UBC Speaker Series 11 mar2013 personal brand-full


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Personal brand development presentation to UBC Pharmaceutical Sciences students.

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  • Chances are you've been hearing and reading a lot about personal branding lately. This is good and bad.The good – people are learning why defining their personal brand is step one for healthy career management and job search acceleration.Whether or not you accept it, in today's job market, no matter what industry, personal branding is not optional.The bad – misinformation about branding is rampant. Consequently, misconceptions abound. If you've come to the conclusion that branding is all about self-promotion, narcissism, and making big money by marketing yourself, you've been listening to the wrong people.More good news – you already have a personal brand. Your brand is your reputation – the perception of you held by the external world. Your brand is the unique combination of personal attributes, values, drivers, strengths, and passions that define you. Your brand helps those assessing you determine whether they should hire you or do business with you.The brand development process empowers you with a firm understanding of what differentiates your unique promise of value from your job search competition.Another great thing about knowing and communicating your brand is that it helps generate chemistry and attracts recruiters, employers, and hiring decision makers.
  • Re; objective...these steps can also apply to your clinical service project.Why is it important? It’s a personal brand and value proposition; so it should be all about you, right?Your accomplishments. Your history. Your personality. Your unique perspective. Right?  Wrong. If your personal brand is all about you; no one is going to care. You will be ignored. People will yawn.Your personal brand needs to answer WHY: Why do they or should they care?
  • Effective personal brands convey the value that you bring to others and exactly what they are going to get out of a relationship with you. This means that your personal brand shifts, changes and adapts to new circumstances and new audiences. Its malleable, just like your personality or your appearance.If you aren’t sure of the most important question of your personal brand, “Why do they care?”, you can build it by answering the three foundational personal branding questions. You can use these questions to build your “general” brand or apply them to specific situations, to help you personalize your brand for every interaction.Question #1: Who is your audience? If you don’t know your audience, you really can’t go any further. After all, your personal brand is all about them, right? The more clarity and specificity that you can describe your audience with, the more effective you will be.Question #2: How can you help them? Now that you know your audience, its important to identify exactly what they want and what you do to benefit them. Start by identifying their problem and the difference in their results if they build a relationship with you.Question #3: What makes you different? Surely you are not the only person in the world who can solve their problem, so why should they choose you? This is where your personal brand will shine! In this question, its okay for it to be about you.Now that you have answers to the three foundational questions, its time to go back to answer the essential question, the foundation of your brand, Why Do They Care? A simple, effective way to answer this question is to frame it like this: I help [your audience] solve [their problem] by [your differentiator].
  • Are you comfortable talking about yourself in this way? More importantly, are you prepared to talk about yourself in this way – packaging your talents and accomplishments – showcasing them and presenting your value internally within your organization and externally within your chosen field and community? How can you develop this ease, confidence and comfort that is considered very difficult by many people?Many people view it as a task, so it can come across as insincere and ineffective. The first step is to change your mindset and embrace personal branding as a required competency in taking charge of your career and executing a successful career management strategy. A core competency that can become so effortless and second nature that you don’t even realize you are doing so. Easier said than done! Let’s walk through some techniques for developing this core competency.
  • Empower yourself by knowing what you have to offer, what you want, and how to ask for it. Your ability to market your talents, accomplishments and value inside your organization and within your profession, industry and community are a key part of enhancing your brand. The demands we face today include an unpredictable economy, very competitive and specialized marketplace, globalization, changing demographics, and strong leadership skills by all levels. In order to be successful, it’s critical to set yourself apart.
  • Practicing these “3 P’s” are effective techniques for establishing your personal brand and marketing yourself resulting in a more fulfilling and focused career. Remember, the best person to manage your career is you, and the best person to market your talents, accomplishments and value is you!
