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My Guide on the road to succesful business relationships

Author: sales@purpleolivepublicity.com Date: 2011 Time: 14:45

Feeling overlooked?
Don't sit on your laurels and wait for people to notice you, or worry too much over getting your name out there. Sales Consultant Jai Allen reveals the best ways to promote yourself and your work to the community

Here’s a secret: promoting yourself is a team effort. The biggest mistake you can make when planning to market, brand and sell both yourself and your services is thinking it’s actually about you. Really, it’s all about them: family and friends, colleagues, clients, employers and peers.

Promoting yourself is about empowering, encouraging and motivating others to do it for you. The entire framework of social networks is built on trust, and word of mouth is still king in closing a sale. However, that doesn’t mean you can sit on your laurels and wait for people to notice you. To give others reasons to promote you, there are a few fundamental things you must get right.

The fear

There are many reasons why talented web designers and developers are overlooked, but you can narrow most of them down to fear of exposure. Whether you’re naturally shy, don’t like judgement or misinterpret self-promotion as something morally reprehensible, this leads to an irrational worry over getting your name out there. However, if you want to take your career and income to the next level, the reality is that you need to be seen and heard. Exposure simply opens up new opportunities with new people, which helps no matter where you are in your career.

There’s a strange irony in that when we work with clients, we go through a huge discovery and planning process, but when we work for ourselves, we don’t do nearly enough research.

The truth is, most of us don’t know what we’re about, cannot communicate what’s in our heads or have a lack of focus in what we have to offer. If it’s unclear to you what you want to say, how do you expect others to spread the message?

There are many ways you can tackle formalising the process of discovery for yourself, but a simple one is surveying those around you and finding out their perception of who you are. First, ask people to list the first three adjectives that come into their heads when they think of you. Then, once you have answers from about 10 people of varying relationships, rank them based on how long you’ve known them and how important your link is.

Take some time to review the answers from people who know you well versus those who know you in a smaller capacity, and note descriptions that repeat. Armed with that data, organise your business practices and promotional strategies to suit. Communicate these tenets to others so they know what to say when people ask about you.
Be sociable

Finally, learn to make friends. This isn’t about social networking, per se; it’s about reaching out to others. Most importantly, relationships must be nurtured beyond hypertext. There’s nothing like connecting with someone in person, so meet as many people face to face as possible. With long distance clients, insist on the occasional video chat or phone call. I’ve noticed that relationships I’ve had online for a while change significantly after I meet the person; there’s a greater connection and urgency to help each other out. An increase in leads or opportunities becomes more inevitable after an in-person meeting.

Of course, this doesn’t mean you should be slack with your online networking. Join forums, send emails and update Facebook and Twitter regularly. Then ask questions and provide answers. Be yourself and be useful.

Promoting yourself is hard because it’s often quite personal, and not having complete control is a bit daunting. But if you master these basic principles, you’re well on your way to getting others to notice you. Hopefully, they’ll want to work with you in the future.

Another useful insight from a sales prospective. But remember, point of sale has to carry on to end game. Build relationships. These are the bridges that carry you to success. Always have a clear brief on what you are going to undertake with your client, both verbally and after confirmed in writing: After all, one of my favorite phrases is "What can't speak, can't lie!"

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