All posts by Shari Weiss

I have been writing and teaching most of my life -- and have enjoyed both vocations. However, the advent of the Social Media Revolution has turned my life around in the most exciting fashion. Rather than think about retirement, I want to help change the world -- particularly the business world -- into a "kinder," more ethical, transparent, and authentic place to help solve people's problems.

Three Main Reasons to Say NO to New Projects – 4th in series

The subject of turning down new business has “hit a nerve.” So many people have weighed in on this topic that I wanted to share as many opinions as possible — hence this series, which began with Saying NO to a new client may be your Best Business Move. My friend Mike Van Horn, whom I met at Bay Area Consultants Network [BACN], responded to the article submitted as a Discussion Topic in the BACN LinkedIn group. His comment began with these words:

“I think I ended up writing my own blog post here!!”

How to Say No to a Prospect

Guest Post by Mike Van Horn

First of all, you must know what kind of clients or work you want . . . don’t want . . . and why.

Define your core expertise, and who your services are best for. Create a brief mission statement out of this. Then re-read it when you are talking with a marginally qualified prospect.

In my experience, here are the three main reasons you should say NO:

1. Unprofitable

2. Off target for you

3. Don’t like them

If you think a prospective client isn’t right for you, you might ask, what would it take to make them right?

For example, raising the price. Or being able to hand the work off to a subordinate. You propose that to them. They’ll probably say no, but if they say yes, you can have a good client.

If you’re turning down work because you’re too busy, then:

— Take the most interesting and challenging and lucrative work

— Raise your prices

— Hire a qualified associate, and bill them out at 3 times what you pay them

You’ve got to deal with your own resistance to saying no. For example:

“In these tough times, I need every client I can get (even the unprofitable ones).”

These clients suck up the time and energy—and profit potential—you should devote to profitable clients. Your profitable, desirable clients end up subsidizing your unprofitable, aggravating ones.

“Maybe they’ll grow into a bigger client.”

Occasionally true, but make sure you price high enough so that it’s profitable now.

“They really need me, but don’t have the money.”

To keep your own business healthy and profitable, yet still help out the cash flow-challenged, set a percentage (5 to 10% of your work time) for pro bono or el cheapo work you will do, and stick to it. Oh, and if you notice that this “poor” prospect is driving a new BMW, then bill them full rate.

“Wow, this may be an interesting new thing I could get into!”

After all, we can really do anything! Not true. Stick with your core expertise. Go back and read your mission statement.

It’s important to qualify — and disqualify — and prospective client early in the interaction. You don’t want to spend several hours with somebody then discover that you won’t be working with them.

Finally: All the above applies to firing an existing client as well.

Further reading– Check out the other articles in the series:

Post #1: Saying NO to a prospective client may be the Best Business Move

Post #2: Avoid future problems by saying NO Now

Post #3: Investigate client/project before saying Yes — or making it a NO.

Further writing — Add your own comments or experiences below.

Considering a new client/project? Investigate before saying “yes” or making it a “NO” – 3rd in series

In this third article in my series of “Saying NO to prospective clients,” the content featured is the detailed response from JJ DiGeronimo, Strategic Manager for VMware, a cloud computing company.  She was responding to the CompuKol version of my story introduced as a discussion topic in the LinkedIn group ForbesWoman:

Discussion: Say No Like a Pro — When You Must Turn Down New Business

Thank you for this post!

I agree – it is difficult to say no especially now but I have created a process to make my “No” easier based on what is already in motion. I’ve learned to use my time wisely and to choose projects carefully. It is easy to create buisness sprawl but as Stephen Covey puts it:

“The main thing is to keep the main thing the main thing.”

So, when you are asked to lead, start, or participate in something –- or any other ask of your time -– give yourself permission to investigate the query, review your findings, and then decide.

Now, before I agree to spend time on any project or event, I take time to:

* Get a handle on how much work is ahead of me and clearly understand what is expected of me. What are the expectations?

* What are my other commitments that could interfere?

* Ask good questions and get serious about getting answers that will alert me to how the project or event fits with my business goals.

* I give myself permission to say yes or no based on this kind of investigation.

This list is a starting point. You can add to it, based on other commitments and goals.

Here are several other questions to consider in discerning what is and what is not a good use of your business time and I even use this in my personal choices:

* Is funding for this initiative already approved? For what items? What is not funded?

* What does taking on this project mean to my everyday life? How will it impact other responsibilities and commitments?

* Should I take on the project as-is or is it better to break it up to get it going?

* Who are the decision makers, key contributors, and partners?

