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How To Brand And Market Yourself
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How To Brand And Market Yourself

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  • 1. How to Brand and Market Yourself TiP Keep Things Focused on yourself and use the strength of “I” to back-up your statements
  • 2. In Business Today, Our Most Important Job Be Head Marketer For The Brand Called Me. The real action is you becoming a free agent in an economy of free agents, looking to have the best season you can imagine in your field, looking to do your best work and chalk up a remarkable track record, and looking to establish your own brand. Regardless of age, regardless of position, regardless of the business we happen to be in, all of us need to understand the importance of branding. We are CEOs of our own companies: Me Inc. Remember "What do you hope people say about you behind your back?" What do you want to be associated with and what is the catch phrase that capture the incredible Brand YOU!
  • 3. Develop a Marketing Plan Before you start calling Develop a process for working your plan What are your goals What Activities are needed to achieve your goals Remember to Manage your Time
  • 4. Life lessons are like a book… When things in life Change. Learn to turn the page and start a new chapter
  • 5. Philisms…. • A genius will learn from other peoples mistakes • A smart person learns from their own mistakes • If you live life making the same mistakes over and over again you’re an idiot
  • 6. Starting With Basics Prospecting
  • 7. Key Factors That Leading Sales people possess that Leads to Success: Everything you do should be aimed at achieving your goals Find ways to engage the clients Do the things that everyone else is not doing Find unique ways to make a lasting impression They have a ridged daily process that is rarely compromised Constantly seek ways to be more efficient Value time Manage your time wisely
  • 8. Traits of a Great Sales Person They are genuine listeners and able to absorb what the prospect/client says They are creative problem solvers who rarely allow obstacles to defeat them They have control of their egos and allow the prospect/client to take center stage in conversations They work with the highest levels of personal and professional honesty and integrity
  • 9. A survey of 400,000 Sales people from 8,000 companies says there are 20 main traits Top performers possess Written Goals Reaches Decision Maker Follows Sales Plan Effective Listening/Questioning Has Positive Outlook Early Bonding & Rapport Takes Responsibility Uncovering Actual Budgets Strong Self Confidence Discovering Why Prospects Buy Supportive Beliefs Qualifies Proposals & Quotes Controls Emotions Gets Commitments and Decisions Doesn’t Need Approval Strong Desire for Success Recovers From Rejection Doing What It Takes for Success Comfortable Talking About Money Supportive Buy Cycle
  • 10. First Thing in Sales is Knowing How to Prospect Make Warm Calls vs. Cold calls
  • 11. Methods of Prospecting Get a library card and then use it to get access to the library databases They will normally include Dunn & Bradstreet and Reference USA - both of these will include the names and titles of Mid and Sr. level Managers Find a directory of names and email addresses & then go onto Netprospex.com and Jigsaw.com and add those names into their database. For each name you enter in, you will be able to get out the names and titles, e-mail addresses and in most cases the direct extension of your contacts.
  • 12. Ways To Prospect Get a list of your target companies and do a search on them in a business site like Reuters.com and set up an RSS feed for each company. Now, next time you are ready to make a prospect or customer call, look into your RSS feed folder and identify some news article that relates in some way to the products and services you are selling. Don’t forget Linkedin, Facebook, Twitter, Kompass- usa.com and stlcareers.us.
  • 13. What is RSS RSS (Rich Site Summary) is a format for delivering regularly changing web content. Many news-related sites, weblogs and other online publishers syndicate their content as an RSS Feed to whoever wants it. Benefits and Reasons for using RSS RSS solves a problem for people who regularly use the web. It allows you to easily stay informed by retrieving the latest content from the sites you are interested in. You save time by not needing to visit each site individually. You ensure your privacy, by not needing to join each site's email newsletter. There are a number of sites offering RSS Feeds like www.sybdic8.com/feedcat.php is growing rapidly and includes big names like news.yahoo.com/rss/
  • 14. Ways to Prospect You should never call any company for any reason without having decision-makers name and title. There are too many resources available at no charge to ever call and ask for the person in charge of ...... Even if you have an old name, and the person is no longer there, you still have established credibility that you have the name of a valid contact. If this stops you, then I definitely go to Jigsaw and sort by date and pick a name listed within the past 90-120 days, wait a day and call back.
  • 15. Ways to Prospect Now, regardless of who the gatekeeper is or how extensively she screens you, if you have an RSS feed folder and you look at the news releases for the prospect, and you tie the purpose of your call to that newsfeed, you'll get to your DM 98.7% of the time. Be Prepared have a spiel (in your own words) already written out and Practiced so It doesn’t sound canned. Put it all together... "Hello Mr./Mrs/Miss Smith, this is (your name) I just saw a news article come across the wire that mentioned xxxxxxx.
