The Pipeline Guest Post – Megan Totka
Today, nearly every person has a personal brand. The good news is, there are a lot of things you, as a salesperson or small business owner, can do to build a really awesome personal brand. You can choose to guide and cultivate the brand or select actions so it’s defined on your behalf – whichever way you choose to build your personal brand, never brush off its importance. You may wonder how to become the complete salesperson – that’s not an easy feat. However, start by taking a look at these six things every good salesperson should know about personal branding.
The importance of being seen as an expert in your field.
It’s harder to be a salesperson today in many ways – it’s the age of the educated consumer. The best salespeople have the ability to curate excellent content and share it via social networks and blogs. They remember to keep it purposeful and relevant and entertaining when possible. Once you decide how you wish your brand to be perceived, you can become more strategic about your personal brand.
The importance of authenticity in relationships.
A good salesperson knows that at the end of the day, human-to-human relationships are what it all boils down to. It’s easier to maintain current customers than sell new ones. A recent survey by Marketing Metrics found that the probability of selling to an existing customer is 60-70%, while the probability of selling to a new prospect is just 5-20%. This is why it’s so important to stay connected with customers on social networks or via email marketing or blogging. Make it a point to learn how to develop an authentic online voice — sounding robotic and giving sales pitches gets you nowhere.
Make sure to keep it personal.
No one wants to feel as though they are just another number, another sale. Good sales people know that they need to do everything they can to learn more about their prospects and clients to make them feel special. Understand the value of promoting your business at a local level. Always remember to personalize any mass emails. Don’t become overly reliant on automation to pull leads. Data can inform but not replace their brain function and intuition.
Never doubt the value of the network.
Networking should never be an afterthought or something that is squeezed into a day. Good sales people look forward to it and it becomes part of their daily routine. Social networks and digital tools help build networks. Good salespeople realize that they can make new connections any day of the week from any location.
Realize it’s crucial to show up and make a statement.
Always wear your Sunday best for presentations and when meeting others. Clean, neat clothes that fit well and neatly combed hair make a good first impression. Take pride in your work: edit letters for errors; check emails before they’re sent, etc. so you don’t look unprofessional. Make sure everything about you makes a positive statement.
Accept that persistence doesn’t do anything good for you.
Good salespeople know the importance of pulling back and think before they overdo it and turn people away. While being assertive is okay, and even coming back to people who previously turned you down is acceptable, it is never okay to hound people. You don’t want to come across as desperate – or even worse — bothersome.
Salespeople always concentrate on their personal brand, and know that the interactions they have leave a trail of bred crumbs straight to their business doors. Good salespeople want people to spread positive word of mouth about their business, and want those words to flow long after they’ve left the room. Most importantly, good salespeople and successful small business owners always remember that a strong personal brand should be ever evolving.
What are some points you think all salespeople should know to make them more successful?
About Megan Totka
Megan Totka is the Chief Editor for ChamberofCommerce.com. ChamberofCommerce.com helps small businesses grow their business on the web and facilitates connectivity between local businesses and more than 7,000 Chambers of Commerce worldwide. She specializes on the topic of small business tips and resources and business news. Megan has several years of experience on the topics of small business marketing, copywriting, SEO, online conversions and social media. Megan spends much of her time establishing new relationships for ChamberofCommerce.com, publishing weekly newsletters educating small business on the importance of web presence, and contributing to a number of publications on the web. Megan can be reached at firstname.lastname@example.org.