Honesty in business, sales, marketing and advertising is by no means a fresh new concept. Yet it is fast becoming an integral one in the world that we inhabit.There are many posts that discuss transparency online in a personal sense. Don't lie, cheat, steal, defraud or do anything that might dent your reputation online. But I am referring more to the concept of honesty when selling online to the less knowledgeable.This has become an absolutely imperative part of selling and talking about online with people. Many companies and agencies are interested and intrigued by online at the moment because it is the direction in which the world is moving. But there are dangers.The main danger that I have come across is the overselling of the potential of online right now. Many companies almost have their finger on the pulse of things. But this means that they know of Facebook, Youtube and other sites that they can use in a social arena to promote their products. Yet many of them think that the viral nature of the social web world wide applies directly to South Africa. It doesn't. Viral in SA probably means, if you're lucky, a few thousand views of a video and a couple of blog posts. In the Western world viral translates to a few million views of a video and a few hundred thousand links to or embeds of a video. Those are the cold hard facts and expectations should be readjusted accordingly.Unfortunately the "people in the know" often oversell the potential of social media in South Africa to get the hype up and the profit margins higher. This is bad. This sort of selling is doing detrimental damage to the truth and success of the market in SA. This sort of selling makes it very difficult to create a consistent and successful stream of clients, revenue and business in the online industry. People are being burned and are staying away from spending money online because of misleading sales and delivery pitches. Return of investment (ROI) is being oversold and underdeliverd. Again, this is bad.Honesty is key. Clients need to know the truth and still want to go forward with a campaign and experiment, play in the space and engage with one or two hundred people in stead of hoping to gain one or two million. It wont happen so don't sell it that way.