Offline, Online; It’s Still About The Basics [Guest Post] (Bob Burg)

For those of you that haven’t had the pleasure of reading one of Bob Burgs many books or attending one of his live events then you are in for a real treat! He is the national best selling author/co-author of Endless Referrals, Go-Givers Sell More, Winning Without Intimidation and others. If ever there was anybody that practiced what they preach it’s Bob Burg, read his books and follow his teachings, you will be glad you did!

We’ve all heard the expression, “The more things change the more they stay the same.” How true this is, especially in terms of cultivating new business.

As “Social Media” (Facebook, LinkedIn, Twitter, etc.) becomes utilized by more and more people, the potential for its mis-use in terms of productive business-building becomes greater and greater.

The first thing I note (and most of my online social/businss networking is done on Facebook and Twitter) is the number of – ugg, I hate this word – pitches from people for their product or service…when first connecting!! No relationship-building; no focusing on the other (and, no, thinking you’re going to help them by their buying from you is not focusing on them), no taking time to identify want, need or desire; no respecting the process, just pitching. {Side note: on Twitter this is often done via auto-responder which I believe, as the saying goes, “adds insult to injury”)

This is the online equivalent to introducing yourself to someone at a Chamber of Commerce or other business mixer and immediately shoving your business card at them and telling them all about what you do. Does that really achieve the desired result? While we can “never say never” we can definitely say the odds are well against it, both for short and long-term success.

Remember, “All things being equal, people will do business with, and refer business to, those people they know, like and trust.” This doesn’t happen as a result of being pitched but as a result of knowing the other person has their best interests in mind.

So, when connecting with someone online, instead of pitching your product or service or asking yourself how they can help you, ask yourself, “how can I somehow provide value – real value – to the relationship, and effectively communicate my desire to do so?”

If sales and referrals are going to happen, they will…after you’ve proved yourself to be an asset of value; not a taker of energy.

You can contact Bob Burg through his website, Burg.com

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Related posts:

1. Your Comfort Zone is Killing Your Ability To Win [Guest Post]
2. It’s All About The Engagement
3. Tutorial: What Is Being Said About Your Dealership Online [VIDEO]
4. Winning Friends and Influencing Word Of Mouth Using Facebook
5. The 3 Phases Of Dealership Social Maturity