Personal Promotion Precedes Profits

Tuesday, April 10, 2012   |   Fred Berns   |   0 Comments


If you’re not getting the respect you want — and the income you need — it’s not “This Economy’s” fault.

It’s yours.

You’re not doing a good enough job of telling others how good you are. You’re your own best-kept secret.

This is a bad time for that.

The most financially-successful business professionals today are not necessarily the most skilled at what they do.

They’re not necessarily the ones with the most experience, affiliations or degrees.

The most financially-successful business professionals are the ones who are the best personal promoters. Maybe that’s not right, or fair. But it’s fact.

The business owners, entrepreneurs and others who are thriving this year are doing the best job of personal salesmanship.

They’re the ones who realize that, first and foremost, they’re not selling their products and services

They realize that, first and foremost, they’re selling themselves.

It’s never been easier to get elsewhere the services and products that you sell. But there’s one thing that prospects can’t get elsewhere: You.

Don’t just tell me you offer nice widgets. I know that.

Tell me why I should buy them from you.

Tell me that you’re the ONLY vendor in your area offering such a wide selection of those widgets, or the only one with clients worldwide, or the only one working with five Fortune 500 companies.

Respect comes when people recognize your value.

And that can’t happen without your help in educating them about your value.

 Ten tips on how to make the Personal Sale:

Establish Your Expertise. Write articles for, and present seminars to those you seek to influence.

Create Credibility. Publish your ideas on a blog, ezine and website, and share them on social networking sites.

Expand Your Brand. Add a personal marketing message to your voicemail and email, and to invoices, contracts, and other business forms.

Present Yourself with Polish. Master eye contact and body language. How you deliver your message means as much as the message itself.

Communicate with Confidence. Accentuate the positive about yourself and your services. Avoid such credibility-killing phrases as: “It’s only my opinion…”

Tout Your Team. Discuss your collective experience and capabilities.

Become a Media “Mouthpiece.” Offer yourself as an interview source on your area of expertise for print and on-line outlets.

Be Clear. Make it easy for others to understand your services, and your value.

Be Bold. Have the courage of your convictions as you promote your style, philosophy and rates.

Be Unique. Dare to be different. Promote yourself in ways your competitors don’t.