I have to tell you that the first sentence of our lead story kind of intimidated me. “Have you joined the world?”
Wow.
I have to admit that while a lot of my professional life has an important “connected through technology” component, I’m not there yet when it comes to tweeting.
I am sure, with daughters 13 and 17, it won’t be long until I am tweeting so I can be in “their world.”
The Daily Record has had an effective web site for a long time. I have an iPhone and I’m on Facebook. While I’ve not mastered Facebook, I do enjoy the ability it gives me to connect, and often reconnect, with family, friends and business associates. I’m continuing to learn about the usefulness it can deliver.
As you will read here this month, there is tremendous value to being socially connected for business. Tools like Twitter, Linkedin and Facebook can help sell houses.
But, as we move through cyberspace and navigate our social networks, we should never discount the great value of face-to-face conversations for building and maintaining personal relationships.
Nothing is more valuable in business than long-term relationships. Having relationships gives you a competitive advantage.
When you have relationships with your clients, they are more likely to refer new business to you.
Who or what is more important to you than your clients? So, why wouldn’t you take the time and do the work to have a relationship with them?
Look around our industry. I’m willing to bet that the most successful individuals are those who communicate with their clients and build relationships.
Building your networks beyond your clients is also important. Sure, you can do that electronically, but it’s not as effective as being engaged and active in professional organizations with people who can help you. The relationships you can build through networking in organizations like NEFBA and NEFAR can be a great source of referrals.
As terrific as the computer screen may be, I don’t believe it can ever replace being able to look into someone’s eyes to know what’s really on their mind and what they are really trying to say.
The most important part of good communication is good listening. Don’t overlook any tool you have to listen and get feedback, including asking for it on your web site, using a blog, or conducting surveys through e-newsletters.
Obviously, person to person is always an effective tool for listening because you are there and able to respond or react correctively and effectively. Our clients know they’re being heard, they’ll feel they have a relationship with us.
We all acknowledge that communicating frequently is important. Reaching out to potential clients through email is great. But, so is the telephone, and believe it or not, people still love to receive a personal note. Both telephone calls and note writing take more time, but the reward is often worth the effort.
One thing is for sure. Avoiding communication with your client is always wrong. That’s especially true right now when so many homes are going unsold and so many home sellers are struggling and scared. When your clients don’t hear from you, it makes the situation worse because the unknown worries them even more.
A brief Facebook greeting is great, but no substitute for a firm handshake.
A quip on Tweeter, is not as much fun as being able to enjoy the smile behind someone’s funny remark.
So, as you become more and more connected, and more and more socially networked, make sure you don’t sacrifice in-person communication and long-term relationships to technology.
- Jim Bailey is president of Bailey Publishing & Communications Inc. and publisher of Realty/Builder Connection.