Are You Promoting Yourself?
In the process of promoting your products and services to potential customers, are you also promoting yourself?
Competition is fierce today, and people want more for their money. This means that they are not just looking at products and services – but the people behind the businesses as well.
With this in mind, what kind of image do you project?
As you scramble to follow up on leads and attract new customers, it can be easy to let yourself go and have your personal promotion fall to the bottom of the priority list. To avoid this from happening, here are three questions to ask before scheduling a sales call.
1. Who will be at the meeting?
Before walking into a customer’s office, be sure to do your research. Find out as much as you can about the person in advance. Then, you’ll have a better idea of how to best approach this person with the appropriate talking points and sales pitch.
2. What are you wearing?
Obviously, you need to look professional when meeting perspective customers. But it’s important to think about the “who, what, when, where, and how” of your meeting before getting dressed in the morning.
For example, if you are going to a laid back, beach office in the Bahamas, a suit will make you look way out of place. (Yes, I know. If only you had a meeting in the Bahamas…) To avoid feeling uncomfortable, think before you dress and refer to question one above.
3. What is your leave-behind?
When you are finished with your meeting, leave some kind of marketing material behind. Whether you offer a brochure, media kit or a simple business card, be sure to give your potential customers something to remember you.
Once again, really think about the people you are going to meet. What you can offer them that will have the most impact specific to their business needs? Make it easy for them to contact you, and help them solve their problems.
Now, these are just three, quick tips to remember to promote yourself along with your products and services. After all, you only get one chance to make a good, first impression. And if you aren’t polished and prepared, you can bet your competition is!
Do you need help boosting sales, awareness and credibility? Please let me know here or at www.rembrandtwrites.com. I’d love to hear from you!
November 13th, 2009 at 3:22 pm
I think this is a great article. I believe that now-a-days business is all about “promoting yourself” and projecting the best image. You want to put your best foot forward – look professional, speak professional – and say the right things. I think “promoting yourself” also ties in with branding and design – you want to not only project the best image of yourself but also your company.
Again - great article!
November 13th, 2009 at 3:24 pm
Thanks PBCDanielle.
It can be so easy to forget the simple things - especially when we are all trying to compete, save money and bring in sales quickly.
Melanie Rembrandt, rembrandtwrites.com
November 18th, 2009 at 10:55 am
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February 28th, 2011 at 11:02 am
Melanie,
As an account executive in the medical and advertising arena, I know first hand the importance of looking the part and leaving a good impression. I have often had to train with up-and-coming reps who did not understand the value of presentation. I can think of one particular instance where I was making a large presentation to a hospital and had to bring a junior rep to deliver a portion of the message. While this guy was a good looking fellow, we went into the meeting with his sleeves rolled up, no jacket, and a loose tie. That is fine for working in your own office but when you are meeting people, especially for the first time, it does not convey professionalism.
In case you think I might be being a bit up tight, after the presentation was over, the chief of internal medicine pulled me aside and said “Mark, seriously, what’s with that associate of yours? He looks like he just rolled out of bed”. This is an issue because it impacted MY image, not just his. You need to stay conscious of the physical world because your advertising and marketing are not the only things that speak about your business - the way you present yourself does also.
February 28th, 2011 at 3:55 pm
Hi Mark,
Thanks for the great story! Hopefully, your associate dressed in a more professional manner for the next meeting! This is a great reminder of how important it is to look at your total package when you are marketing and promoting your products and services. By paying attention to every details, you can have a competitive edge to win more business.
All the best,
Melanie Rembrandt, rembrandtwrites.com