5 Mistakes to Avoid in Social Media

11/17/09

Not that there are any mistakes you don’t want to avoid, but these are 5 big ones I came across in an article from IMedia Connection.  I’ve listed them here and put in my two cents, while you can click on the link at the bottom of the page to read the entire article.

To linear business minds, social media equals nothing more than another mass email opportunity.  The social and personal aspects mean nothing to them.  They don’t care what that potential client had for dinner or where they went for vacation.

I’m going to let that sink in for a moment.

It is those kinds of things that allow you to truly get to know your clients and make a connection beyond mere dollars and cents.  That is how you become a resource for life.   Be attentive to the people who are investing in your mode of making a living:)

1. Putting tactics ahead of strategy. This is probably the most common issue I run into in my coaching and is the primary impetus behind my “Anti-Cookie Cutter” stance.   The reasons behind the failures in the sales realm which have lead to our current economic condition as well as the state of the real estate business in general are, for the most part, an overall lack of solid personal training and coaching on the management level and an overabundance of agents/salespeople who exercise a cookie cutter system with no deep understanding of why they’re doing the things they’re doing (i.e. doing “what you’re supposed to do”).  Know the reason (beyond the dollar signs) for every move you make with social media.
2. Dishonesty. C’mon…you know better.  What’s more, there is no more transparent forum than social media.  Take your clientele’s intelligence for granted and you are, in effect, blackballing yourself.
3. Commitment Issues. How can you expect someone to commit to you if you’re afraid to commit to them.  Salespeople who are accountable are hard to find.   Some years back when I was selling copiers, I was bothered by a seminar I attended where we were taught to say “Congratulations” as opposed to “Thank you for your business” when we closed a deal with a client.  To this day I believe that’s just wrong.  When I asked why we shouldn’t say “Thank you” my manager told me “That’s too personal.”    Bothers me to this day.  That’s okay, though.  He wound up firing me anyway:)
4. Excessive AdSpeak. “Social media” does not equal “another mass email device.”  If this is how you view social media, you’re missing the point and you’re taking your clientele’s intelligence for granted.
5. Trusting automation over human beings. You’ve gotta remember that the purpose of social media isn’t to avoid live contact…it’s a filtration process.   Email drips and such are not a replacement for personal contact, but rather a qualifying precursor.

To see the article without my embellishments, please click here:  http://www.imediaconnection.com/content/23999.asp