To build your personal brand that attract prospects and referrals, gain customers by beating out the competition and ultimately increase yours sales; you must differentiate and stand out.  Here are three focus areas that will help you build your own personal brand: 

Under Promise, Over Deliver.  Many sales people will do less than they promise while chasing a sale.  Their intentions are to follow through with these promises but somehow the delivery escapes them.  Be the salesperson that is known for stepping into this void between promises and expectations with flair.  Look for ways to exceed expectations and stand and deliver on those opportunities.  Be the salesperson that follows up as agreed to or when expected, promises only what can actually be brought to the table, delivers on those promises on time or even earlier than intended and conveys fair and not over inflated quotes while at the negotiation table.


Create a Personal Brand Image or Motto.  When establishing your personal brand, you want to find an image or thought that makes you stand out from the crowd.  Something that pops and says, “Remember Me.”  Create opportunities for your clients to associate this brand image or motto with you and the outstanding service you provide.  This brand should appear on your social media, your email communications, your business cards, your follow up correspondence, you voice mail or any other avenue to reach out to your clients.  (For more information on personal branding, I recommend reading “The Brand YU Life: Rethinking who you are through personal brand management” by Hajj E. Flemings.)

Flip the Approach.  Conventional sales thinking is to look for pain points in your clients and find solutions through your offer.  Try flipping this concept and going against the grain.  Look for what brings about pleasure and joy to your clients.  This will help to enroll your clients in your offer and often get them in action.  Active clients are profit centers for salespeople.  Positive experiences generate loyal clients and advocates with referrals.  


Copyright 2011 All Rights Reserved

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Comment by Stephanie Young on June 30, 2011 at 2:59pm
So very true, Carrie.  I have always said, "If you have to brag about it, you probably don't have it.  If others brag about you, then you probably do have it."
Comment by Stephanie Young on June 30, 2011 at 9:45am
Marsh, your wife is selling you off cheap, with or without the free Dodge.  You can't even get a puppy from the pound without spending at least $20.  You don't have fleas do you?  (smile)  BTW, thanks for doing the math for me, I think my brain is calling in sick today.
Comment by Marsh Buice on June 29, 2011 at 3:52pm
...wife thinks the decimal should go in front of the 35 not behind the 3 zeros :) (.35 vs 35000.)
Comment by Stephanie Young on June 29, 2011 at 3:34pm
@Julie:  Thank you.  For someone with a degree in Biology, I am sure having a blast being creative.
Comment by Stephanie Young on June 29, 2011 at 3:32pm
@Marsh:  Like it a lot...."People buy me for  $35k....I throw in the new Dodge for free." 
Comment by Stephanie Young on June 29, 2011 at 3:31pm
@Tony:  Thank you.  I am in good company.  I have you, BC and Marsh to keep up with.  You guys are great motivators and sources of encouragement. Thank you, gentlemen!!!
Comment by Julie Heilman on June 29, 2011 at 2:10pm
You are talented in many ways, but branding and brand control is one of your strong points.  I love what you have done with The Manus Group....our name, logo, colors and all the branding collateral.  You know how to make an impression.  It is not like you are giving away corporate secrets, it is just common sense with a little bit of thought.  Great job, Rockstar!!!
Comment by Marsh Buice on June 29, 2011 at 1:26pm
Stephanie, again gr8 job. When all things are what makes you unequal to the competition. People buy YOU before they buy the metal we push. When you come across with and market yourself with such brand awareness the product you rep is the bye-product. Customers don't want the cheapest price; they want a quality product and will pay a premium. What we deliver is the value they pay for. People buy me for  $35k....I throw in the new Dodge for free :)
Comment by Tony Provost on June 29, 2011 at 11:34am
Stephanie-Your material has been excellent. dE is very fortunate, along with its members. I am a FAN!
Comment by Stephanie Young on June 29, 2011 at 11:23am
Thanks, Tony.  Maybe we can sneak it into the Corporate America training manuals.  (smile)

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