* Do I need to realign myself with other people, tools, or resources to be successful?

* Who is critical to the success of this project?

* What does success look like?

* How prepared do I need to be when I show up?

* Can I meet or exceed expectations?

* Do I need to adjust the success lens to represent something different than their current expectations? Can I see other possibilities that they may not see?

* What are the timelines and what will they mean in my everyday life?

* Is this doable based on the objectives and the timelines already established?

* Do I need to reprioritize other commitments to make this successful?

* What will suffer if I accept this project?

* Am I the best person for this task?

* What personal wins do I expect from this taking on this project ?

* Do I need more information before I start?

* What assumptions do I need to discuss?

* What needs to be documented and signed by both parties before we start?

It’s always a good idea to explore new opportunities as long as you’re diligent about asking these kind of detailed questions upfront. This will minimize your chance of over-committing your business and life; then once you have decided, you can use one of the techniques in the article to say “no, thank you”

[Read more from JJ for similar posts: www.purposefulwoman.com]

Stay tuned for more LinkedIn responses to “How to Say NO”; these will be from LinkedIn’s Q&A section.

PREVIOUS ARTICLES in series:

Saying NO to a prospective client may be the Best Business Move

Avoid future problems by saying NO Now

Avoid Future Problems by Saying NO Now — 2nd in series

To make continual improvements in your environment AND be more successful, according to Chris Brogan (with help from Tony Robbins), you must learn to say NO more often — at least every time it is appropriate.

Chris Brogan’s recent How to Say No post suggested starting with a Thank You, then being clear and polite. Meanwhile grow a network of people whom you can refer when you can’t or don’t want to do the job.

This week is HOW TO SAY NO Week on Sharisax Is Out There, which began with my article “Saying NO to a new client may be your Best Business Move.” Today features comments posted to the initial version of the story published on the CompuKol blog: “Say No Like a Pro — When You Must Turn Down New Business”:

Can’t agree more. In two years of our business existence we encountered three such situations. In one we said “Yes” when we knew there will be problems and there were lot of problem. We not only lost money but also lost one great friend (he is no more a friend). In the other two we said “No” and we are happy we said so.
I think no matter how small you are you should always assess risks. You might grow slow but be very careful.
Posted by Satish Sharma in the LinkedIn group eMarketing Association Network

All good advice – though the answers generally frame themselves around proposing someone else for the job. That’s good practice when you know the right contact… and when the job is one you’re fairly sure will be welcome there. For the rest, a simple “I’m sorry, I couldn’t do justice to that. I wish you well with it” is often the smoothest way to go, leaving few handles for continuing argument.

But the main points – saying no when the job isn’t right, and NOT claiming to be too busy unless you’d really like to do it if the schedule could be arranged – are pure gold! — Posted by Hilary Powers in the LinkedIn group Freelance Editing Network

Love the article. True professionals have learned when saying “no” serves both the client and the professional. I’ve referred many prospective clients to other writers and coaches previously networked with. Sometimes the better fit is a result of key specialized areas of expertise; others times it may be due to time constraints, price issues, or even a better feel for the client’s location or goal (i.e., working overseas or dealing with a culture in which I lack knowledge of key hiring protocols). Everything balances out in the end. No one can serve everyone. — Posted by Bev Drake in LinkedIn group “Write It Down” — A Website for Writers

The key is to always make sure that you are dealing with a reasonable entity (be it a prospective client or a prospective partner) who understands that both sides need to benefit in order to establish a strong relationship. On the few instances where I’ve said no, I found myself asking “why would anyone want to take this on under these terms?” If a question like this pops into your head, it’s probably a good idea to take a pass. — Posted by Adam Van Wye in LinkedIn group eMarketing Association Network

I turned one down from a client yesterday — the projects are flat fee, edit & photos, with a separate rate for each. When I have both halves of a project, the overall rate is fine. Just editing, though, and it’s $8 to $12 per hour. I just simply had to say that I can pick up web projects that pay $14 to $25 per hour, so no, it’ll just have to be whole projects rather than edit-only ones. He’s fine with that; he knows how many hours I put in on the things to get them clean.

I’ve been working on his stuff for four years; when it was a matter of just filling hours with anything, when I first went freelance, I took anything I could get, because $0 per hour was not where I wanted to be. But now that I can fill a lot more hours with $25 per hour, the low-paying projects just don’t make sense to take. They’re usually a lot of stress as well, as the writers aren’t pros.

But for a client you don’t know well, I can see where some of these responses would be very handy. Posted by Cathy Bernardy Jones in LinkedIn group Freelance Editing Network

It is refreshing to read such a straightforward and common-sense article.