  • The reason that value is so important is that, in most cases, employers don’t make a decision or choice because they want to. They do so because they need to. There is some pressing concern or challenge that they must address – or there will be consequences.These consequences are the costs associated with not making the choice or decision, also known as the cost of doing nothing. The higher the cost, the more likely, and the more quickly, the decision will be made – and the less important price will often become. So don’t lose a potential employer to decision ‘inertia.’ Give them a reason to make a choice – and make that choice you.To do this, you have to provide true value. But remember that value is defined by the employer – and each employer or potential employer may define value differently. This is why you will need to ask questions to determine their needs and challenges. Only then can you offer relevant – and valuable – solutions. This is also why you may need to create different presentations for different types of employers or prospects. The issues facing an independent Pharmacy startup can be vastly different from those of established Pharmacy chains on the verge of declining sales and profit or layoffs. The value you can potentially provide will be too. 
  • Last, but not least, when practicing the “3 P’s”, Deliver it with the UTMOST CONFIDENCE and do not limit your efforts internally within your organization. Be sure to incorporate external initiatives – reach your efforts outside of your organization with equal importance. The venues you should take into account include your team, function, organization, business, industry, profession, media, community, academics, professional associations, family, friends, and other social groups.Once you create an effective branding and marketing outlook, you will find it to be a natural process that you do not even realize you have engaged. Be consistent with your presentation in everything you do and everywhere you go with the same core message.Once you embrace the concept of the 3P’s as a powerful way of achieving self-actualization – knowing your value, setting goals that allow you to do what brings you the most passion and achieving a higher sense of accomplishment, then you should create a PVP.
  • Business Executives set value propositions for their products/services — their target market segments, the benefits they provide, and their prices. It's why a customer should buy the product or service.But value propositions go beyond just products and services. Your personal value proposition (PVP) is at the heart of your career strategy. It's the foundation for everything in a job search and career progression — targeting potential employers, attracting the help of others, and explaining why you're the one to pick. It's why to hire you, not someone else.Sometimes called an ‘elevator pitch,’ your Personal Value Proposition, or PVP, should summarize and synthesize the value you provide as an employee and to potential employers. Without providing value, career business development can be challenging - and will be based mainly on hope or luck, neither of which is a good career strategy.
  • The PVP begins with a target. You'll prefer some directions, not others. Targeting will make you most effective. I.e. Independent, banner or chain.Identify your strengths. May sound obvious, but what you know and what you can do are the foundation of your PVP. Hone in on what those are.Don't leave it up to the employer to figure out your strengths. Let your PVP tightly connect you to the position. Connect the dots for them.  Consider their perspective and know why they should hire you or promote you.Your strengths may be what an employer is "buying," but your achievements are the evidence you have those strengths. They make your case convincing. Some people prepare a non-confidential portfolio to showcase that evidence in a vivid way. They collect reports they wrote that had impact. They pull together facts on measurable achievements such as sales growth or cost reduction.Finally, think about your presentation. Long-term success will often be based on your visibility within that initial three-month window, and your interviewer wants to know what you will look like in the role and what impact you might make.Too many candidates concentrate on content — far too much of it — forgetting that a potential employer is really trying to find out whether you fit the part. 
  • So if you're interviewing for a job, plan to be asked the question: "What do you hope to achieve in your first three months?” First, approach this question — and indeed, every interview question — as an audition. Imagine your interviewers running a movie in their heads where you are sitting working with their team, presenting to their boss, or talking to customers.Second, beware of extremes. The savvy candidate knows to take some care before jumping in with proposed improvements, but this often leads to bland over-caution: "I wouldn't make any changes until I had learned a lot more about the organization and consulted with my colleagues." Blah, blah, blah...That answer is not only predictable, but a little too safe for most jobs.At the other end of the spectrum is the candidate who tells the organization every mistake it's making and offers to give things a pretty big shake-up — usually enough to put the interviewers' backs up. Other candidates clearly promise more than they can deliver, or reveal a naive view of what is possible.The best answers take a middle ground, effectively saying, "Yes, I will learn and listen, but I will also get on with things.“ It's unwise to be deeply critical of the organization — the system you are trashing could be the brainchild of one of the people in the room. Better approaches use phrasing such as, "This is the approach I would take..." or "Here's something I have tried elsewhere which I believe could help you." Try presenting changes as suggestions open to questioning — the beginnings of a strategy rather than the whole deal. Throw in some quick wins — short-term results that can be obtained at minimal cost without treading on anyone's toes.
