Build It

“Your brand is what people say about you when you are not in the room.” – Jeff Bezos

Empire-State-Building-9.jpg

My first year in SALES was rough.

Watching me try to secure an appointment was like watching Shaq at the foul line.

They paired me with the best sales person in our office.

He took me to lunch.

After listening to me complain how hard it was, he offered some advice:

“Be patient.  You need to BUILD YOUR BRAND.”

I wasn’t even sure I knew what a BRAND was.

BRANDING was not taught in tax accounting class.

We all need to BUILD our own BRAND.

What’s a BRAND?  

Our BRAND is:

  • The REPUTATION that arrives before we do.
  • What people EXPECT when they decide to work with us.
  • What our customers SAY about us when we’re not in the room.

Tom Peters said, “All of us need to understand the importance of branding. Our most important job is to be head marketer for the BRAND called “You”.

If we don’t BUILD IT, we’ll become just another face in the crowd.

If we work for a BIG company, we’ll fade away into another replaceable employee.

If we run our own business, we’ll be at the mercy of PRICE.

Our BRAND gives others PROOF:

  • It’s the PROJECTS we’ve done.
  • The OPPORTUNITIES we took on.
  • It’s the way we TREAT other people.

HOW TO BUILD YOUR BRAND:

LEAD WITH VALUE

Our first move should be to HELP the people we are looking to serve.

Find ways to help people accomplish their goals.

Nothing establishes TRUST faster.

BE FRIENDLY

People may not remember what you accomplished.

They will definitely remember how you made them feel.

KEEP IN TOUCH

Remembered people get opportunities.

Send the hand written note.  Remember their birthday.  Know their kid’s names.

Do the hard work it takes to make CONNECTING easy.

BE AUTHENTIC

Have the COURAGE to be yourself.

Everyone else is already taken.

BUILD YOUR ON-LINE PRESENCE

Your BRAND is not your product or your company.

It’s YOU!

Pick a social media platform.

Establish your online presence.

A good brand acts like a MAGNET.

People will proactively seek you out.

The best time to start BUILDING YOUR BRAND was about 5 years ago.

The second best time is TODAY.

If we don’t BRAND ourselves, someone will do it for us.

Your move…

#BuildIt

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

Be On Alert

“Find out something personal.  Do something memorable.” – Jeffrey Gitomer

No access, no nothing.

It doesn’t matter if it’s your 1st week or 10th year.

Your goal is the same:

  • Get invited in.
  • Get invited back.

The Vibe will jump start 2017 by focusing on strategies & tactics that increase our most valuable asset…

Access.

To have access to our top customers, we must be perceived as having the 6 B’s dialed in:

  • Be engaging
  • Be valuable
  • Be prepared
  • Be trustable
  • Be brief
  • Be gone

The best way to ENGAGE a hard to access customer is to focus on their interests.

You have to do your homework.

  • What’s new in your customer’s world?
  • What has their attention?
  • What do they do in their free time?

Enter Google Alerts.

Google alerts can be your secret weapon for new customer information.

Google Alerts scans the web.

It delivers a report to your inbox each week about anything new that hit the web about your customer.

  • Did your customer just win an award from some obscure society?
  • Did an alumni newsletter just do a feature story on your customer?
  • Was your customer just interviewed on a podcast?
  • Did your customer just complete their 1st Iron Man?

If it hit the web, Google Alerts keeps you in the know.

So how does this increase your access?

Glad you asked.

Imagine writing your customer a hand written note congratulating them on finishing their 1st Iron Man.

Then you follow up a few days later with an email asking them to meet to discuss a new idea that may help streamline their reimbursement processes?

You just tripled your chances of meeting a previously non-responsive customer.

Or combine this with “Before we get started…” for a killer way to expand your time with a transactional customer:

  • “Dr Meredith – I have a new idea for that resident training we discussed. But before we get started… I listened to that podcast you were on.  How did that come about?”

Find ways to create and expand access.

Or lose to someone who does.

-Joe Ciccarone