  • 16. Use Social Network Sites as Branding Tools! Pertinent Information Industry is evolving so fast, yet we are able to stay current using Linkedin and Twitter. Join online groups, post industry- related questions and get invited to webcasts. Today, organizations are sharing information to generate leads and brand themselves as experts. Fee For Users Twitter, Plaxo, Digg, MySpace, etc. are all free to join. About 74% of Americans have a computer with internet service, so the only incremental cost is your time. It’s a low-risk proposition to take Linkedin for a test drive.
  • 17. Use Social Network Sites as Branding Tools! Hyper-efficient Networking Sending an e-mail message to ten people is faster than making ten phone calls. The same applies to networking on Linkedin, Twitter, etc. There are even tools such as Zensify to link all your social network sites to get unified updates to save time. Be a Leader of the Pack In many business circles, those joining networking sites are perceived as pro-active leaders. If you have relevant information to share and you’re not tweeting about teeth brushing or dusting furniture, social networking can improve your image.
  • 18. Use Social Network Sites as Branding Tools! Industry Giants Are Tweeting! Best Buy, Southwest Airlines, Dominos Pizza, AT&T, Time Magazine, Xerox, the U.S. Air Force, and it’s commander in chief, President Obama are all on Twitter. You need to use these tools in the same manner as these industry leaders.
  • 19. The Basics of the Sales Call
  • 20. The Basics of the Sales Call • Arrive early to your appointment • Make sure you go to the bathroom first • Wash your hands and make sure they are dry. • Don’t put on too much perfume or cologne • Go over your appearance in front of the mirror
  • 21. The First Impression will make a Wall or a Door • Remember the Basics • Don’t be afraid to look them in the eye • Be positive, give them a firm handshake • Remember to smile
  • 22. It’s All in How You Say It • Do you fully use the power of “I” in your interview statements • Keep your language clear and direct and you will come across as focused and energetic. • Use strong language not weak • Have the love of your work come out in the interview
  • 23. Conduct a Creative Interview Show Initiative – Ask questions - find out what they really need and why – Be prepared – Be Positive – Remind them the Value you bring to the company
  • 24. Set SMART Goals Conduct A Smart Interview. Be Specific Measurable Achievable Realistic Time-phased
  • 25. Now you have an appointment. How do you deal with the various types of personalities
  • 26. There are Four Basic Types of Personalities • Driver • Analytical • Expressive • Amiable
  • 27. To negotiate with these different buyer types we need to adapt our behavior and be flexible in our approach.
  • 28. Driver ...The Director Assertive but not responsive Task rather than people oriented Decisive and determined Controlled emotions Set on efficiency and effectiveness Likes control, often in a hurry Firm, stable relationships Stubborn, tough Impatient Inflexible poor listener.
  • 29. How to Negotiate with Drivers Plan to ask questions about and discuss specifics, action and results. Use facts and logic. When necessary, disagree with facts rather than opinions Be assertive. Keep it business-like, efficient and to the point. Personal guarantees and testimonials are least effective, Better to provide options and facts. Do not invade their personal space.
  • 30. The Expressive Assertive and responsive. Reactive, impulsive, decisions spontaneous, intuitive Placing more importance on relationships than tasks Emotionally expressive, sometimes dramatic. Flexible agenda, short attention span, easily loved. Enthusiastic. Strong persuasive skills, talkative and gregarious Optimistic; takes risks Creative.
  • 31. How to Negotiate with The Expressive Seek opinions in an area you wish to develop to achieve mutual understanding. Discussion should be people as well as fact oriented Keep summarizing, work out specifics on points of agreement Try short, fast moving experience stories Make sure to pin them down in a friendly way Remember to discuss the future as well as the present Look out for the impulse buy.
  • 32. The Amiable…The Supporter Not assertive but responsive Dependent on others Respectful, willing and agreeable Emotionally expressive Everyone's friend; supportive; soft-hearted Low risk taker, likes security Group builder Over sensitive Not goal orientated
  • 33. How to Negotiate with The Amiable Work, jointly, seek common ground Find out about personal interests and family Be patient and avoid going for what looks like an easy pushover Use personal assurance and specific guarantees and avoid options and probabilities Take time to be agreeable Focus discussion on how Demonstrate low risk solutions Don't take advantage of their good nature
  • 34. The Analytical ..The Clinician Not assertive, not responsive Precise, orderly and business-like Rational and co-operative Self-controlled and serious Motivated by logic and facts Not quick to make decisions Distrusts persuasive people Like things in writing and detail Security conscious Critical, aloof, skeptical Excellent problem solver Likes rigid timetables
  • 35. How to Negotiate with The Analytical Take action rather than words Demonstrate helpfulness and willingness Stick to specifics . The Analytical expect salespeople to overstate Their decisions are based on facts and logic and they avoid risk They can often be very co-operative Established relationships take time Consider telling them what the product won't do. They will respect you for it, and they will have spotted the deficiencies anyway Discuss reasons and ask why? Questions Become less responsive and less assertive yourself.