  • When most people think about networking it seems insincere at best — and selfish at worst. This, of course, is the complete opposite of what networking is supposed to be — friendly, useful, and genuine.It’s easy for most of us to be friendly and useful with people we know. However, because networking is a “business activity” it’s easy to think that we need to act in a different way.Unfortunately, most networking strategies come across as pushy, needy, or self-serving — even though the people using them rarely act that way in day-to-day life.You don’t need to know the most people, just the right people.  There is no need to shotgun your business cards across the industry or to pepper everyone with emails. Instead, focus on finding people that are relevant to you. As time goes on, you can decide if the interests that you share with someone are worth pursuing further. It’s better to have 5 people willing to help you out than it is to have 500 that simply know your name. Networking is not about who you know; it’s more about who knows you.Don’t worry, there are definitely genuine ways to self–promote. So, in the spirit of helping everyone become a better networker, here are 10 networking tips, which from my experience, actually work.
  • Depending on the situation, aim to complete your PVP in less than 20 seconds. Less is more: lots of powerful points in very few words make a much bigger impact than a lengthy statement. End in question.Look at how you describeyourself as a person - what's different or special about you compared with all the others? If there is no difference, you must find a way to create one. Aim high. Be realistic of course, but aim to be the best and to lead in some way, in whatever specialties you are passionate about.Always prioritise helping and giving to others ahead of taking and receiving for yourself. You must give in order to receive. Be helpful to others and you will be helped in return.Integrity is vital for trust to develop. Trust is simply not possible without integrity. Building trust is essential for growing a strong business network. Empathy and effective listening greatly assist the process of building trust. Following up is also a vital feature of building trust and reputation.Don't go aimlessly after every networking opportunity which comes your way; instead try to find networks which already function well or have the potential to do so; and consider and decide which sort of groups and contacts where you can be most helpful, as well as they should be able to help you.
  • 6. It is important to know exactly what you want, because you will be asked - very directly by powerful potential contacts - and you will need to give a clear answer.7. Networking only produces good results when it is followed up. Follow up is a matter of relevance and commitment: If a contact or referral is not relevant, then say so, which avoids any expectation of follow up. If there is relevance, follow it up, in whatever way is appropriate for the situation. Within 48 hours. 8. Be confident, positive and enthusiastic, but do not let this develop into pressure on the audience, or a sense of your trying too hard.9.Business networking is a form of marketing. All forms of marketing benefit from strongly focused activity, which is necessary first: to create awareness, and then to build relationships. Be continuously open to unplanned networking opportunities, which can arise at any time.10. Being a balanced person enables low stress and a feeling of assurance, which are very useful characteristics in business networking situations, having good life balance contributes directly to the level of faith people have in you.
  • The goal of networking should be to help other people. Yes, it would be nice if they helped you out as well, but networking is a two–way street. And your side of the street is all about helping others, not asking them to help you.Asking for favors should only become a possibility once you have learned more about the person and provided some value to them.  The fact that you reached out and made contact with someone does not put them in your debt.Take the time to listen to people’s stories. You can only provide something of value to them if you listen to who they are and what they do. It’s far more important to understand their needs before you tell them about your needs. Your goals should not be on the forefront of your mind. You’re trying to develop a relationship with someone, it’s your job to understand the people in your network, where they are coming from, and what’s important to them.Start by focusing on being friendly and helpful.  This is the number one tactic you can use to build your network. Did you read a book that someone in your network will enjoy? Tell them about it, send them a copy. Are you using something that would help a friend with a project they are working on? Email it to them. Hear a new music album that a someone might enjoy? Send it their way. Building your network is the same as building friends. Be interested in what they are doing and offer friendly suggestions when you can.The idea of doing this seems foreign to many people, but it is actually quite easy. Do you know two people who enjoy reading the same type of books? Or like the same sports teams? Or love reading about history? Or work in the same industry? You get the point. Don’t make it hard, just introduce the two of them by sharing their common interest. They can decide if they want to pursue the relationship further.What You Should Do Now. You don’t need to be a master to start building your network. Just taking a moment to reach out is a big step that will help most people. Sharing useful information and connecting like-minded people are simple actions that everyone will appreciate.
