Did You "Do It" On the First Date?
Most of us would never consider "doing it" on the first date.
Proposing marriage is just totally out of the question when you've just met someone, right? Wait, what were you thinking "it" meant? No matter what you imagine "doing it" to be, most of us have the ability to realize that it isn't a wise decision to move that quickly in an effort to get what we want.
Unfortunately, many business owners and sales professionals I meet seem to have forgotten about that little etiquette when it comes to sales.
First, let me remind you that social media is no different than a networking event.
The best method to build business on social media is also the best way to build business at networking events.
However, here's what the mistake most small business professionals make: Networking Event - Joe (our typical small business owner) attends a networking event in his town.
He brings plenty of business cards and hands them out to each person he meets.
As soon as someone asks Joe about him self, he launches into a 5 minute sales pitch about his business.
If you express interest, Joe keeps talking.
If you don't, he excuses himself to repeat with the next "prospect".
If you do not connect with Joe in some way, you never hear from him again, at least not until the next networking event.
Facebook - Joe's back.
This time Joe decides his hand at social media since he's heard it's all the rage for building business.
Joe sets up a personal profile.
He may even decide to make the profile a business page.
He has heard that you have to have LOTS of contacts so proceeds with friend requesting everyone he can find.
He will probably join groups and friend request everyone in the group.
He's so busy adding new "friends" that the only other thing he has time to do is to send everyone who has accepted his friend request a nice little note about his business or Fan Page.
He makes sure to post this on your wall so your friends will see it as well.
You then don't hear from Joe again on Facebook (remember, he doesn't have time to post anything but ads on other people's walls) until he hosts an event he wants to invite you to, an event marketing his business.
In both of these scenarios, Joe is doing it on the first date.
You've never met Joe and yet he's popping the question before you've even had a chance to get to know, like and trust him.
What question? Buy my product/service.
Just like in a dating relationship, business relationships require nurturing.
More now than ever.
Five years ago, it was relatively easy to walk up to someone, propose your product or service, get them mildly interested and having them pulling out their credit cards to sign up.
Times have changed though.
People are more careful with their money.
They make better informed decisions.
They want to know what they are getting into before they buy.
And that means more work on the part of the sales person.
And the key to this process is follow up.
Your initial contact with someone should not be a presentation for what you sell.
It should be a first date.
Get to know them, find out if they pass some initial qualifying criteria just like you would on the first date.
Arrange to keep in touch.
Then DO SO! Every person you meet, whether in person or on Facebook/social media, should go into a database with a follow up reminder system.
I use http://www.
Oprius.
com but any database management system should work with a little effort.
The key is that it should have a way to program in reminders so that you do not forget to stay in touch.
Then create your keep in touch program.
Here's mine as an idea.
I have some templates for the cards and emails but always try to add a little personal touch so they know I truly am thinking of them and not just paying someone to send out my follow up.
When I call, I make it about them.
What is new in their world and what can I do to help them over come any challenges they may have.
Occasionally, the conversation will turn to me and what I am doing in business.
This gets them interested in what I'm doing on their own terms, not mine.
If I do not get any interaction from the other person after six or seven attempts, I slowly decrease the frequency of interaction until I ultimately drop them from my database.
This allows me to spend most of my efforts with people whom I know I'm building credibility with.
If I never hear back from them after sending them cards, emails, messages or phone calls, there is little chance credibility is being established.
I have people I have been in touch with for five years before they decided to hire me.
The efforts do pay off.
Take time to build your business and it will be stronger for the work you've put into it.
Proposing marriage is just totally out of the question when you've just met someone, right? Wait, what were you thinking "it" meant? No matter what you imagine "doing it" to be, most of us have the ability to realize that it isn't a wise decision to move that quickly in an effort to get what we want.
Unfortunately, many business owners and sales professionals I meet seem to have forgotten about that little etiquette when it comes to sales.
First, let me remind you that social media is no different than a networking event.
The best method to build business on social media is also the best way to build business at networking events.
However, here's what the mistake most small business professionals make: Networking Event - Joe (our typical small business owner) attends a networking event in his town.
He brings plenty of business cards and hands them out to each person he meets.
As soon as someone asks Joe about him self, he launches into a 5 minute sales pitch about his business.
If you express interest, Joe keeps talking.
If you don't, he excuses himself to repeat with the next "prospect".
If you do not connect with Joe in some way, you never hear from him again, at least not until the next networking event.
Facebook - Joe's back.
This time Joe decides his hand at social media since he's heard it's all the rage for building business.
Joe sets up a personal profile.
He may even decide to make the profile a business page.
He has heard that you have to have LOTS of contacts so proceeds with friend requesting everyone he can find.
He will probably join groups and friend request everyone in the group.
He's so busy adding new "friends" that the only other thing he has time to do is to send everyone who has accepted his friend request a nice little note about his business or Fan Page.
He makes sure to post this on your wall so your friends will see it as well.
You then don't hear from Joe again on Facebook (remember, he doesn't have time to post anything but ads on other people's walls) until he hosts an event he wants to invite you to, an event marketing his business.
In both of these scenarios, Joe is doing it on the first date.
You've never met Joe and yet he's popping the question before you've even had a chance to get to know, like and trust him.
What question? Buy my product/service.
Just like in a dating relationship, business relationships require nurturing.
More now than ever.
Five years ago, it was relatively easy to walk up to someone, propose your product or service, get them mildly interested and having them pulling out their credit cards to sign up.
Times have changed though.
People are more careful with their money.
They make better informed decisions.
They want to know what they are getting into before they buy.
And that means more work on the part of the sales person.
And the key to this process is follow up.
Your initial contact with someone should not be a presentation for what you sell.
It should be a first date.
Get to know them, find out if they pass some initial qualifying criteria just like you would on the first date.
Arrange to keep in touch.
Then DO SO! Every person you meet, whether in person or on Facebook/social media, should go into a database with a follow up reminder system.
I use http://www.
Oprius.
com but any database management system should work with a little effort.
The key is that it should have a way to program in reminders so that you do not forget to stay in touch.
Then create your keep in touch program.
Here's mine as an idea.
- Send them a card if I have their mailing address.
I use SendOutCards.
com. - Connect on Social Media and say hi.
- Send an email.
- Call to touch base.
- Repeat.
I have some templates for the cards and emails but always try to add a little personal touch so they know I truly am thinking of them and not just paying someone to send out my follow up.
When I call, I make it about them.
What is new in their world and what can I do to help them over come any challenges they may have.
Occasionally, the conversation will turn to me and what I am doing in business.
This gets them interested in what I'm doing on their own terms, not mine.
If I do not get any interaction from the other person after six or seven attempts, I slowly decrease the frequency of interaction until I ultimately drop them from my database.
This allows me to spend most of my efforts with people whom I know I'm building credibility with.
If I never hear back from them after sending them cards, emails, messages or phone calls, there is little chance credibility is being established.
I have people I have been in touch with for five years before they decided to hire me.
The efforts do pay off.
Take time to build your business and it will be stronger for the work you've put into it.
