Market Yourself as a Resource

By Chris Lytle

Dare to Be Different
Too many salespeople think of themselves as a source instead of a resource.

I like this advice in Don Pepper's book, Life's a Pitch and Then They Buy.

"The goal of a prospect management program is to stay in every prospect's 'line of sight' as long as possible, unobtrusively and cost-effectively -- to keep the relationship between you and the prospect open. Eight months or eight years from when you first meet someone or talk to someone on the phone, you want that person to remember you well enough to give you some consideration when he chooses a new vendor. Concentrate on providing something of value to a prospect on a regular basis."

The other day, I got an e-mail from a former speaking coach of mine, Sandra Shrift. She had attended the National Speakers Association Annual Convention. (I hadn't.) I am publishing it below because it shows you exactly how to become a resource -- summarize the key points of a conference, keynote, book or article and send that information to people in your contact list. She wrote:

I just returned from the National Speakers Association convention. We were stretched, entertained, inspired and moved to action. Here are my top 10 take-aways:

1. Take the risk to be different.
2. What is your noble purpose? What legacy do you want to leave?
3. Focus on the bigger picture. You will fall down; get up and fall back on others.
4. Your audience will forget your content but not how you made them feel.
5. Belief comes before behavior. When you have a belief, the behavior will come.
6. Look for the solution, not the problem.
7. People don't fail, they give up.
8. "Learn to see invisible opportunities when other people see limitations."
9. When you tell stories, they remind us of our values, aims and goals. Stories are history that forms the future.
10. "The greatest thing you'll ever learn, is just to love and be loved in return." ("Nature Boy")

Thank you for sharing, Sandra.

What valuable information do you have that is worth sharing with your prospects and customers? When will you summarize and share it?

© 2007 Apex Performance Systems
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