to configure your posts to be ‘shoppable’ in order to turn those browsers into buyers.
In a social media marketing funnel make sure to use opportunities to encourage customers to buy such as the buy buttons in Pinterest
Source: Social Examiner

4. Engagement–How can the brand use social media platforms to keep in touch with customers?

Keeping customers engaged helps nurture customers, drive advocacy and gives brands the chance to sell new products in the future. 

  • Host regular Twitter Chats. 
  • Use Facebook Live to answer customer questions.
  • Set up a Facebook group for your customers – deliver valued content, announce new products and deliver customer service in the group to keep those customers highly engaged.

5. Advocacy–How can the brand encourage customers to recommend the product/services on social media?

Make it easy for customers to share their experience. This will increase trust and credibility, as well as attract new customers. 

  • Incentivised referrals – Offer customers a discount off their next purchase for referring one of their friends.
  • Incentivised advocacy – Reward customers for sharing their experience on social media (or on review sites).

Which tools can help in building your social media funnel?

Several social media tools can help the brand’s social media marketing funnel. 


This is an analytical social media campaign manager allowing you to reward users for interacting and promoting your product or service on social media.

Sociamonials are a fully functional social CRM suite which enables you to nurture prospects throughout the sales cycle and answer their queries once they become customers.

Sociamonials also allow brands to track the ROI and sales that have resulted from each piece of content.  

Tools like Socialmonials can help with social media marketing funnel
Source: AppSumo


Gamification is an excellent strategy to keep customers engaged with your brand. Vyper helps brands build email lists and drive sales on social media with contests.

Vyper enables brands to create fun, interactive contests, packed full of powerful viral marketing capabilities that help broaden the reach of a contest and grow a brand’s email list exponentially.

Vyper is an excellent tool for social media marketing funnel


This is a great tool! Heyo offers eight social promotions. The tool features sweepstakes contests, Twitter sweepstakes, a multi-media format contest, Instagram sweepstakes, a video contest, landing pages, a photo contest and viral sweepstakes.

What is Social Commerce?

Social eCommerce is the term used to describe a direct purchase of a product or service within a social media platform. Instagram, Facebook (and likely soon Pinterest) are all rolling out this functionality… making social media funnels an even bigger opportunity for brands to monetise their social media audiences.

Satisfied customers with a social commerce purchase will probably share and recommend it to their friends – creating positive word of mouth for that brand.

Brands that are primed for the social commerce revolution are likely to capture market share from their competitors, but it’s no simple task – social media CRM, customer service and integrating product listings (and stock control) will all take time.

Instagram Social Commerce

Brands can now change their Instagram profiles into a social storefront which drives sales directly from social. 

With the help of an Instagram description link, brands can publish engaging shoppable galleries. They can easily feature the best-selling product so customers can easily tap away to make a purchase.

Instagram social media marketing funnel has numerous option for social commerce
Source: Adweek

Pinterest Social Commerce

Pinterest has long praised it’s self not as a social media platform but as a discovery tool – conceptualised to help people connect with products and ideas.

Because of this, Pinterest is a rich opportunity for brands to promote their products and services. Pinterest were way ahead of the social media pack back in 2017 when they launched their ‘Shop the Look’ Pins, which helped identify specific items within a pinned image and allowed users to purchase the product they want. 

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About James

James is an award winning digital strategist with over 20 years experience helping challenger brands and market leaders (Unilever, Diageo, MasterCard, HSBC) launch and scale their data-driven sales and marketing. Connect on Linkedin

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