Integrating CRM and Social Media - 8 key steps

Integrating CRM and Social Media

Eight Key Steps to Success ….you can start to use Now!

Developing a Social CRM (SCRM) System

CRM and Social Media working

together as Social CRMWhy is this important? Read Jim Keenhan

recent survey with Barbara Giamanco . Key

findings included the fact that Reps using

Social Media are more likely to get better

results, their recent research (June 2013)

showed:-

• 72.6% of Sales people using Social Media

outperformed their sales peer

• 23% more exceeded quota

• Of those using Social media, 40% closed

one or more deals as a direct result of

using Social Media

What’s stopping YOU? Usually it is training

and an awareness of the benefits, plus a

need to start somewhere!. So, reed our 8

tips to getting started…. he full blog article

appears here

1: “Create a Killer LinkedIn Profile”.

Make sure you do at least the following :-

• Have a great photo

• Have your profile interesting and up to

date

• Have a good summary of how you help

your clients

2: “Build Connections”. How to build connections? Its easy,

simply Connect with people you know:-

• Ex-colleagues

• Clients and Ex-Clients

• Suppliers

Be personal in your message to connect,

and make a follow-up call.

More tips are how to build are in our

social media workshops and coaching.

Top Tip: Only build Connections with people you are happy to know

and know well, don’t build for connections sake…you need in our

view to be able to pick up phone …

3: “Learn to fish in the right Pool”This is all about who is your ideal

prospect, what will they want to

see if they look at your profile…not

“you are interested in job

opportunities”!... So,

• Identify ideal contact targets

• Build connections with people

who can help

• Joining ‘Groups’ or save

searches where these people

are.

• Use Advanced Search

This is a core area of our coaching

and our Workshops

4: ‘Follow’ the company on LinkedIn

An easy one here, based on your clients and your target prospects and when you have an

appointment booked, do the following actions:-

• Find their company page profile( this may give you extra info. on them and their products,

plus people).

• Follow Them and You will get notification of changes, so do this ideally a few weeks before

any meeting to give it time.

Don’t forget to screen-print to a document and add as an attachment to your CRM, so you

have a point of reference…check for changes a day or so before

5: Who will be at the meeting This is classic CRM, however

you confirm, call to check

who else will be at the

meeting, you may ask their

roles, but you want Full

Names here, possibly job

roles, but don’t worry,

LinkedIn will help here!

• Use ‘Advanced Search’

• Click on the Company

profile to see who is at the

company

Tip: Sometimes not all contacts are connected to their company, this can be as

simple as a different spelling or the company page was added after they updated

their profile

6:- ‘Find’ these attendees on LinkedIn

This is now one of the most powerful and

useful steps, so go to LinkedIn and search for

them.

• Make sure you view their profile at least a

week before, any earlier and may not be

noticed, depending on how frequent they

use LinkedIn

• You need to CLICK to ensure you appear in

the ‘Who viewed your profile’. All versions

of LinkedIn have this

• Don’t try to Connect, it may be

presumptive, you just want them to see

you and know you are doing due diligence

research…this makes you stand out from

the average!

So, make sure if they click on YOU, your profile is great…see Step 1!

7: Add to CRM system Key Data This is critical to your success, look at

their profile and add them to your CRM

• ‘Cut and paste’ their ‘Summary’ into

contact notes (most CRM have ability

to add notes against a person).

• Make sure Title and their own

description of their role and other

details are there.

• Use the referral or relationship tab to

link to previous contacts or company

you know…

Clearly time spent here, depends on the

value of the opportunity….

• Now ensure you screen-print onto a ‘ Meeting at document …all the attendees.

• Attach this document to the company or the activity record.

• You may want to add in photos against each individual person, this option may depend

on your CRM and the time you have…

8: Meeting ‘screen print’ AttendeesTake this document with you…

In the meeting it will help you to remember

names and people so much easier….so, your

initial 30 or so minutes of research on

LinkedIn and then adding contacts into your

CRM system will pay off!

As a salesperson, armed with this

document, you can identify who you are

talking too and what their possible role is.

However, this in itself won’t ‘close’ the sale,! You will need to use your own skills and

knowledge, but this information can help, especially in the important first meeting where

you may not know anyone….it’s all about being different and using your research to get a

better success rate, with only a 5% improvement to your closure rate, this will make a

real impact….work it out!

CRM and Social CRM –A final tip!These are just some of the tips that we ourselves

use to get better sales results and close more

opportunities. We are able to offer training on

CRM, Social Media and how these can be

integrated with your own system:-

• For Social Media, we can help to coach you

and your team to make the best impact to get

results

• For CRM, we can help you choose and select

the best fit for your business and budget.

Follow us on Twitter (@MASCRM) where we publish hints and tips and point you to

useful articles and reports on CRM, Social CRM and how social media can help sales

teams, so…

Or Call us on 01905 380920 or email