Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively.

In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know.

Here are 5 mistakes far too many salespeople make with social media:

1. Thinking that because they’re a new connection, you have the right to sell to them now.

It’s called “social media” for a reason. Be social first and then, after you’ve developed a relationship, begin to explore needs they might have.

2. Sending out group messages, making bold claims of how you can help.

Nothing irritates people more than being one of 100 people receiving the same message about what you have to offer and how wonderful it is. If you can’t personalize your message, don’t send it!

3. Posting content you feel is appropriate, but may very well be a turn off to others.

I’m amazed at the number of salespeople who will post on a site about how they’re having to go to some “backwards” or “dumpy” city to make a sales call.  Remember, the city you think is backwards or a dump is home to the customer with whom you’re meeting.

4. Not having a robust profile.

Even if you don’t use social media to prospect, your prospects and others are using the web to check you out. Failing to have as robust a profile as possible is no different than showing up for an important business meeting looking like you just crawled out from under a rock.

5. Playing the short game.

Just because you joined a social media group doesn’t mean you now have an open invitation to sell to others. Your first step is to establish yourself and become part of the discussion. You want to be seen as a member of value.

About the author

Mark Hunter

Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more…

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