  • Brand is the sum of the perceptions that are held about you, your company or your products. This includes perceptions held by both external and internal audiences and stakeholders. Brand is how people think and talk about you when you’re not there. How does this translate? A brand is a person’s emotional response -a gut feeling about you, an organization, a product, or a service. In essence, your customers or potential employers own your brand, you do not. You don’t have direct control of the perceptions held by them.Does that comfort you or make you wince? If you’re just starting out, think about how fellow students at high school thought about you. Did some of them mistake your bubbliness as flaky? Or did they mistake your shyness as aloofness? Been there!
  • Branding is the universe of activities you undertake that affects those perceptions. In order to effectively build a positive brand perception, you must engage in both internal and external activities which are aligned to deliver a consistent impression of who you are.How does this translate? Branding is not about stamping a trademark on everything, but guiding and managing relationships with your customers or potential employers. You’re branding yourself right now as an individual part of the Pharmacy family collective and your future practice.  Realize that you only have partial control of the perceptions with your branding activities.Are you confused with branding jargon? Do you think your logo is your brand? Can your customer make a distinction between you and a similar Pharmacy?I know that a few marketing terms can be intimidating, and after learning how branding affects my business and my personal brand, you can also learn how to cultivate affection from your potential employer or your customers and manage your brand.People may not remember exactly what you did, or what you said, but they will always remember how you made them feel.
  • There are two kinds of Branding; horizontal and vertical. And these can be applied to a personal brand.Horizontal branding is that your message; your position; in peoples perception is that you are universal; a mile wide and an inch deep. Vertical branding on the other hand is that your position in peoples perception is that you are unique; that you are an inch wide and a mile deep.
  • A Horizontal brand is a mile wide and an inch deep. One thing for a bunch of people. I.e. Walmart always the low price for everyone.A Vertical brand is an inch wide and a mile deep. A bunch of things for one person. I.e. Starbucks makes every drink for the individual based on the unique preferences of the customer; whatever way you want it; you can count on getting the same drink at any of their locations. And they charge accordingly.
  • Branding isn’t so intimidating.It’s a journey; but not a random one; the destination should be known.
  • However it is a marathon; not a sprint; even though the destination is a known one for both sprinters and marathon runners.Brand perceptions are created over a longer period of branding activity.
  • What’s brandable? Many people think that personal branding is just for celebrities. In short, everything in today’s world is brandable; products, services; and including people. The difference between today and over ten years ago when it was first mentioned by Tom Peters, is the rise of social technologies that have made branding not only more personal, but within easy reach for many.But remember: your brand is not a logo, identity, or product. Branding is the system of activities, your logo and ID system are only one small part of it.Knowing the difference between “brand” and “branding” as two distinct things will give you an edge in your clinical service project, or as a candidate for a potential employer or especially as an entrepreneur. Branding doesn’t have to be elusive or overwhelming.  It’s just a matter of understanding what parts you can control and which part you cannot.Think of politics. Did you cringe? Imagine slipping on a pair of your favorite shoes… Which one did you visually try on?  That visual prompt is an emotional response, whether good or bad. Knowing that, will you continue to align yourself with that political party or buy shoes from that company again?What perceptions do these “brands” invoke. I bet it’s similar but a little different for everyone in this room. Donald Trump will show you how to get rich. Martha Stewart will show you how to look good. Google will search for stuff. BMW will make you feel safe.