No-one enjoys turning down work. However, as you so rightly say, accepting the wrong type of work (or the right type of work at the wrong time,) will be detrimental not only to the client, but also to your reputation as a business.

One thing I would add to your advice though relates to those to whom you refer work on.

It seems a statement of the obvious not to pass potentially difficult clients onto your network – unless you want to lose that network quickly. However, there are often alternatives which you can suggest from outside of your network – for example, web-based services.

In contrast, to the above, if you have a potentially good client that you are not able to deal with for a valid reason, it is clearly imperative that you take time to refer them to the best person for the job – even if that is not the person best placed to return the favour. The client will appreciate your integrity, and what goes around comes around.

Many thanks. –Posted by Margaret Burrell in LinkedIn group Small Business Online Community

You are probably doing the right thing for the new client as well. You may not do as good a job as you would like and you may put it off. I think that many of us have been on the receiving end, where someone commits to doing something and somehow doesn’t get it done; doesn’t even return phone calls. I personally would prefer that the person let me know ahead of time that they cannot do the job for me, whatever the reason. — Posted by Susan Krantz in LinkedIn group NJ Association of Women Business Owners (NJAWBO)

Heartbreaking, isn’t it, to turn business away? But sometimes it is just the right thing to do, for any one of the reasons that Shari outlines. Better to turn the business down than take it on and then mess it up.

In addition to the reasons in Shari’s list, we have also turned down business (and even ‘fired’ existing clients) on moral or ethical grounds. It can cost a lot in short-term lost business but in the long term I think it pays off – and you sleep at night. — Posted by Mike Holland in LinkedIn group B2B Social Media

For the first time since my business took off in 2007, I have had to recently turned down work. I thought I would never have this happen since, I feel my fees are extremely reasonable, if not, downright cheap!
When I was recently courted (I use this term because it was a true dating experience with this client for over 7 months)! Two Editor changes later and countless phone meetings and writing samples provided and my first assignment came…. My first asssignment was an exciting one. They gave me the parameters and word count and at the VERY bottom of the assignment was the price they were willing to pay… a mere, $25 for over 700 words! Ummm, no thanks!
I wrote something along the lines of: I would LOVE to write this article, however, the budget you have set aside for this does not fit within the relm of our business rates. If (name of a large company) changes their budget for this project, I would be more than happy to write this article for your business. Followed by a rate outline for my business.
I NEVER post on this board but felt compelled when a large company set a $25 budget for a 700 word article. Has anyone else experienced this? I was truly insulted after being courted for close to 7 months only to find that writing an article for this large web based company would end up costing ME money!
Who works for $25?!??!!! NO one I know. So, reffering another writer for this assignment was clearly out.  I liked the above article by Shari Weiss – very helpful! But, I don’t know anyone that would take $25 for this type of professional work. — Posted by Donna Wallerstein in LinkedIn group The Content Wrangler Community

Tomorrow’s post features a great — and lengthier — comment from a LinkedIn group by JJ DiGeronimo: Investigate the new client/project before saying Yes or No.

Saying NO to a New Client may be your Best Business Move

The end of the year is a great time to be re-examining What’s Worked and What Hasn’t — in business and personal lives & relationships.

My latest assignment for the CompuKol blog discussed How to say NO to prospective clients when doing business with them could be more trouble than value.

In addition to Googling the topic, I also posted requests for input on LinkedIn and Facebook. With all this information, I decided to put together a series on the issue beginning with my article:

Say NO Like a Pro — when you must turn down new business

Saying NO to a prospective client is not the Kiss of Death. Rather, what will certainly lead to some Dark Days is saying “yes” when you can’t deliver — or your gut has told you the potential customer and/or their project is not the right fit.

During difficult economic times like we have been experiencing for the last few years, we are inclined to take on everyone who comes through the door. It is not unprofessional to turn down work, but “How” you give the bad news requires care, integrity, and careful deliberation, and should not make you look like an amateur.

Given the power of Word-of-Mouth and the need to keep your business active in the Recommendation Chain, communication strategies — even when saying No — must be forward-looking and as positive as possible.

The continuing growth and force of social media in our business, as well as personal, lives has shown us the necessity for conversations to be sincere, transparent, respectful, and honest.

Five situations which may require a NO, and how you can deliver the bad news

1) If a prospect wants some skills or experience that you don’t have, don’t fake it. Instead, acknowledge your scope of practice and recommend a colleague:

“No, I’m sorry, I’m not a ———- , but I’ve worked with So-and-So who is. In fact, he/she has done this kind of work for me on time and within our budget.

