Simple Social CRM Activities That Will Increase Your Sales

Before there was CRM (Customer Relationship Management) there were Contact Managers (CM) and good contact management practices are neither dead nor are they old-school. The CM features that I grew up with are still valid 30 years later. Social CRM (SCRM) will now allow us to leverage our social relationships as well our traditional ones. Same rules, new tools.

SCRM, in my mind, should be your most important social selling tool. It is the database of all things customer. Since I like to keep things simple, how about this? Here are four activities that are guaranteed to make you more money. Performing them is a lot like learning to dance the waltz … “One, two, three, four … one, two, three, four”. Practice makes permanent.

Engage socially to build relationships

Selling has always been relationship centered and your SCRM should be your dashboard to do this. While SCRM functionalities, particularly when it comes to their social aspects, can vary quite widely by application, at the very least, your SCRM should allow for links to social profiles to be a part of a contact’s record. These links may be discovered by your SCRM or you may need to add them manually.

While LinkedIn and Facebook no longer allow for third-party application access (there may be exceptions), they are merely two pieces of the social puzzle. Both Twitter and Instagram, as examples, still provide this access to a contact’s activity stream and both can be important tools for relationship building as they will quite likely highlight an individual’s personal interests.

As you engage on the social networks, or as you visit a contact’s social profile(s), pay close attention to common interests. These can be important stepping stones in relationship building. Commonalities will often lead to being able to quickly establish a level of rapport.

Take and review good notes

Make it a priority to document and review (prior to your next engagement) all of your activities. You already take notes on scraps of paper and throw them in a folder (you, at least, do this, don’t you?). Now you will have legible notes, in chronological order, neatly stored electronically in customer folders (records) that you can easily find, review, and take with you anywhere and probably on any device. Continue reading at NealSchaffer.com …

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!