  • To begin building your brand, ask yourself these questions:Who are you? What do you do? What makes you unique? Why does it matter? The answers are in your DNA. And it’s at the very core of you.Your personal passions, your interests. Your career goals. Your professional practice interests. In the end, your business brand and your personal brand is a living organism and the foundation of a good brand is trust. By consistently aligning yourself with your outlined goals and values, you beget trust -even when it’s not easy or convenient. Strive to beat your customer’s or potential employer’s expectations, make their experience exceptional, and your brand grows in direct proportion.
  • A few years ago, I watched a TED video with Simon Sinek and his lecture got me jazzed – I shared this video with you in last week’s pre-reads. This is a powerful piece of knowledge when it comes to today’s marketing. Simon made a discovery about how innovators (MLK, Jr, the Wright Brothers, and Apple) talk the same language as they begin any endeavor. Their communication is different than others, in that they talk from the inside out -beginning with “I believe.” What helps is that Simon codified his discovery by creating the Golden Circle of communication for the rest of us.As defined by Simon, he contends that: Typical Organizations begin with: What, How, Why? Very few organizations and people know ‘why’ anymore and I believe this is why they fail.Inspirational Leaders begin with: Why, How, What? Remaining true to their core and their belief, is why I believe they thrive.By defining your mission based on inverting your communication, you’ll discover your core purpose. In the video, Simon converts Apple’s current message with a typical organization formula (What, How, Why) contrasting it to their true message (Why, How, What).It’s profound. And it’s been said before, but for some reason, he said it in a way I could understand – I hope you do too.
  • What do you believe? What gives you a positive attitude with passion? And keeps you going when the going gets tough.What’s your purpose, your values and your goals? What makes you happy?Invert your communication and you’ll discover your core purpose.People don’t buy what you do, but why you do it. They believe what you believe. Same for your clinical service or personal brand.
  • Are you conveying the ‘why’ in your mission?Why becomes necessary and therefore, gives us all a purpose for being.What’s your personality? How do others see you? What is their perception of you and your brand?
  • What 3 or 4 adjectives best describe the value you offer? What words do you use to define your personality? Start by listening to how others introduce you.Once you pinpoint what you feel are the right kinds of words, it’s a good idea to consult a thesaurus to precisely nail the exact words. Some examples: Collaborative, resilient, forward-focused, risk-taking, connected, reliable, international, visionary, diplomatic, intuitive, precise, enterprising, ethical, genuine, accessible. I.e. Friendly, likes meeting new people. Plays well with others. Can always count on her. He sees the problem not just the symptoms.
  • Your Brand promise is emotional.How many times have you made a decision based on feelings? “I’m going with my gut” “This just doesn’t feel right” “My heart isn’t in it.”How many times have you asked yourself, “Why should I do this? Why did this happen? Why is she so stubborn? Why are we here?” Understanding the “Why” as the core purpose for living and creating will help us achieve the sustainable endeavors we strive to build.And this is why I’m jazzed. Leading with “why’ has lifted a huge weight off my shoulders. When I use “why” to lead any endeavor, I can lead with purpose knowing that…“Why” is the reason/purpose of pitching my story“Why” is the purpose of a new product or service“Why” is the reason I want to make the public aware of the great things Pharmacists do“Why” gets me up in the morning
  • People may not remember exactly what you did, or what you said, but they will always remember how you made them feel.It’s all about the experience; the feeling.What emotional benefits does your personal brand deliver; I’m friendly, I like to have fun, I never give up, I like people and they like me.For your clinical service project; what are the applied benefits of the benefit?
  • Your clinical service brand and your personal brand needs to be better than anyone else on at least one value.This is where you need to craft and position your personal value proposition or brand your clinical service idea.You can be like everyone else and look like everyone else; however build your value proposition around some point of distinction.And it should be around your dominant strength.
