How I Made $100K With Twitter

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Sigh.

I know some of you are here for the get-rich quick answer, and if you are, you can stop now. That headline was bait, pure and simple. Sorry. But the claim is true, and I’ll explain.

Today on Twitter’s #SMChat, DJ Waldow asked about professional uses for Twitter and what we got out of it.

In my first year as an independent consultant, I can attribute over $100K in revenue for my business directly to Twitter. How?

  1. I went on Twitter and I followed people who were in industries that interested me, and those that reflected the kind of customers I wanted to have. That was PR and marketing agencies, and mostly mid to larger size brands (because they have money to spend). Twitter is far more about who YOU follow than who follows you.
  2. I talked to them. Said hi. Had lots of conversations about everything from work to cooking to horseback riding to beer and cars and pets and books. All sorts of stuff. Just getting to know people. I spent a couple of hours a day doing this with nothing more than the intention of building relationships and conversation systems with people.
  3. Eventually some of those people became business friends and acquaintances. And when it came time for them to ask what I did, I told them. Without the sales pitch.
  4. If they needed what I did, they said  hey, that’s interesting. Can I email you a couple of questions? They did. We talked.
  5. I wrote proposals. I went on pitches.
  6. I won some work.
  7. I worked my ass off to deliver.
  8. Repeat.

Over the course of a year, it amounted to about $100K in revenue through client work that followed this path, starting with Twitter.

The magic in making money with social media isn’t that the site or social network becomes a revenue center itself. I didn’t sell stuff on Twitter. I gave people access to me and my expertise, and paid attention to when the time might be right to talk business.

That’s the trick here, folks. Social media is rarely the cash register. It’s communication tools that help form the foundation for healthy business relationships that might eventually lead to sales elsewhere. Whether you’re B2B or B2C.

Twitter was just the handshake that got the conversation started. It required an investment of time and effort for me to spend time there and converse without the intent to sell something, and lay the groundwork for trust and relationships. Much like having lunch or going to networking events. I spent time getting to know the people that might eventually be the decision maker for a project that I could be hired for. And when they needed something like what I did, they often thought of me.

It’s that simple, and yet that complex.

There’s no shortcut to success. No formula or checklist that you can complete and be guaranteed results. And in the end, all I’ve done is show you that Twitter is a way to get introduced to people that might want to work with you.

The rest? Well. It’s up to you to do work that’s worth paying for.

[quick point of clarification: I've been working for Radian6 for the last year, and no longer do independent consulting. These are the results from when I was a consultant, and my first year of operation in 2008.]

image credit: Jo Jakeman

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  • http://socialbutterflyguy.com/ DJ Waldow

    Amber –

    Nobody works harder then you do. You are genuine, kind, helpful, and know your stuff – a deadly combination.

    I’m honored to know you and be able to learn from (and with) you every day.

    DJ Waldow
    Director of Community, Blue Sky Factory
    @djwaldow
    .-= DJ Waldow´s last blog ..Life Without Twitter =-.

    • Amber Naslund

      Thanks for all of that, DJ. I think the same about you, and am really glad we’re colleagues and friends. Thanks. :)

  • http://socialbutterflyguy.com/ DJ Waldow

    Amber –

    Nobody works harder then you do. You are genuine, kind, helpful, and know your stuff – a deadly combination.

    I’m honored to know you and be able to learn from (and with) you every day.

    DJ Waldow
    Director of Community, Blue Sky Factory
    @djwaldow
    .-= DJ Waldow´s last blog ..Life Without Twitter =-.

    • Amber Naslund

      Thanks for all of that, DJ. I think the same about you, and am really glad we’re colleagues and friends. Thanks. :)

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  • http://geekmommy.net Lucretia M Pruitt

    There’s another part of this you left out though, hon.
    While steps 1-8 are critical – you missed step X.

    Step X:
    You are very good at what you do.

    We all hate saying it, but you’re not including the part where hard work and twitter relationships don’t make up for a lack of skill at what you do.

    You are amazingly talented. No amount of talent makes up for a lack of hard work, but no amount of hard work makes up for a lack of talent either.
    .-= Lucretia M Pruitt´s last blog ..Living Life Out Loud =-.

  • http://geekmommy.net Lucretia M Pruitt

    There’s another part of this you left out though, hon.
    While steps 1-8 are critical – you missed step X.

    Step X:
    You are very good at what you do.

    We all hate saying it, but you’re not including the part where hard work and twitter relationships don’t make up for a lack of skill at what you do.

    You are amazingly talented. No amount of talent makes up for a lack of hard work, but no amount of hard work makes up for a lack of talent either.
    .-= Lucretia M Pruitt´s last blog ..Living Life Out Loud =-.

  • Rebecca Cochran

    Amber,your post was right on — I couldn’t agree more with everything you wrote. And, for that one comment about “finding a quicker way,” we must remind ourselves that with even the most consistent of marketing plans, it’s generally in Year 2 or 3 that we begin to reap rewards.

  • Rebecca Cochran

    Amber,your post was right on — I couldn’t agree more with everything you wrote. And, for that one comment about “finding a quicker way,” we must remind ourselves that with even the most consistent of marketing plans, it’s generally in Year 2 or 3 that we begin to reap rewards.

  • http://getonthemap.us Juliemarg

    Amber,

    Do you think this strategy would work as well in 2010 as it did in 2008?

    I was very keen on Twitter 15 months ago, not so much now. It’s like trying to have a conversation at a rock concert.

    Julie
    .-= Juliemarg´s last blog ..Everyone’s in the Media =-.

  • http://getonthemap.us Juliemarg

    Amber,

    Do you think this strategy would work as well in 2010 as it did in 2008?

    I was very keen on Twitter 15 months ago, not so much now. It’s like trying to have a conversation at a rock concert.