Of course, this means that part of your business plan should be to build a referral system where you can provide leads to each another.

2) If the situation is a timing issue, this No can turn into a “Yes, but not at this time”:

“I would very much enjoy working with you, but I’m on deadline with two other projects at this time and would want to be able to focus my full attention on yours. If we could schedule it in three weeks, then I would be happy to support you.”

3) What happens, though, if your initial meeting with the prospect convinces your gut (or you’ve heard negative reports from associates) that a working relationship would present more stress than the compensation was worth? Here, again, remember “word-of-mouth” and be tactful. Surely you know of someone whose personality could more comfortably accommodate this client:

“Your project seems like a great challenge, and I know just the person who relishes those type of projects.”

See how important it is to build a team of referrals? (BTW, don’t think about using Response #2 for two reasons — (a) it isn’t sincere, i.e. you wouldn’t “enjoy working with you”  and (b) what if the person was willing to wait?)

Oh, yes, be certain to keep your personal judgments out of the conversation.

One other thought, though: If the job is something you can do well, you might consider pricing it so high that the customer might choose another vendor. But if he/she sticks with you, then the dollars might make doing the job worth your while. However, collect a good chunk of it up front.

4) Perhaps it is purely the project that is not a good fit with your company’s image, vision, or mission. This is the perfect opportunity to be honest and forward-looking:

“After chatting with you, I feel certain that at some time in the future my organization could provide the services that your business can use, but this particular project is one that would conflict with our firm’s mission. However, A&B Company regularly handles these types of activities.

5) Finally, if your prospect has a sense of humor and is looking for the impossible, you can try this one:

“I have a pen, paper, and computer access, but I’m afraid I don’t have a magic wand and so I’m afraid the answer has to be NO for now.”

Identifying a potential client starts with an interview to make certain the relationship is right for both parties. As a business owner, your own needs must set the priorities, and even when you are hungry for business, you should turn down any customer that will require exhausting hours, extraordinary hassles, or undue stress. But even protecting yourself can preserve your business and possible future relationships with any particular client; simply make a concerted effort to network with colleagues in similar and associated businesses and build a referral team in which everyone comes out a winner.

Please add your own insights — and check out the other articles in the series:

Post #2: Avoid future problems by saying NO Now

Post #3: Investigate client/project before saying Yes — or making it a NO.


We are all evolving in this social space [Briefly Stated]

Practice may not make us perfect, but it certainly helps build our chops, especially as we learn to Do Social Media Right.

If you want to check out all the Don’t Do’s on Facebook, then click on Karen Clark’s guest post: “20 Facebook mistakes you should avoid.”

.  . . and the comments as well, including this one:

I sent a guy a message attached to a friend request the other day, with a few questions about his site. He very kindly answered them and then said “I look forward to networking with you.”

Am I right in thinking that that was what I was trying to do, but he kinda stopped the conversation off short?

. . . and my response:

Your comment reminds me how important it is for each of us to take responsibility for our own “added-value” experiences in social networking. Because this is all so new, most of us are evolving and experimenting, which means that it is difficult to do everything right.

In the situation you have pointed out, YES, I agree that the person is probably giving off some automated-type response, but if you see value in continuing the relationship, then, of course, you can go for it — i.e. asking him some questions that could help you solve personal/professional challenges.

Your response goes here, i.e. in the comments

🙂

The “Secret” to Online Success — and offline, as well: GIVERS GAIN

[Another BRIEFLY STATED post, which means that it’s easy to read, think about, and add your own thoughts]

This past week at one of my face-to-face networking activities, I heard one tip about networking that really resonates with me:

When you attend any networking function, do NOT go with the idea that you want to SELL something; rather, go looking for something to Buy and someone to buy from.

Your thoughts?

The Future of Advertising: Payment, Entertainment & Information

How can organizations “conquer the forces changing business today”?

C-Scape, a new book by Larry Kramer, journalist-turned-digital entrepreneur/venture capitalist, offers case histories and insights to help businesses make more informed decisions on what to do next during these revolutionary/evolutionary times.

Discussing the future of advertising, Larry suggests three opportunities.

“Each offers the target audience something desirable — something entertaining, valuable or useful, or a combination.”

Marketing Beyond the Purchase Funnel: 3 Opportunities

    1. Offer consumers payment for their time and attention with some form of tangible reward.

    2. Converge ads with entertainment content.

    3. Provide useful consumer information.

Examples:

Groupon offers one product or service at a high discount every day to site visitors.