  • Your dominant strength is unique to you. Only you know what it truly is and what you want it to be.If you want to know what they [your customers or potential employers] think of you or your clinical service: ask.Any description that they can provide will help you understand if external perceptions are aligned with yours. If not, adjust, embrace, and move forward. Listen very closely; you might find unique points that you never thought of that you can use in your value proposition.Feel free to ask again and again - it’s almost like an employee review inverted.Example Questions to Ask: Ask open ended questions to find what’s truly unique about your brand. When you think of this clinical service idea, what comes to mind?What adjectives would you use to describe your perceptions about me or my brand?Try not to ask close-ended questions such as: would you buy this clinical service? Or What do you think about me?You’re trying to find out unique feelings.
  • What’s your story going to be? Discovering your brand.The single biggest mistake people make is that they either brand themselves just for the sake of doing it or that they fail to invest time in learning about what's in their best interests. The key to success, and this isn't revolutionary, is to be compensated based on your passion. In order to find your passion, you need a lot of time to think, some luck and you need to do some research off line and online to figure out what's out there.Brand discovery is about figuring out what you want to do for the rest of your life, setting goals, writing down a mission, vision and personal brand statement (what you do and who you serve), as well as creating a development plan. Have you ever been called intelligent or humorous by your peers or coworkers? That description is part of your brand, especially if you feel those attributed pertain to you.What are you saying? How are you setting your branding stage?
  • After you spend the time on your personal branding, it’s time to showcase it to the world, especially your ideal audience. Don’t be fooled by the myth that if you build it, they will come. Unless you’re the luckiest person on earth, you’ll have to actually communicate everything you’ve created to others.Have you attended a networking event or made any new connections? What about the Pharmacies you just did your rotations at or still working at? These are your networks?They are the best places to try out your PVP and craft them until they roll off your tongue with ease and come from your heart.You might not get it quite right the first few times but if you keep working on it will get better every time you tell your story. Listen to what people say and the questions they ask; you’ll know pretty quickly if they get your value proposition and brand.
  • You cannot build a brand without a website and you cannot grow your brand without content and social media. If you have no online presence; you don’t exist. Where should you start with online media? In my view, these are the most important 4 to start with; although right now it could be argued that Pinterest should be there as well. It’s growing faster than any of these did.Start with a LinkedIn profile, build it to 100% complete; and begin connecting, recommending and endorsing people. Build a network for professional contacts. Note: LinkedIn is NOT Facebook for business! Don’t post personal stuff!Then work on the next channel that works best for you; until you have them all covered.Excuses like “I don’t have time” and “I don’t know what to write about” need to go. A static, unprofessional online presence won’t attract new visitors or new opportunities. A person who wants to succeed will invest the time necessary and make a habit of reading, writing and becoming immersed in their industry. A brand that communicates value is more attractive online. Will you start today?Blog?; you might say I haven’t got anything to say; well you’ve written papers for this course; why not use them?
  • To recap...What is a personal brand? A personal brand is the way that you communicate your unique value, which influences the perception that others have of you. How they introduce you will get you started on the discovery process.A brand is not just a website or logo or other tangible items. What other stuff shows up in online searches when you goggle your name? Is it good stuff with quality links or nothing?A brand is a message. Brand is how people think and talk about you when you’re not there. Branding is the universe of activities you undertake that affects those perceptions. And all the parts need to work together.
  • The job market has become extremely competitive and being capable is no longer enough to get a job. You need to know and promote your unique skills, because employers are looking for the candidates that can offer them the most value. There are unique qualities that you possess and cannot be taught which you must exploit to your advantage. By having a strong personal brand, you increase your chances of demonstrating your creativity, work ethic and specialty. You are never going to be paid or hired for what you know, but for what you do; with what you know.
  • Develop a plan for how you will begin developing your personal brand and put it into action whether you think you are ready or not. You are ready. When you begin to think you are not ready, remember, both success and failure are largely results of habit. Success is about MIND SET not your SKILL SET.  You have to commit to what you are going to do and work diligently to achieve it. Your brand is developed by what you learn and are able to share with others.
  • The work involved in uncovering and defining your brand may seem daunting, but your efforts will benefit you immeasurably. In job search, developing and communicating your personal brand can pre-qualify you as a good fit, clearly showcase why you’re the best hiring choice; and position you to land your next great gig.Paint your personal brand picture; prepare, package and present it with a powerful personal value proposition.And always remember, that it’s a journey; but not a random one; the destination should be known.
