[UPDATE: This post was picked up by Social Media Today]

So I had yet another conversation with a gentleman about how the social web (blogging, Twitter, Facebook, etc.) just isn’t appropriate for B2B sales.

To which I replied with my standard professional, classy response to such a statement:

“Hooey.”

Let’s begin with one key assumption. I am not necessarily talking about companies like Dell that have sold seven figures worth of computers through Twitter.

I am talking about selling services, high-end consultative services, and high-price ticket orders such as manufacturing equipment and installation.

If I had a dollar for every sales guy who said “I will make no sales on Twitter,” I could retire and spend 24 hours a day blasting such characters…on Twitter.

Funny thing is, they are sort of right. And that’s WHERE they stop. And that’s WHY they stop. And that’s exactly why they WON’T ever sell anything on Twitter. Or anywhere on the social web for that matter…

Mail me one penny for every time you’ve heard this line: “The kind of people I sell to aren’t on social media.”

I hear this all the time. And while I want to get angry at these souls for feeling this way, I don’t. Because I know that they just don’t see it, just don’t believe it. Or, in many instances, aren’t willing to do the work necessary.

Many are looking for the easy way to make sales and generate revenue for the business. I hear people all the time who say they only get business from face-to-face networking or from word of mouth. But I ask, if you are legitimately getting business via these tactics, you’ve invested lots of love and care into building that referral network, yes?

It is no different on the social web. In fact, you do it to accomplish the same goals:

1. Establish trust.
2. Build relationships.
3. Demonstrate competence.
4. Educate.
5. Teach.
6. Learn.
7. Make friends.
8. Find alliance partners.
9. Find support partners.

So how do you start? How do you begin the process of building relationships?

1. Engage people on Twitter, start conversations. Here are some ways to start.
2. Use geolocation platforms such as Foursquare and Gowalla to start conversations.
3. Comment on relevant industry blog posts.
4. Listen and comment to relevant industry podcasts.
5. Monitor prospects and what they are doing/saying on Facebook. And engage.
6. Monitor prospects and see what groups they are participating in on LinkedIn. And engage.
7. Find meaningful conversations, and identify people you want to know, through strategic queries on Twitter Search.
8. Share other’s work. On whatever tool you want. By whatever means works for you.
9. Blog about your passion, your hobby (here’s mine). You will meet new people. These people could be prospects. Or know people who should be prospects.

These are just a few ideas. There are more. In fact, if you have other ideas, please share in the comments. And here’s the important piece of advice: don’t sell them.

Get to know them. Talk about music with them. Talk about sports. Where they had dinner. What books are they reading.

Talk about anything that matters to them – that isn’t BUSINESS related.

What’s going to happen?

They will learn to trust you. They will inquire about you. They will look you up online to find out more about you. You will meet up at an event somewhere and it will feel like you’ve known them for a long time. You will agree to have coffee. You will then learn ways to help them in some way perhaps. They will become, at the end of the day, your friend.

And don’t people like to do business with their friends? I’ve read that somewhere…

Before you go, remember these 7 keys to success:

1. Be consistent.
2. Be patient.
3. Be disciplined.
4. Remember that this process takes time.
5. Understand it won’t happen overnight. Or in a week. Or in a month. Probably longer.
6. Finally, recognize your competitors aren’t willing to put in that time. They spend their time making up excuses as to why this won’t work.
7. And when you win? Don’t gloat. Instead, teach others how it worked.

That’s when the book deal and speaking gigs come!

What do you think?

P.S. Important thing to remember (for those who read this far): Notice how this wasn’t a blog post about how to sell your high-end consulting services? This was a post about how to use the social web to make new friends and strengthen relationships. Once you do that, the selling is the easy part…

[photo from marfis75 on flickr]

I firmly believe that 99% of the world’s problems result from poor communication. From bad marriages, to failed politics, to international conflicts, etc. – all could be improved with better communication.

And poor communication negatively impacts your business – and your personal brand too. If you don’t take even simple steps to improve your ability to communicate – you and your business will soon become irrelevant.

So, here are some ideas, tips, and strategies to become a better communicator. This is an incomplete list. We will post more down the road. And we hope you add some more in the comments. But here is a good start:

1. Dedicate time each day to reach out to friends, clients, and prospects.

2. Write a personal note to new prospects.

3. Use your favorite RSS reader to follow different blogs each day – and comment on several.

4. Be honest.

5. Be yourself.

6. Serve others.

7. Spread value.

8. Use social media and Google news alerts to keep track of friends and clients.

9. Send handwritten thank you notes to customers.

10. Recommend valuable members of your Twitter community on #followfriday.

11. Wish friends a Happy Birthday on Facebook.

12. Answer people’s questions on LinkedIn.

13. Don’t misspell. Check your grammar.

14. Make sure your email signature has something of value in it.

15. Return phone calls promptly.

16. Don’t SPAM!

17. Don’t sell anything at a networking function. Provide value.

18. Start a conversation. It’s downhill from there!

19. Listen first.

20. Read a little each day. Being well read makes you a better conversationalist.

21. When you have an audience’s attention, don’t waste the opportunity. Take the time to prepare meaningful comments. You don’t get many chances to have a room full of people listen to you…

22. Don’t prejudge anyone. You never know what may happen with someone you say hello to, even if they don’t look like someone you would normally interact with…

23. Activate an internal social media system in your business or organization. Something like Yammer, or Ning. You’ll be surprised at how things get better by facilitating internal communications!

24. Don’t self promote.

25. Be easy to find. Nothing frustrates more when a customer can’t find you!

26. Speak and write conversationally. Technical jargon makes it hard to understand you…

27. If you take the time to prepare a meaningful presentation, record it, and share it with your community as a video or podcast.

What did we miss? We will post a second list down the road, but let us know some communication strategies that you want to see included!

Be Intrepid .