Forums: Discussions for entrepreneurs and small business.

The number one way to overcome sales resistance is to become known as an expert.

If people don`t know who you are, you`re at a distinct disadvantage. Why? Because with so many scams and over-hyped products pervading the marketing universe, people may perceive you and what you`re selling as a risky proposition, and most  people instinctively tend to resist what they perceive to be risky.

However, when you are well known in your particular niche and positioned as an expert, people will automatically look at you in a different light. That`s why whenever Oprah recommends a book, sales of that book increase exponentially.

It`s just human nature. People automatically think that if you are well known and positioned as an expert, you must be pretty good at what you do, otherwise you would not have achieved this status.

When you are well known,  people will be attracted to you and will be open to what you have to say. There will be very little resistance to your offer - provided of course there is at least some rudimentary interest in what you`re selling.

So how can you establish yourself as an expert. Providing you are qualified to give advice, following are three ways:

1. Write a book. It doesn`t have to be the next great american novel, with hundreds of pages. It can be a booklet or folio with just a few pages. Another option is to go the digital route and write an e-book.

2. Write articles. Writing articles is a great way to establish yourself as an expert, especially when your articles are published by highly respected websites and offline publications.

3. Actively participate in forums. If you provide solid and helpful information on a consistent basis, you will quickly become known as an expert in your chosen field, and people will eagerly seek you out for your expertise.

Dale King

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If you`re tired of all the money-making
hype, lies and scams...read this!
Click here for more details!

Hi Dale

I just know you`re right about this!

Expertise is the value add people are usually looking for - trouble is they
don`t always find it easy to admit this, even to themselves.

Saxman

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Serious about focussing your business on customers?
visit us at http://www.frontofficebox.com

Hey, saxmansteve...where in the heck have you been? .

And yes, you`re right. Most people are looking for expertise, even if they don`t realize it or admit it to themselves.

To take this a step further, many of my clients have told me that they hired me, based on the fact,  they saw one of my articles on a site they know and respect.

In addition, whenever I have my car repaired, I ALWAYS insist that it be handled by the shop`s master mechanic, and I ALWAYS insist on seeing their ASE certification for automotive excellence.

Dale King

-------------------------

If you`re tired of all the money-making
hype, lies and scams...read this!
Click here for more details!

I always insist on the car being fixed by the first guy I see who has no experience.

-------------------------

James Lindon, Ph.D. Patent Attorney
Lindon & Lindon, LLC
Cleveland, Ohio
Patents, Trademarks, Copyrights, Pharmacy Law, Litigation
[this is not legal advice - provided for discussion only]
Intellectual Property for the Individual and Small Business: Identify, Protect, Enforce, Defend.
"Fools rush in where angels fear to tread."
http://www.LindonLaw.com

Ok, I wrote an  e-book (let`s call it a manual)...I`ve even self published it in hard copy. I don`t know if I`m known as an expert yet...except that through this venture, I was asked to speak to 2 different conferences, which will definitely establish my reputation in front of hundreds of people. At this point, 1 conference down, & 1 to go. After the 1st, I have had inquiries to represent more lines & also general inquiries about consulting...even from people who weren`t at the conference. Ok, so maybe writing a book does work ;).

Also, I`ll say that writing an e-book & then asking other businesses to affiliate with me to help me sell books has 1) provided more links to my website (increased SEO), 2) brought more traffic to my website & 3) brought companies asking me to represent them as well since I affiliated with their suppliers.

I`ve written articles too & believe me, this really works. I had the author of a book contact me within 24 hours after it 1st appeared on www.ezinearticles.com & ask if he could include my 1st article in a book he was writing (WOW!). I also had a woman at the Arizona conference I spoke at tell me she had written my article on figuring profit. I was quite shocked.

Post on forums... well, on the same day as one of my 1st posts on SuN, another forumite contacted me asking me to represent her line. We are now happily working together. You know, the strange thing is, I don`t even know her SuN nickname, as she contacted me through my website, and not here :).

So, Dale, I 2nd all of your suggestions.

I would only add `blog` to the list. My blog gets exposure my website does not (they are similiarly but not directly related). All of these things also usually provide links to your website (which usually helps with SEO) and traffic (never a bad thing).

I think the key to it is also to keep up the work...keep writing articles, keep posting, write more manuals (or update the old ones)...also in terms of SEO, search engines not only look at the number & quality of links, but how often they are added...i.e. are they all at once & then none? or are quality links to your site consistently being added over time (this earns higher ranking, of course)?

I hope this helps & perhaps inspires some of you who might question if it will really work or those who keep thinking to do it but put it off.

Nancy

Great thread.  I have a book coming out and can`t wait to put into practice what you all are talking about.  You`ve inspired me to get an article published.