AMC’s hit Mad Men refers to existing brands as part of the story line.

Larry’s conclusions on how ads must change:

“Businesses must realize that their idea of what makes for a great advertisement may be out of date.”

“The methods that will do the jobs advertising used to do must be drawn from the whole spectrum of content creation that traditional and new media have to offer.”

How I Used LinkedIn to Buy My New Car

When my 2003 Buick Century got rear-ended at a traffic light, and I took it to a body shop and discovered the damage was more than $4,000, I decided Time For A New Car.

Step One turned out to be checking the Enterprise Rental Car sales lot when I picked up a rental car. I drove the Hyundai Sonata, which was the featured car that month: 33,000+ miles for $13,000.

I actually liked it, and if I’d wanted another A-to-B car, I probably would have bought one of them.

But my birthday was a week away and I thought to myself,

“If I don’t buy a more luxurious car now, then when .  . . “

Step Two: So that’s when I decided to go to LinkedIn and post this question in my favorite LinkedIn group Linked Local Marin [a site with about 1,700 fellow Marin business people]:

The discussion drew 21 comments! Check them out: http://www.linkedin.com/groupAnswers?viewQuestionAndAnswers=&discussionID=32722052&gid=2190523&commentID=25081803&goback=.gmp_2190523.amf_2190523_18815785&trk=NUS_DISC_Q-subject#commentID_25081803

The one I “went with” was from my friend Philip Baldwin who first suggested the Hyundai Sonata, which I had driven . . . and then he said that what he’d really wanted was a Hyundai Genesis.

Hyundai Genesis?

Never heard of it, that is, until I test drove the Kia Amanti and was told that (a) Hyundai had bought Kia and (b) Hyundai discontinued the Amanti in favor of their luxury model, the Genesis.

Step Three: I drove one and was hooked.

. . . that is, until I discovered the Genesis came in both a sedan and a coupe, which were really two different cars. But before making the decision on 4-door or 2-door . . .

Step Four: Another round of LinkedIn.

This time I posted a question in the Answers section:

Next steps: Doing research online and on “lot” and test driving several models. Then “walking away” from the car I really wanted. Four telephone calls from that dealer [and more than a dozen from other dealerships], I visited my car a second time and “split the difference” between the dealer’s  lowest offer and mine.

I’m a happy camper . . . or should I say 2010  Hyundai Genesis coupe driver.

Next LinkedIn move?

Sharing this post with my LinkedIn groups

🙂

BTW, there’s a “slideshow” of my car on my DRIVING MISS SHARI post: “My new Hyundai Genesis .  . . almost”

20 Facebook Mistakes You Should Avoid

Have you ever been “scolded” for committing a Facebook faux pas? Did you seek out an Emily Post to figure out what to do and NOT do on the most popular social media sites? I said “Yes” to both those questions last year and then wrote this article.

However, today I found the best article on What Not To Do on Facebook, written by my good friend and social media colleague Karen Clark.

Stop Annoying People on Facebook

Guest Post by Karen Clark

I’ve gotten great reviews of my Facebook Do’s and Don’ts report that you can get when you subscribe to my newsletter. Since writing that though I’ve noticed even more “bad behavior” on Facebook! A lot of it coming from so-called Social Media consultants. I decided to poll people on my Twitter and Fan Page to see what the most annoying Facebook behaviors are.

Here is what we came up with – do you see yourself in any of these? Then knock it off! :)

1. If you’re an active Twitter user, do not have your Tweets feed into your Facebook Profile or Fan Page – it’s too much, too often, and uses too much Twitter lingo – it’s annoying. Disconnect the auto-publish and either use Selective Tweets to share occasional Tweets, or turn it off completely.

2. Don’t constantly send gifts, badges, eggs, hearts or other “cutesie” items to people. Once in a while, and for a reason, is OK, but not over and over and over.

3. Don’t tag people who aren’t actually IN the picture, note, or video. That’s “tag spam.”

4. Don’t authorize your game apps to post to your Wall (and therefore OUR news feeds) every time you score, win, kill someone or need help. If you must share, post manually not automatically.

5. Don’t post something dramatic leaving out crucial information – such as “Oh my gosh I can’t believe it!” – without giving the details. Don’t make us beg, it’s annoying and manipulative. If you don’t want to tell, don’t post. If you do want to tell, then tell!

6. Don’t post your own self-promotional junk on someone else’s Fan Page wall. Would you go into a brick and mortar store and plaster posters about your business?

7. Don’t use Facebook Mail (private messages) to spam people you don’t even communicate with. Messages are for friends who want to have a more private conversation.

