Stop Cold Calling Now - Part 3
Build a Resource Website
Most professionals have what's known as a brochure website. This is a site that talks about what they do, how much they charge for their service and where their office is located. Problem is, people don't visit brochure sites more than once. There's no reason to do so.
If you have a brochure site, think seriously about converting it to a resource site. Load it with tips and articles and links to other great websites. Add your own articles and comment on what's going on in your industry.
Make your website a place where people will want to come back time and time again. Let them see you as the go-to-guy or gal in the process. As an added bonus, search engines like Google, MSN and Yahoo will place you near the top of their search pages when they see the changes you've made.
If you want to learn how to build your own free website (and free does not mean cheap) check-out Weebly.com. If you want to learn how to pimp out your site with video, slide shows, a blog, and accept credit cards, check-out TakeOnTheNet.com. You can find some wonderful Weebly training videos for under $20.
Stand Up, Speak Out
Look for opportunities to speak at meetings where your customers and potential customers are likely to gather. This includes associations, corporations, churches, PTA meetings etc. Virtually every organization needs speakers who have something interesting to share with their members.
You can find these organizations listed in the newspaper, on the Internet and through the people you know. Ask yourself who would be interested in what you have to say and give them the chance to invite you to speak at one of their meetings.
If you want more information on the subject, please listen to my interview with Lilly Walters entitled, "How to Profit from Free Speeches."
Write a Book
Writing a book is arguably the best way to position yourself as an expert problem solver. It separates you from the masses.
Imagine sitting on an airplane and talking to your seatmate about what you do for a living when they ask, "How do you know so much about this subject?"
You can answer by saying, "I wrote a book on the subject!" I like the sound of that, don't you?
Writing a book is a big undertaking but not so big that it's impossible. Think of your book as an accumulation of many smaller ideas (chapters). Create a file for each of these ideas and begin to gather your information today.
Spend the first few weeks accumulating and sorting your stories, facts and statistics and placing them in your file. You will be amazed at how quickly the information piles up. Soon you will have enough content to write a single chapter and then another and then another until you've written an entire book.
Now imagine one of your prospects picking up your book and seeing your name on the cover. Bingo! They've just moved you from salesperson to expert problem solver. That's quite a transformation.
These are only a few of the things you can do to position yourself as the expert in your field. There are some great books on the subject and many additional resources on Recognized Expert.
Strive to think differently about your business and how people see you. Remember, it's not who you know or who knows you - it's how people perceive you that matters most. Change the way your customers see you and it will change the way your customers treat you.
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