1)    Joining A Social Networking Platform And Then Hanging Out On The Sidelines: This one hits home with me because its how I quit both Linkedin and Twitter when I first started my “Castain 2.0” journey. I get this dopey “Alright I signed up now entertain me circus boy” vibe from people trying out social networking. Social Networking isn’t some play or event that you show up and expect it to give you the experience. It’s a roll up your sleeves, hands on community. Hint: Start showing up and contributing during your non money hours. Showing up with good quality contributions, content etc, attracts people to you. At least that’s been my experience. Note: It wasn’t my experience when I expected to get something for nothing! I thought it sucked! Truth be told, I was the one who sucked!

2)    Results Should Come Quickly: Hardly! You are engaging in a “getting to know you” process, a courtship. Q: How long does it take? A: A tad longer than the 30 days you are giving it before throwing your hands in the air labeling it as “sucking” Establishing trust is funny like that!

3)    Failure To Transition To Real Time Relationships: Sometimes we can get too caught up in the “social”! The first part of transitioning is to transition the relationship off your screen to real time. The second part is to transition the relationship to a higher level relationship (we’re still courting here folks) Perhaps you can transition the relationship to a matchmaking opportunity between them and others in your network. Perhaps you can offer some advice, help, support, encouragement. And before we get all hung up on that, understand that the relationship  (when its ready) transitions to direct revenue (from that connection) or indirect revenue from the many options that are now open to you.

Warning: This one is going to be R rated toward the end. I have no intention of filtering my thoughts, you’re getting this one straight up. Ear muffs kids

4)    Getting Pissed Because Someone You Don’t Know Invited You To Join Their Network: To each their own dude but you’re acting like a stranger just asked you for a quickie in the parking lot. Its an invitation to connect. Don’t make it into some sacred act. Its “Social” Networking . . . get freakin social already. Important Note: If you are worried about people knowing who you are connected to, think Privacy Settings.

5)    Failure To Connect With Your Clients Because You Already Know Them: This is a huge mistake if you ask me! In any relationship, there are different places we hang out. When we do that . . . we see people from different angles and guess what? They get to see us from different angles too! Having multiple places where you hang out also serves as an insurance policy for you to stay on their radar screen.

6)    Thinking There’s No Money In “Social”: Epic mistake! People go to their social networks for advice and they also complain to their social network when they’re not “feeling the love”. Do you think you could leverage that as a sales person? Feel free to say “No” because that leaves more for me and the people I train 🙂

7)    Broadcasting Instead Of Interacting: There are several well known companies (and mucho individuals) who just spew content but fail to respond to the “conversation” Content is obviously important but its only part of the deal. We should all live for the conversation. I believe that’s where the money is!

There’s nothing social about ignoring people because you’re so self absorbed in your own content

8)    Partaking In The Phone vs Social Networking Debate: Why? In the time we even come around to agreeing on the definition of “cold calling” we could have all sold something. They can all coexist quite nicely.

9)    Management Thinking Their Employees Are Goofing Off When They Network This Way: When I hear a statement like that, I can usually point to someone who deep down knows nothing about social networking. Sales Managers/Business Owners: Your employees live and die by the numbers.  So whether revenue is generated from picking up the phone or working a social network . . . The IRS still considers it revenue! 🙂 And just in case you’re still not convinced . . . here are 4.3 billion reasons why I hope you’ll rethink your opinion!

Paul Castain speaks on the successful marriage of traditional selling techniques and sales 2.0 methodologies. For more information click here or call (631) 455-2455