    Julie
    .-= Juliemarg´s last blog ..Everyone’s in the Media =-.

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  • http://SportsGeek.com.au Sean Callanan

    Thank goodness finally some sense to be heard in all the hype. I’m sick of so many “social media experts” lacking any depth to their understanding how to connect social media content to business bottom line.
    .-= Sean Callanan´s last blog ..Sports, social media & impro… =-.

  • http://SportsGeek.com.au Sean Callanan

    Thank goodness finally some sense to be heard in all the hype. I’m sick of so many “social media experts” lacking any depth to their understanding how to connect social media content to business bottom line.
    .-= Sean Callanan´s last blog ..Sports, social media & impro… =-.

  • http://metropolitanmama.net Stephanie

    I second what Sean Callahan said. It’s so nice to hear some common sense among all of the “get rich quick” scams out there surrounding social media. So many people I run into want to start a blog or a twitter account, mistakenly believing that they will somehow instantly become millionaires. What they fail to see is the hard work, time, and sacrifice that is required to effectively build relationships and build a brand.

    Thank you for this important post, Amber.
    .-= Stephanie´s last blog ..1st Bday: babyGap =-.

  • http://metropolitanmama.net Stephanie

    I second what Sean Callahan said. It’s so nice to hear some common sense among all of the “get rich quick” scams out there surrounding social media. So many people I run into want to start a blog or a twitter account, mistakenly believing that they will somehow instantly become millionaires. What they fail to see is the hard work, time, and sacrifice that is required to effectively build relationships and build a brand.

    Thank you for this important post, Amber.
    .-= Stephanie´s last blog ..1st Bday: babyGap =-.

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  • http://www.lisalarter.com Lisa Larter

    Amber I love this post.

    I love how honest and real you are about how it all works. My core belief is people buy from people they like and trust.

    People do not have relationships with organizations – they have relationships with other people.

    I also like that you are honest, it doesn’t happen over night. It happens when your orientation is about getting to know and helping people.

    Thanks for being honest in real in the way you write. I always love reading your posts.

  • http://www.lisalarter.com Lisa Larter

    Amber I love this post.

    I love how honest and real you are about how it all works. My core belief is people buy from people they like and trust.

    People do not have relationships with organizations – they have relationships with other people.

    I also like that you are honest, it doesn’t happen over night. It happens when your orientation is about getting to know and helping people.

    Thanks for being honest in real in the way you write. I always love reading your posts.

  • http://www.tariqwest.com/ Tariq West

    Thanks for the post Amber, the demystification/honesty is refreshing.
    .-= Tariq West´s last blog ..A poem about a story =-.

  • http://www.tariqwest.com/ Tariq West

    Thanks for the post Amber, the demystification/honesty is refreshing.
    .-= Tariq West´s last blog ..A poem about a story =-.

  • Sean Meyer

    Amazing post, it is rare you find great success with great humility. HT to you my friend.

  • Sean Meyer

    Amazing post, it is rare you find great success with great humility. HT to you my friend.

  • http://www.smileyhanchulak.com/blog Geoff Taylor

    This was a great post. So many people want to see the dollars from social media the second you say things are going well. Social media is all about relationships and this post confirms it.
    .-= Geoff Taylor´s last blog ..How Social Media Saved SeaWorld =-.

  • http://www.smileyhanchulak.com/blog Geoff Taylor

    This was a great post. So many people want to see the dollars from social media the second you say things are going well. Social media is all about relationships and this post confirms it.
    .-= Geoff Taylor´s last blog ..How Social Media Saved SeaWorld =-.

  • http://www.danonit.com Dan Harris

    Amber,

    I couldn’t agree more. This is not just a Twitter realization, it’s a social media reality. I’ve had people ask me how can I make the cash register ring using social media. I’ve simply turned that question around and asked them how do they make the cash register ring now. In many cases they say it’s been through customer referral, word of mouth and a spattereing of ads and promotions. In most cases once they have a customer it becomes easier because of “relationship”.

    Social media is another tool in the relationship building process and you just simply hit the nail on the head with your post.

    One thing I like to tell people about Twitter and business – “If you Tweet – You Should Meet. Twitter is just like a dating service. You meet, have a few conversations, find things or needs in common and when you meet in person to build on the relationship, it’s easier. You already know enouhg about the person to sustain a much longer and more valuable conversation in person.

    Thanks for the post! Keep them coming.

  • http://www.danonit.com Dan Harris

    Amber,

    I couldn’t agree more. This is not just a Twitter realization, it’s a social media reality. I’ve had people ask me how can I make the cash register ring using social media. I’ve simply turned that question around and asked them how do they make the cash register ring now. In many cases they say it’s been through customer referral, word of mouth and a spattereing of ads and promotions. In most cases once they have a customer it becomes easier because of “relationship”.

    Social media is another tool in the relationship building process and you just simply hit the nail on the head with your post.

    One thing I like to tell people about Twitter and business – “If you Tweet – You Should Meet. Twitter is just like a dating service. You meet, have a few conversations, find things or needs in common and when you meet in person to build on the relationship, it’s easier. You already know enouhg about the person to sustain a much longer and more valuable conversation in person.

    Thanks for the post! Keep them coming.

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  • http://www.uniqueporcelainfigurines.com Liz

    You are so right Amber, social media is not the cash register as you say, these are communication tools and it's 'how' you use the tools that make the difference. It's the people looking for the 'get rich quick' tools that get lured into misusing social media. Thanks for the candid post.

  • Essentialsbydaphnie

    What type of information did you post on Twitter in the beginning? I have been using it for marketing, but I also post quotes on business success. Should I cut out the marketing and keep the quotes?

  • Jaarzu

    OH SHIT I got to try this out……

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