  • Woo Hoo; we’re done!To your business and professional success, thank you.
  • UBC Speaker Series 11 mar2013 personal brand-full

    1. 1. UBC – Pharmacy | Speaker Series retailSOS.ca | Gerry Spitzner March 11, 2013
    2. 2.  Objective; define your personal brand and create a personal value proposition for your job search.  Thoughtstarter  Marketing of You | 3 P‟s of Personal Marketing  Personal Value Proposition  Business Networking  Personal brand and branding 2retailSOS.ca | Gerry Spitzner
    3. 3.  Your Personal Brand is Not About You; Its all about them.  The 3 foundational questions of your personal brand ◦ Question #1: Who is your audience?  The more clarity and specificity that you can describe your audience with, the more effective you will be. ◦ Question #2: How can you help them?  Start by identifying their problem and the difference in their results if they build a relationship with you. ◦ Question #3: What makes you different?  Showcase your personality, your past success or your innovative ideas. In this question, its okay for it to be about you. retailSOS.ca | Gerry Spitzner 3
    4. 4. •Do you know your value – your unique differentiators? •Can you define your personal brand? •How easily can you articulate that brand? •Do you actively work on enhancing your brand? 4retailSOS.ca | Gerry Spitzner
    5. 5. Identifying and marketing your personal brand is an essential core competency for managing and sustaining a successful career. 5retailSOS.ca | Gerry Spitzner
    6. 6.  Preparation ◦ conduct your due diligence; define and identify your brand  Packaging ◦ create your portfolio; create and build your brand  Presentation ◦ deliver your message; articulateand enhance your brand 6retailSOS.ca | Gerry Spitzner
    7. 7.  Know your value/Self assessment ◦ Skills, competencies, accomplishments, strengths, limitation s, interests, values & aspirations, input from others  Differentiating factors ◦ Your unique characteristics, traits and/or experiences you have to offer that set you apart  Network ◦ Build, maintain and nurture long lasting relationships. Ask questions to determine their needs and challenges 7retailSOS.ca | Gerry Spitzner
    8. 8.  Content expertise - establish specific niches, functional and/or technical expertise  Goals - create mission for career, set goals (short and long term), have a plan  Positive attitude – „positivity‟ and sense of humor are most important in setting a strong foundation  Craft and articulate a clear and concise message retailSOS.ca | Gerry Spitzner 8
    9. 9.  Maintain resume, bio, CV and/or portfolio regularly  Keep copies of performance reviews, awards, articles, presentations  Create a history of your track record “scrapbook” of talents & accomplishments  Obtain references and recommendations, quotes, testimonials and other relevant credentials 9retailSOS.ca | Gerry Spitzner
    10. 10.  Serve on committees, volunteer professionally and personally  Expand your network and enhance your visibility  Be well read and stay current in your field, continued learning  Create key alliances & partnerships, align with people you admire/respect retailSOS.ca | Gerry Spitzner 10
    11. 11.  Strong communication - active listening and interpersonal skills  Be concise and assertive - clearly articulate your desires, value and “brand”  Practice your delivery again, again, again …..and again  Constantly be re-crafting it to find what works and keep it current 11retailSOS.ca | Gerry Spitzner
    12. 12.  Maintain give approach – practice professional etiquette  Be pro-active and strategic with your efforts to be visible - think big picture  Be your own advocate - know when to reach out to key contacts for support  Never burn any bridges - always leave positive impressions! retailSOS.ca | Gerry Spitzner 12
    13. 13.  CONFIDENCE is how it all comes together – your preparation, your packaging and presentation!! ◦ Don‟t limit efforts internally within your organization ◦ Be sure to incorporate external initiatives ◦ Take into account everything around you ◦ Create an effective branding and marketing outlook ◦ Be consistent across all platforms ◦ Embrace concepts as a way of achievingself-actualization 13retailSOS.ca | Gerry Spitzner
