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Social CRM strategy and the ‘LARA’ effect


by Darren Gilbert on 26 July 2011

Before social media platforms were around, how did you interact with a business? The chances are good that the interaction was one-dimensional and poor, at least in comparison to the multiple levels available today. In fact, there is no comparison for me. Pre-social media, communication was one-way and business-centric. Today, I don’t need to explain that it has evolved, because you can see it in everything around us.

This is a benefit for consumers and businesses alike, which can be found in one word: Interaction. You could call it engagement or feedback, but no matter how you label it, it provides the same direct route between two parties; between the consumer and a business. And when it comes to social media, this is especially important as people talk, and not just about their day or the cute antics of their dog. They talk about your business.

So, how can you prevent any possible negative conversations from developing, or at best, curb them? It comes down to social CRM and your strategy – and when you talk strategy, it is advised that you consult the ‘LARA’ framework. This is the framework on which Attensity based its strategy, according to its social media director, Maria Ogneva, who wrote about it in an article on Mashable – and she is not the only one. A little research will prove that the ‘LARA’ framework is a good structure on which to base your social CRM strategy.

LARA is an acronym: L stands for Listen. As MWEB Connect’s Suzanne Stokes indicates, when considering platforms on social media, you need to listen to the conversations of your consumers. Similar to any regular conversation, you can’t respond and help unless you listen first.

Once you have listened, you need to analyse. Move forward in that conversation by analysing what was said. Do you understand what your customer said? Do you know what are they asking for? Once you do, take this information to your company and relate it: does the information line up with what you already have in place? Or are you addressing the issue? If not, now is the chance to reassess by acting on those consumer conversations.

The advent of social media has provided platforms on which people can vent their frustrations about brands. Fortunately, it is also a platform that provides companies with the opportunity to react timeously. Only one question remains: Is you company making use of social CRM? Share your experiences below.



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