  • 36. We also need to know how to master the use of our body language
  • 37. Basics On Body Language Body Language - technically known as kinesics (pronounced 'kineesicks') - is a significant aspect of modern communications and relationships. The sending and receiving of body language signals happens on conscious and unconscious levels. Your own body language reveals your feelings and meanings to others. Other people's body language reveals their feelings and meanings to you
  • 38. Basics On Body Language Body language is especially crucial when we meet someone for the first time. We form our opinions of someone we meet for the first time in just a few seconds, and this initial instinctual assessment is based far more on what we see and feel about the other person than on the words they speak. On many occasions we form a strong view about a new person before they speak a single word. Consequently body language is very influential in forming impressions on first meeting someone.
  • 39. Basics On Body Language Body Language - technically known as kinesics (pronounced 'kineesicks') - is a significant aspect of modern communications and relationships. Body language is especially crucial. We form our opinions of someone we meet for the first time in just a few seconds, and this initial instinctual assessment is based far more on what we see and feel about the other person than on the words they speak. On many occasions we form a strong view about a new person before they speak a single word. Consequently body language is very influential in forming impressions on first meeting someone.
  • 40. Basics On Body Language Eye Language looking right (generally) direct eye contact (when listening) creating, fabricating, guessing, lying, attentiveness, interest, attraction storytelling widening eyes looking left (generally) interest, appeal, invitation recalling, remembering, retrieving 'facts' rubbing eye or eyes looking right and up disbelief, upset, or tiredness visual imagining, fabrication, lying eye shrug looking right sideways frustration imagining sounds pupils dilated (enlarged) looking right and down attraction, desire accessing feelings blinking frequently looking left and up excitement, pressure recalling images truthfulness blinking infrequently looking left sideways various recalling or remembering sounds eyebrow raising (eyebrow 'flash') looking left down greeting, recognition, acknowledgement self-talking, rationalizing winking direct eye contact (when speaking) friendly acknowledgement, complicity (e.g., honesty - or faked honesty sharing a secret or joke)
  • 41. Basics On Body Language Handshake handshake - palm down dominance handshake - both hands seeking to convey trustworthiness, honesty, and control handshake - equal and vertical non-threatening, relaxed pumping handshake enthusiasm weak handshake various firm handshake outward confidence handshake with arm clasp seeking control, paternalism
  • 42. Basics On Body Language Head Movements head shaking disagreement pronounced head shaking strong disagreement head down (in response to a speaker or proposition) negative, disinterested head down (while performing an activity) defeat, tiredness chin up pride, defiance, confidence active listening attention, interest, attraction
  • 43. Basics On Body Language Hands and Arms crossed arms (folded arms) holding papers across chest (mainly male) Defensiveness, reluctance nervousness crossed arms with clenched fists adjusting cuff, watchstrap, tie, etc., using Hostile defensiveness an arm across the body nervousness gripping own upper arms Insecurity arms/hands covering genital region (male) nervousness one arm across body clasping other arm by side (female) holding a drink in front of body with both nervousness hands nervousness arms held behind body with hands clasped seated, holding drink on one side with confidence, authority hand from other side nervousness handbag held in front of body (female) touching or scratching shoulder using arm nervousness across body nervousness
  • 44. Basics On Body Language Hands palm(s) up or open finger wagging (up and down) submissive, truthful, honesty, appealing admonishment, emphasis palm(s) up, fingers pointing up hand chop defensive, instruction to stop emphasis - especially the last word on a matter palm(s) down finger tips and thumbs touching each other on authority, strength, dominance opposite hands ('steepling') thoughtfulness, looking for or explaining connections or palm up and moving up and down as if weighing engagement striving for or seeking an answer steepled fingers pointing forward hand(s) on heart (left side of chest) thoughtfulness and barrier seeking to be believed palms down moving up and down, fingers spread finger pointing (at a person) seeking or asking for calm, loss of control of a group or aggression, threat, emphasis situation finger point and wink cracking knuckles acknowledgement or confirmation comforting habit, attention-seeking finger pointing (in the air) interwoven clenched fingers emphasis frustration, negativity, anxiousness finger wagging (side to side) index finger and thumb touching at tips warning, refusal satisfaction, 'OK'
  • 45. Mirroring Or Matching Body Language When body language and speech characteristics are mirrored between people this tends to assist the process of creating a mutual feeling of empathy, understanding, and trust). The term synchronized is arguably a more accurate technical term because mirroring implies visual signals only, when the principles of matching body language extend to audible signals also speech pace, pitch, tone, etc. When another person displays similar body language to our own, this makes us react unconsciously to feel, "This person is like me and agrees with the way I am. I like this person because we are similar, and he/she likes me too."
