Building a Personal Brand for More Sales With Less Effort
Will Barron, Host of The Salesman Podcast
With everything that goes on in any given day, one of the most important and strategic plays for a sales rep usually keeps dropping down the list — building a personal brand online. Being top of mind with the three most important people in your five most important accounts by sharing content that helps them do their job better is the highest-leverage sales tactic of 2018.
You don’t have to be a thought leader or writing books, but an online presence can make a huge difference. Don’t worry; it’s easy and will take much less time than you think.
Your customer will Google you.
You are who Google says you are, and every single professional buyer out there is searching your name before they return your call, so you’d better have an online presence that impresses.
LinkedIn is really the best place to start. Google ranks LinkedIn profiles highly, so you must have a great profile there. Build it out, write and publish some articles, and definitely get testimonials and references. LinkedIn has evolved to a place where you should be sharing customer success stories and your personal mission statement, which covers how you add value to your audience.
You could also start a business Facebook page, create a business Twitter handle, or build a simple website with “yourname.com” that includes a resume, articles, and a link to your LinkedIn account.
Define your personal brand and make the right commitment.
You also need to define what you want your personal brand to be. If you’re only intending to be in a specific vertical or industry for a short amount of time, then maybe this isn’t something that you are going to heavily invest in. You could create and leverage one piece of great, helpful content that directly relates to the industry or your insights on a particular aspect of it.
If you’ve been in a certain industry for a long time or are starting out and know this is where you’ll be for quite awhile, you’ll definitely want to make a larger investment to create more content and curate it for customers.
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