    14. 14. How do you develop a powerful PVP? retailSOS.ca | Gerry Spitzner 14
    15. 15.  Set a clear target. ◦ One that needs what you have to offer. You'll prefer some directions, not others. Targeting will make you most effective.  Identify your strengths. ◦ What you know and what you can do are the foundation of your PVP. Hone in on what those are.  Tie your strengths to your target position. ◦ Don't leave it up to the employer to figure out how your strengths relate to what he /she needs. Connect the dots for them.  Provide evidence and success stories. ◦ Strengths may be what an employer is "buying," but your achievements are the evidence you have those strengths. retailSOS.ca | Gerry Spitzner 15
    16. 16.  How to “connect the dots”. ◦ Plan on this question; “What do you hope to achieve in the first three months?” ◦ Approach every interview question as an „audition‟. ◦ Beware of extremes ◦ Take the middle ground ◦ Present changes as suggestions – be open to questions ◦ Tie your strengths to the needs of the target position. retailSOS.ca | Gerry Spitzner 16
    17. 17. The idea of networking makes many people uncomfortable… or confused. It‟s easy to see why. 17retailSOS.ca | Gerry Spitzner
    18. 18.  1. Elevator speech. ◦ Describe yourself concisely and impressively.  2. Be different. ◦ Differentiate yourself. Aim high. Be best at something.  3. Help others. ◦ Help others and you will be helped.  4. Personal integrity. ◦ Integrity, trust and reputation are vital for networking.  5. Relevant targeting. ◦ Groups and contacts relevant to your aims and capabilities. 18retailSOS.ca | Gerry Spitzner
    19. 19.  6. Plans and aims. ◦ Plan your networking - and know what you want.  7. Follow up your commitments and promises ◦ Following up meetings and referrals makes things happen.  8. Be positive. ◦ Be a positive influence on everyone and everything.  9. Sustained focused effort. ◦ Be focused - and ever-ready.  10. Life balance. ◦ Being balanced and grounded builds assurance. 19retailSOS.ca | Gerry Spitzner
    20. 20.  Network with the intention of helping other people, not yourself. Don‟t expect anything.  Networking is more about listening to what people say; ◦ Rather than saying the right things or what you want to tell them.  Start by focusing on being friendly and helpful. ◦ #1 tactic - simply spread information in a friendly & helpful way.  Develop the habit of introducing people. ◦ Connecting like-minded people is a powerful way to enhance your network.  What You Should Do Now retailSOS.ca | Gerry Spitzner 20
    21. 21. What‟s the difference? 21retailSOS.ca | Gerry Spitzner
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    24. 24. Horizontal Brand Vertical Brand retailSOS.ca | Gerry Spitzner 24
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    44. 44.  Want an electronic copy of this of this presentation with bonus links? ◦ Email me; gerry@retailSOS.ca  To your business and professional success, thank you for your attention.  Questions? retailSOS.ca | Gerry Spitzner 44
    45. 45.  Follow Twitter: @passion4retail  Connect LinkedIn: Gerry Spitzner  Web: retailSOS.ca  Blog: gerryspitzner.com  Email: gerry@retailsos.ca  Online Biz Card: gerryspitzner.tel  Online Biz Card: retailSOS.tel retailSOS.ca | Gerry Spitzner 45
    46. 46.  retailSOS.ca is a Vancouver-based retail consultancy guiding and supporting Pharmacy owners to create, engage and keep great customers by doing the right thing extraordinarily well.  Gerry Spitzner works as a management consultant with community Pharmacy owners to achieve results by aligning their vision and implementing marketing strategy with operational execution.  Drawing on 35+ years experience in drug store multi-site retail operations, Pharmacy ownership and the Pharmaceutical wholesale supply-chain; Gerry brings the leadership, knowledge and market awareness of ownership and business development to Pharmacy owners to achieve growth objectives. retailSOS.ca | Gerry Spitzner 46