crawl-walk-run

The Three Stages of Social Selling Program Implementation

crawl-walk-runA newer but popular term, social selling is more popular now than ever. While the term is well-known, few people may comprehend what it actually requires to implement a social media program for an organisation. This kind of program is about using social media to develop or to even nurture relationships while seeing a potential to convert those relationships into sales. With an effective framework, and a lot of effort, you can create a social sales plan that will be effective for your organisation.

Take the First Step

You need to establish a baseline but you can only do that after first understanding where your organisation sets today. Your first step will involve talking with your sales reps to see how they employ social media in their current jobs. Themes will begin to surface, helping you build a baseline. Sometimes you may have a rep say that they have been successful using social media to get sales opportunities.

You need to talk to the department leadership and get them enlisted with your plan. This includes management and supervisors from sales, sales enablement or training, security and compliance, digital marketing, sales operations, web analytics and so forth. You will then have the information to see where your organisation stands, and if you are in the crawl, walk or run phase.

Crawl

Not yet comfortable using social media, you need to assess profiles on LinkedIn, look for your organisation in Twitter biographies and scan social media. You need to first see credible and attractive profiles for your sales team on those two social media outlets. Click here to read our 5 Tips to Spring Clean Your Online Real Estate Marketing.

Having a well written bio is important, so make sure you check out our 10 Must-Read Tips for Writing Great Social Media Bios. Each social network is different, and what consumers expect to see on each network is not the same accross the board, so make sure you have read our article on how to customise your bio for each social platform.

Walk

Graduation to the walk stage is permitted after your employees look credible online and regularly post content. They should also connect with their contacts throughout different social networks. You need to make sure they have relevant and approved content regarding your company to share, set up streams to monitor your company and its competitors online, teach them to engage with contacts on a regular basis and help them simplify their daily management tasks. If you’re still wondering if you should get into blogging, check out our reasons why.

Also make sure that you have read our 21 Social Media Tips for Successful Real Estate Agents, for even more helpful information.

Run

You have made it if you are sharing a great deal of content on social media, engaging in conversation and scheduling appointments with online contacts. In this stage, you should ask reps to start tracking social interactions, share the successes of social sellers internally, show how to transform online relationships into solid sales and introduce the team to additional tools to benefit them.

Now that your are up and running, make sure you check out our helpful article on Social Proofing and our Tips on Mastering the Top Social Networks.

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