8. Don’t use the Events as a way to promote a non-event such as running an event that runs Nov. 1 to Nov. 30 and the event is “Join My Business Opportunity” – bad form!

9. Repeatedly negative posts – whining, ranting, venting, complaining about how bad your life is. How is this adding to anyone’s life?

10. Constantly inviting friends to participate in games – Chances are if we ignored or blocked one, we won’t agree to any of them, so stop inviting us please.

11. Don’t repost something original and brilliant I said without asking permission and/or giving me credit for it. Use the “Share” link so it says “via so and so” or tag me in the post or at least say “Thanks to Susie Q for this great tip” for example.

12. Don’t keep suggesting I become a Fan of your Fan Page over and over and over. If I am ignoring you, I am IGNORING you. There’s no way for me to block the suggestion so please take a hint. A general rule of thumb is to invite someone once, and maybe once again in a couple weeks and then stop. A generic “share” of your Fan Page link to your wall occasionally is enough to remind people and give them a chance to choose whether to join you.

13.If you’re using FB for business, and aren’t a good speller or have a decent command of your primary language – consider having someone proofread for you  – or compose in Word and use spellcheck/grammar check. A minor typo here and there is one thing, but improper English and obviously misspelled words reflects poorly on you as a business.

14. Don’t put your personal problems out there on Facebook and then get mad when people jump in with advice or their opinion. If you don’t want a discussion, don’t bring it up.

15. Don’t start drama on Facebook. Do you know how that makes you look to others?

16. Don’t reply to a status update or a post on your wall by going to the other person’s wall and starting a new post. Just click ‘Comment”

17. Don’t post personal things on someone’s wall or status update that should be private or could be embarrassing.

18. Don’t post overtly sexual remarks or use profane language. If you wouldn’t say it in the company of strangers or friends of friends, don’t say it in public on Facebook.

19. Do not post business related items over and over on your personal profile. We tune you out!

20. And last but not least, we do not need a play by play of your day, every 5 minutes!

:-) What would you add?

Check out Karen’s other Facebook Guest Post on this blog:Tips & Tabs for Facebook Fan Pages.

The Art of Social Change [begins new blog category “Briefly Stated”]

just heard on Nov 1 FIR podcast:

5 tips to trigger Social Change

from Michael Netzley’s Singapore report:

1) Create a sense of urgency

2) Respect all sides

3) Attract local influencers

4) Create institutions, not just rhetoric

5) Aim for widespread application

Click here to read full article

Note: One key to the evolution of communication strategy is that we are continually “making it up as we go along.” In my 1.5 years blogging, I have learned that some people need short posts in order to even want to read  — while others demand longer more thoughtful articles to spark their interest. [Great titles are essential in either case.]

Beginning today, I plan to share “briefly stated” posts of things I read, hear, and/or think about.

If you do take a moment to read this post, please take another moment to write down one thing that comes to mind. Thanks.

Social Media Policy: Protect your online reputation

Q: Who needs a social media policy?

A: Any person with employees, independent contractors, and visitors who may use your business computer.

With more than one-third of the world’s population now online, it makes sense to have guidelines and procedures for cyber citizens to turn to — and if you are a business owner or manager, you are putting your enterprise at risk without a carefully drafted, communicated, and monitored Social Media Policy.

What exactly is a Social Media Policy?

Simply put, your organization’s Social Media Policy should set forth a listing of Do’s and Don’ts for online behavior. The best policies willdefine social media and describe your expectations of staff, independent contractors, collaborators, and, in fact, anyone who comes into the workplace and uses an organization’s computers. In a sense, the policy is a Code of Ethics for posting on the World Wide Web.

Is there a one-size-fits-all policy?

If only that was available! However, a 30-minute search on the internet will reveal hundreds of “model” policies from well-known companies [sources listed below] and dozens of tips for inclusion in a document that you can easily construct to address the particular needs of your individual business.

What are some of the key points to address in the internet usage guidelines for your organization?

1. State that the policy refers to all company employees and applies to multi-media, social networking sites, blogs and wikis for professional and personal use.

2. Make certain that information is a professional reflection of opinions and beliefs — avoiding abusive, racist, unethical remarks.

3. Think carefully before posting anything. Use common sense: do not post either proprietary company material or private information about yourself or co-workers.

4. Be honest about who you are and make it clear that views expressed are your own — and not that of the company unless you are authorized to speak for the organization.

5. Refrain from engaging in heated conversations or posting angry comments that attack individuals.

6. Endeavor to share accurate, factual information backed up with well-researched links or documents. Stick to your areas of expertise.