  • 46. Mirroring Or Matching Body Language Speech pace or speed is an example. When you are speaking with someone, first match their pace of speaking, then gently change your pace - slower or faster - and see if the other person follows you. Often they will do. People, mostly being peaceful cooperative souls, commonly quite naturally match each other's body language. To do otherwise can sometimes feel uncomfortable, even though we rarely think consciously about it.
  • 47. Mirroring Or Matching Body Language When another person leans forward towards us at a table, we often mirror and do likewise. When they lean back and relax, we do the same. Sales people and other professional communicators are widely taught to mirror all sorts of more subtle signals, as a means of creating trust and rapport with the other person, and to influence attitudes. Mirroring in this conscious sense is not simply copying or mimicking. Mirroring is effective when movements and gestures are reflected in a similar way so that the effect remains unconscious and subtle. Obvious copying would be regarded as strange or insulting.
  • 48. Body Language and Seating Positioning Lots of unnecessary friction is created in work and communications situations due to ignorance and lack of thought about seating positions. The “science” of where people sit in relation to each other, and on what and around what, is fascinating and offers opportunities for improving relationships, communications, cooperation and understanding.
  • 49. Body Language and Seating Positioning Here are some guidelines: If you cannot arrange the seating give a very deliberate thought to the seating positions before you sit down. Don't just let it happen because commonly, strangely, people often end up sitting opposite if free to do so. Sitting opposite someone across a table or desk adds a barrier to the confrontational set-up and can create a tension even when the relationship is good and strong. Sitting at a diagonal angle of about 45 degrees to another person is a comfortable and cooperative arrangement. This is achieved naturally by both sitting around the same corner of a square table
  • 50. Body Language and Seating Positioning Here are some guidelines: The 45-degree rule is approximate, and anyway under most circumstances seating angles are influenced by furniture and available space. Importantly, simply try to avoid opposite or side-by-side positions. Low settees and easy-chairs and low coffee tables cause people to sink and relax back are usually unhelpful for work meetings. For this reason much seating in hotel lounges is entirely unsuitable for work meetings. People naturally are more alert and focused using higher formal table and chairs.
  • 51. Identify Skills Needed to Achieve Your Goals Relationship selling. Telephone skills. Asking questions. Using evidence. Handling objections.
  • 52. The Three Basic Characteristics Employers are looking for • The Ability to get things done • The Ability to Solve Problems • The Ability to work with Others
  • 53. Be Prepared on How You Will Answer Tricky Interview Questions • Why should we hire you • Why do you want to work here • What are your greatest weakness • Why did you leave your last job • Describe a problem situation and how you solved it
  • 54. Be Prepared on How You Will Answer Tricky Interview Questions Cont. What accomplishments are you most proud of What are your salary expectations Tell me about yourself (Practice how to answer these questions)
  • 55. The Car Method Context: Tell them a story about some of the things you have been involved in Action: Tell them what actions or ideas you took or had Results: Let them know what the results were
  • 56. Be Prepared For the Close You Must Ask For the Order At the end of the conversation, The employer may ask, “Do you have any final questions?” This is your opening to say, in your own words, “I want this job.” You must tell the employer that you want to take the next step. “Is there anything standing in my way “
  • 57. Cambridge University Research Shows How Amazing How Our Minds Can Actually Work
  • 58. I cdnuolt blveiee taht I cluod aulaclty uesdnatnrd waht I was rdanieg. The phaonmneal pweor of the hmuan mnid Aoccdrnig to rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in waht oredr the ltteers in a wrod are, the olny iprmoatnt tihng is taht the frist and lsat ltteer be in the rghit pclae. The rset can be a taotl mses and you can sitll raed it wouthit a porbelm. Tihs is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the wrod as a wlohe. Amzanig huh?
  • 59. Things to Remember Before you Respond • Never respond before you are absolutely sure what they are saying • Asked a closed question if you think you know. • If your assumption was wrong ask an open ended question to get them to elaborate, then again a closed question for verification.
  • 60. Be Aware of Who You Are WATCH YOUR THOUGHTS; THEY BECOME WORDS. WATCH YOUR WORDS; THEY BECOME ACTIONS. WATCH YOUR ACTIONS; THEY BECOME HABITS. WATCH YOUR HABITS; THEY BECOME YOUR CHARACTER. WATCH YOUR CHARACTER; IT BECOMES YOUR DESTINY.
  • 61. Fixing Your Objective is like Finding the North Star You sight your compass on it and then use it as the means of getting back on track when you tend to stray."
  • 62. At the time when you are worthless and give up... Its time to take the silver out of your hair The gold out of your teeth The lead out of your pants and junk you
  • 63. Remember when you go into an interview set a goal and achieve that goal. Don’t allow fear to guide your response When you are prepared you will be more confident Learn from your mistakes and don’t be afraid of making them Remember you are not worthless

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