The highest rewards do not go to the most intelligent, the best prepared or the hardest working salespeople. The highest rewards go to the salespeople who are most willing to self-promote. Yes, it’s true! George Dudley and Shannon Goodson in their best selling book The Psychology of Sales Call Reluctance have found that across industry lines, the top producers are the self-promoters. What can we learn from them?
1.Effective self-promoters position themselves so that they get noticed. They manage their visibility. They are always working and developing their current network. However, they are always looking to develop new prospects and networks.
2.Effective self-promoters make sure that people remember them. One of my clients, a financial planner, is a CFP (certified financial planner) and a CPA (certified public accountant) plus he has massive experience in real estate development. A very small percentage of financial advisors have that distinction. He lets prospects know what percentage of financial planners are CFPs and what percentage are CPAs — which is very small percentage. People remember him.
3.Effective self-promoters are consistent in their proactive prospecting. They know their numbers. They know how many conversations that they need to have in order to land an appointment. They get into a rhythm of consistency.
In which of the three areas are you excelling? Which area do you need to improve?
How can you create a large income if you aren’t willing to let people know about your product/service? “Willing” is the operative word!
