Unlocking the Secret of Mutual Success

Selling is all about establishing mutually beneficial relationships, and when
you think about it, that’s the type of relationship we strive for in every aspect
of our lives. The most productive relationships are those in which each
person involved thrives independently and can bring something of value to
the relationship.

Prospecting for Ideas and Leads

The paradox of giving is that the more you give, the more you receive, especially
when you’re not trying to receive. It just snowballs. One opportunity
leads to another. I post an article on one of my blogs, and a reporter calls to
interview me. That interview gets posted, a publisher notices it and calls me
to write a book. The book is published, and I get more reporters calling.

Branding yourself

Think of Martha Stewart, The Donald, Oprah, Britney Spears, Paris Hilton. As
soon as you see or hear the name, that person’s face probably pops into your
mind. And you probably can describe what each person does. That’s because
these people have brand presence. Through their own self promotion and a
lot of help from the media, these folks have achieved celebrity status.

Identifying your unique selling point

In the good old days, you knew who you were doing business with. Maybe it
was Ted the TV guy, Melvin the milkman, Beatrice the beautician, Clare the
cleaning lady, Fran the financial planner, or Ralph the Realtor (always thinking
of Me, Incorporated). In a small town there was usually one person known
as the go-to guy or gal for each product or service. Nowadays, particularly in
big cities, you may find dozens or even thousands of suppliers from which to
choose. To stick out (in a good way, of course), you want to pick something
about you that’s unique or create some memorable persona, so when
prospective customers think of the product or service you’re selling, they
immediately think of you.

Selling Yourself: Self-Promotion

Sure, you’re selling products and services, but when your customers choose
to buy from you rather than from one of your competitors, they’re buying
into you. Although you may market and sell a host of products, remember
that your major marketing campaign should center mainly on you. You are
your own company, and by promoting yourself properly and persistently, you
ensure a long and successful future in sales.