7. Use the internet to find out who is writing about your organization — both positively and negatively. Engage with both in a professional manner to build relationships and solve problems.

8. Understand copyright and respect copyright. Do not use the postings of other people without permission or acknowledgement.

9. Respect the privacy of offline conversations.

10. The company reserves the right to avoid certain subjects and remove inappropriate comments.

Here are links to databases including “model” social media policies:

154 Social Media Policies

57 Social Media Policies and Templates

Again, WHY do we need a Social Media Policy?

First and foremost, you need to protect your organization from inappropriate and possibly damaging communication on the computer. Your attention to possible online threats will address stakeholder fears and mitigate risk for both employers and employees — in addition to outlining what can and cannot be published on the internet. A well-constructed policy can become a tool for monitoring your online presence to build a stronger reputation — and a more successful business.

Here are some of the comments contributed by readers when this article was first published:

This is especially true in large and diverse companies, and even more so when they’re spread across different countries and cultures. The goal isn’t to constrain the employees, but to offer them helpful guidance and tips. — Posted by David Marutiak

*  *  *

I agree with you, companies practicing social media without a policy in place run a higher risk in damaging their brand image. — Posted by Sanjay Dmello

*  *  *

Great points! Given that the majority of online Americans are now members of at least one social network, and that everybody talks about work sometimes outside the job, it’s critical that companies have policies in place to provide guidelines for social media work in and outside the workplace. I recently wrote a blog post that may be helpful on how to develop a social media policy: http://webbiquity.com/social-media-marketing/how-to-write-a-social-media-policy/ — Posted by Tom Pick

Tom, I read your article and like it very much, especially the point that suggests:” If you don’t know, then ask.” Lots of people do say “It’s easier to ask for forgiveness than permission,” but I don’t think that’s a particularly wise idea when you can damage a company’s reputation. — Shari

*  *  *

My organization is amending our acceptable use policy to include social media. It’s unfair to expect associates to read minds – it’s important to clearly spell out what is and is not appropriate within the social media environment. I’ve also found in our discussions that clearly illustrating who can/cannot use social media within the office environment is very important. What about personal email? Facebook posts during the lunch hour? It’s crucial to spell it all out, especially in a company with thousands of employees across multiple locations. — Posted by Maureen (Kaiser) Richmond, APR

*  *  *

Actually there are already two documents almost everywhere – confidential agreement and PR-policy. Whith responsibility measures. Why create one more document to add it to other regulations? — Posted by Natalia Gurova

*  *  *

Not only your business needs a social media policy, but more importantly it has to build an in-house social media team, with clear objectives AND strong focus. Otherwise, an immense amount of time and resources will be wasted! — Posted by Nikolaos Bonatsos

*  *  *

Yes, absolutely. Having a social media policy is necessary for the reputational sustainability. This means that all stakeholders and targeted followers are consciously involved in the social promotion of the business brand(s). — Posted by Jawad Aarji

*  *  *

I don’t see this as simple at all. What’s an “abusive” remark? Rather like obscenity, I suppose I know it when I see it, but it’s very difficult to objectively define — and there are First Amendment concerns that must be addressed. Surely, a Carl Paladino-style email is out of bounds, but what of an expression of opinion at variance with a corporate legislative objective, which later turns up in a blog or newspaper? Slippery slope, no??? — Posted by Mike Collins

Mike, I’ve heard one company’s policy is simply “Use Common Sense.” I suspect that common sense is more difficult to describe than obscenity.– Shari

*  *  *

Good point. That’s why when I present on this topic I draw a distinction between “shoulds and shouldn’ts” and “musts and mustn’ts.” For example, an offhanded remark on a social media site along the lines of “my coworker in the next cube is a real idiot” would be something you shouldn’t say, but it’s not a fire-able offense. On the other hand, revealing trade secrets or non-public financial numbers may very well be cause for termination. Employees need to understand, and therefore the policy needs to explain, such distinctions. — Posted by Tom Pick

*  *  *

Social media is sure to grow and yes, it’s vital companies have some kind of protocol for its usage. I know one company in London that prohibits use of conversation sites between certain peak working houre ie between 9am-1pm then 2pm-5pm. I know I’d be a concerned if a colleague was on social media sites when I needed them to call clients and get invoices paid! — Posted by Esther Porta

*  *  *

I think that when you are a business and you want to harness the power of social media, you really need to put 3 things into place: a strategy (why, how, goals and using what), a social media policy (to “protect” employees and the company from doing something stupid without knowing it) and social media monitoring (what is being shouted at your social media profiles; being said about you and your brand; the market including competitors, etc.)

