How To Build Your Personal Brand As A Salesperson

Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who have a high or low reputation and what to do to enhance the brand.

Here, we discuss the qualities you need to build you own brand, the skills that can make a real difference in how you are perceived by prospects and clients alike.

* Be Up-To-Date

What you display every day will tell your market how they will benefit from you and your products and services. You need to keep your knowledge and ideas of the competition, the market and the products that serve your customers up-to-date. Nothing affects your branding more than having an outdated, outmoded knowledge of what you stand for. Strong brand are always improving. You should be no different.

* Know What Your Competition Is Doing

You need to always be on top of who else your target market is looking at, and what new services and products they offer. Remember to watch their online offerings, keep up to date with what special offers they have in their armoury. Sett up RSS Feeds from your competitors, search them out on Google Alerts and follow their companies on LinkedIn.

* Crank Up The Value You Offer

Prospects today know what you and your competitors offer as much as, if not more than, you do. Therefore, the value you offer to the market has to been seen to be value-able to them now and for their future. You improve your personal brand exponentially as your value improves.

* Spend Time Revising, Refining & Re-Evaluating Your Brand

Your activities and your presence in the market place gives a clear message about you. Whether you’re looking to expand your career, expand your sales or create job opportunities, you need to identify what you can do to build your reputation. So think about how you can revise what you do daily, refining the qualities you show at every touch point.

* Keep Updating Your Relationships

There are many things you can do to keep your network updated. Using media like LinkedIn can build those close networking skills.

  • Connect your contacts by sharing your connections with other people.
  • Ask how you can help or be of service to your network contact.
  • Let your network know about valuable resources you have to offer
  • Invite people in your network to attend events with you.
  • Build your network by attending social events.
  • Update your social media sites by staying current with posts on LinkedIn, Facebook, or Twitter.
  • Send an online newsletter.

Having a strong personal brand will create more chances for sales than you can imagine. People will look to you for your expertise, your experience and the confidence you build. Your personal brand will speak volumes about you, so make sure you keep the momentum going.

Happy Selling!

Sean McPheat

Managing Director

MTD Sales Training

www.mtdsalestraining.com

(Image by KROMKRATHOG at FreeDigitalPhotos.net)

6 Steps To Creating Your Personal Commercial

Commercials are the lifeblood for any company. A commercial can be anything that advertises its benefits to the final customer, and can come in many formats. How you feel about them will determine how successful that commercial campaign is.

You should think of yourself and your own personal commercial to your prospects. You do have one (or more) don’t you?

A commercial is your way of saying to a prospect what you and your company can do to make their lives easier, more productive, more profitable, quicker to market, or whatever you actively do.

But its not simply a resume of what you sell or how you service clients. It must be impactful and make the customer feel they must go deeper than just surface knowledge about you and the company.

Remember, there is no reason to tell a prospect how you can help him until you have diagnosed what the problem might be. You do this by asking quality questions, some of which make the prospect think long and hard before answering.

Identify these questions by asking yourself: “What information can I get by asking this question? How can I find out deeper information about their needs? What questions can I ask that my competitors never would?”

After this, you can make quality statements that make the client sit up and take notice. When that’s complete, you can identify a closing statement that will grab them and make them take action.

That’s what a TV or radio commercial does, and you owe it to yourself to do it to.

So, here’s an example of a personal commercial:

1) You state your name, clearly and confidently (Hi, I’m Sean McPheat…)

2) You state your company, clearly and proudly (I’m with MTD Sales Training…)

3) You tell them what you do (We impact businesses like yours who know that their sales teams should be tapping into more potential within companies than they are at the moment)

4) Ask your quality questions (How do you currently measure the success of your sales teams, other than the profit they bring in? If you lost one of your major clients, how would that impact you? What do you plan to do to keep them loyal to you? How are you keeping ahead of the competition, and how do you know more about them than they know about you?)

5) Make your quality statement. (I’m sure we can help you. MTD offer several ways to improve your sales results in real time activities, and our programmes create many possibilities that can be used immediately in the field)

6) Get them to take action now. (When would you like to schedule a meeting to discuss how your teams can tap into the potential we discussed, or would you prefer to have dinner to go over some of the ideas I already have?)

You create a commercial that is specific for every customer’s situation and you offer more value by helping them see why they should buy the appointment, or whatever the next stage is for you.

This way, the customer sees that buying your offer makes him look and feel good, which naturally will highlight how successful your personal commercial can be.

Happy Selling

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Taking Care Of Your Personal Brand

Like it or not, the product and services your company sells have a brand image.

Everything the company does contributes or detracts from that image. High-octane brands, like Coca Cola, Microsoft and Mercedes, have built their reputations over years.

But what about you?

Are you aware of what image you are putting across? This is commonly known as your own personal brand.

Remember, a brand is people’s expectation of their interaction based on perceptions of past dealings or word of mouth. So, a strong and valuable personal brand can be established by focusing more on solving others problems and less on promoting yourself.

If prospects searched your name and company online, what would they find?

Try it now.

What comes up? Are you number one when people search your name? You can achieve higher status in the search engines by carrying some specific and targeted activities. Your LinkedIn, Facebook and personal blog profiles are important to create awareness.

And there are other things you can do to enhance your personal brand. Some examples are:

Create a marketing plan for yourself annually, and review it quarterly. Include specific goals, strategies, action steps, and a timetable.

Become an expert source in your field. Write a specific article, design a white paper on your industry and become an expert source for reporters. Make sure you have a current photo, biography and resume for people to check on.

Design your ‘elevator speech’. Within the time that it takes an elevator to travel upwards, be able to deliver a precise description of what you do, how you do it differently, and the benefit it provides.

Network creatively. Make new contacts and remember to stay in contact with them. Powerful personal brands have powerful friends.

Be aware of your personal appearance. Balance your individual style with clothing that will appeal to those you are trying to impress. Your brand image will shout louder than any words you say.

Every contact you have with a client creates ‘touchpoints’. Ensure each one is remembered and stands out for the right reasons.

Remember, your personal brand is one of your greatest business assets. Your brand will speak for you anyway, because it’s the emotional connection you make with all you meet. Make sure yours is one that is memorable.

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training