We know that social media is transforming the retail business and property management industry. Social media is being used to create a link between the offline and online experience of customers, shoppers, and tenants.
Social media has changed the buying journey for almost every industry, and if this process is continuing to evolve for customers then the selling process should also be adapting accordingly.
Social selling is about working within the new buyer’s journey, rather than only being there at the end when they’re ready to make a purchase.
For the property management and real estate industry, this means empowering sales teams and agents to monitor conversations, identify buying signals, share content and build mutually beneficial relationships over time, and use the real-time insights that social media offers to close more deals.
Responding to the new buyer’s journey
Our guide—Social Selling and Commercial Real Estate—will help you maximize your sales efficiency using concepts that span the entire sales cycle. You’ll learn how to enable your leasing and sales departments to drive revenue from social media and increase their productivity throughout the sales process.
To give you an idea of what to expect in the guide, here’s a sample of what’s inside.
The Pillars of Social Selling
Listen and Learn
Discovering potential leads by monitoring social networks (perhaps in concert with professional sales intelligence services). Mapping out relationships to determine which decision-makers they should target, leveraging shared contacts for referrals and introductions.
Research and Relate
Today’s buyers openly express their aspirations and their needs through social media. For attentive salespeople, this information is manna from heaven. It allows them to discover shared interests or relationships that can turn cold calls into warm introductions. In addition to empathy, social media fosters insight. Because online social profiles make the customer’s business needs and the seller’s subject knowledge more transparent, the two parties can build a relationship through valuable exchanges of information, not just idle chit-chat.
Engage and Impress
Social media allows a sales agent to actively communicate with more accounts and stay better informed about all of them. He or she can keep tabs on the social profiles of customers and become aware of trigger events without bothering them with interruptive “follow-up” calls that add little value to either side. When an opportunity for engagement arises, the seller can reach out to the customer through social media or another channel.
Collaborate and Close
When partnered with solid business practices, social tools strengthen the entire web of relationships involved in sales, making the selling process as collaborative as the modern buying process. Sales representatives can collaborate to research prospects, build referrals, and discover cross-selling opportunities.
For more, download our free Social Selling and Commercial Real Estate guide today and continue learning how to:
- Build deeper relationships with your prospects by discovering shared contacts, interests, and other common ground
- Leave a trail of compelling content that brings prospects to you
- Catch the real-time buying signals that tell you when prospects are primed for contact