RSS Ray's Online Marketing Blog

Today’s show guest, Bob Burg, discusses the importance of making a good first impression with online networking.

Is it just me, or do you find it a bit annoying when someone “friends” you on Facebook and then asks you what you do (i.e. what line of work you are in)…when you’ve already posted a description on your Facebook Info Page?

Now, before you think I’m just being “nitpicky” let me ‘splain (“Oh Luuucy, I’m home. You’ve got some ‘splainin’ to do.”)

As you know, I’m all for focusing on the other person and finding out about them and how you can add value to their lives. And, of course, when meeting someone in person for the first time, it’s proper and important to ask what they do. From there you are indeed in a position to ask the “Feel-Good” questions and “One Key Question” that will immediately communicate value.

However . . . in online social media such as Facebook, LinkedIn and Twitter, the person typically has this information right on their site, so there’s no reason to ask.

My opinion is that to ask a person who has listed what they do…“what do you do?” shows a bit of, laziness at best, and insincerity at worst.

My friend, Art Sobczak, one of the world’s premiere teachers of tele-selling suggests that asking {a prospect} anything that can easily be researched is most definitely going to set you back in that person’s mind. I agree. In this case, it’s just too simple to know what the person does and is not a good starting place.

I politely suggested this to the last person who asked me this question immediately after “friend connecting” with me on Facebook, assuming he didn’t know that he could easily find out a person’s job or profession by checking out their Info Page. He wrote back saying about himself (I’m paraphrasing), “Bob, I am different. I ask because I want to find out how excited a person gets answering that question and perhaps I can bless them.”

Perhaps. But he can also first take the time to find out what the person does, and then write, “I notice you are a ___________. That sounds fascinating. How did you get started in that line of work?” Or, “What do you enjoy most about what you do?” And then, “How can I know if I come across someone who would be a good prospect or connection for you.”

Yes, building the relationship is the key, both off and online. And it’s important that – not only are we authentic in our approach, but that we communicate that authenticity, as well. Part of that is knowing what is obvious. Build from there and you’re on your way to developing the “know you, like you and trust you relationship that leads to direct business and endless, high-quality referrals.

Bob Burg is a nationally best selling author and professional speaker whose books include "The Go-Giver" and "Endless Referrals: Network Your Everyday Contacts Into Sales." Bob shares information on a topic of vital success to today’s business person; “How to Cultivate a Network of Endless Referrals.”