I think leaving out one of these three will result in poor results and possibly failure. However, implementing all three will require manpower, time and money which a lot of businesses are not willing to invest since social media seems to be “free”.

Another major items that is forgotten is to inform ALL your employees of what social media is and can do (positive and negative). Just take a look at most blunders, they are not made by marketeers but other people on the factory floor or office. They have no idea what the dangers are.

Finally, I strongly believe in presenting the social media policy in a face-to-face format to ALL employees so they know it exist and know what it entails. So often I ask (even marketeers) if they know where the policy is and they can not find it back. Anyway only 1 in 4 companies has a policy.

If you want more info, I am always open to discuss more — Posted by Mic Adam

*  *  *

Social media policies should be set so people know what is considered unacceptable to the company brass. (Those posts also play a part in the person’s personal brand.) My rule is that if you don’t want others to repeat it to anyone and if you don’t want it to trend in traditional and electronic media, don’t post it!

Therefore, if you’re want to criticize a person, policy or company, do it in the privacy of your own home — if the person listening can be trusted not to share it, of course! – Posted by Gail Sideman

*  *  *

[These comments posted on original article published on CompuKol.com: http://compukol.com/blogs/compukol/social-media-policy-why-your-business-needs-one/]

Still looking for examples of great Social Media policies? Here are 100 to choose from.

Sadly enough, research shows that two out of three organizations have no social media guidelines at all. Is your company one of them?

Social Media Marketing is not an Automatic WIN

Why isn’t your Marketing 2.0 working?

That was the title of a great blog article I just read by Mark Gibson, a certified inbound marketing professional with 29 years of international sales, marketing and business success.

Mark’s post addressed common concerns expressed by many Baby Boomer entrepreneurs and managers, some of whom believe Social Media is a fad. It’s not: Social Media Revolution 2.

The article listed eight typical complaints from company officials whose social media strategies have not “worked” for them:

  • No one’s reading our email newsletters.
  • Cold calling is a simply not effective and we’re not getting any voice mail call-backs.
  • We have a WordPress Blog, but no one is reading it.
  • Our referrals and word of mouth leads have dried up.
  • We have a Twitter and Facebook account; what a waste of time!
  • We have inquiry and registration forms on our Website, but we’re not getting any leads.
  • I fired all the sales guys and now it’s me calling, and I suck at it.
  • No one has ever heard of us, despite the fact that we advertise, spend a healthy sum on PPC and have been in business for 10 years.

“The above list may be familiar in many companies who have embraced the tools of Inbound Marketing without a cohesive strategy and a realistic view of the road ahead.” — Mark Gibson

Mark operates a consulting firm specializing in helping companies transform from the Old World to the Inbound Marketing model, and his organization advises clients that all of the tools in the marketing 2.0 mix need be integrated and made to work together. . . “or productivity will be an issue. “

Mark suggests that the answers to the following questions should serve to focus inbound marketing efforts:

1. What is a lead worth and how many leads do you need to produce a year, based on your conversion ratios to hit your revenue goals?

2. Who is your target audience, who are the buyer personas you wish to engage?

3. How will you reach your target audience; where do they hang out online?

4. In what areas can the agency claim thought leadership; how does the agency create unique value for clients; how does this connect to your brand?

5. What are the major messaging themes that will resonate with buyers and what keywords do you want to rank for on Page 1 of Google?

6. What is the goal of the email newsletter; how will you track conversions and improve performance?

7. What is the goal of the Website and in particular; what is the goal of the home page?

8. Have you created compelling content that can be easily shared, downloaded or viewed in exchange for contact details?

9. Have you created calls to action that lead to high quality landing pages with compelling offers? (“A Contact Us” page tends to collect more SPAM than leads)

10. Is there a blogging platform to amplify thought leadership, that integrates with the main Website, with hyperlinks to and from main Website pages, where content is easily shared….or is the blog stranded, lost Robinson Crusoe style in the vast ocean of the Internet?

11. How will you nurture prospective customers that do register as leads, but are not yet ready to buy?

Finally, here are Mark’s suggested “TAKE-AWAYS”

To make this marketing 2.0 stuff (i.e., Inbound Marketing) work, you need the following:

*   *   *

So here are my questions for you:

1 – Which of the “complaints” mentioned above have you experienced and voiced?

2 – What are your answers to any OR all of the 11 questions Mark poses?

3 – Finally, what steps have you taken to make your Marketing 2.0 lead to the results you have envisioned?