One of my favorite books is “Selling Sucks” by author Frank J. Rumbauskas Jr. It’s a short book that talks about a handful of alternate strategies for getting clients. Last week I presented numbers1-6 and so below are strategies 7-12:

7 — SALES PROS ARE COMPETENT PUBLIC SPEAKERS

Go out and speak, speak, speak.

Trade show, Association meetings, weekly meetings, and chambers, networking groups. ANYWHERE your audience is.

8 – TOP SALES PROS THINK LIKE BUSINESS OWNERS

Prospects appreciate sales pros that understand there are only three things a business owner cares about:

He wants to make more money

Have fewer expenses

Increased efficiency

Showing business owners how to save time is like handing them cash.

If you can show him how to do one of these especially if it helps him solve a nagging problem – you will snag him as a client every time.

9 — SALES PROS ARE RECOGNIZED EXPERTS

“Few things will get you more sales and obliterate your competition faster the being perceived as an expert.” Experts dress professionally and prosperous; they speak clearly and confidently.

Create a leave behind (or send ahead) piece that contains your contact information as well as a few relevant news stories, press releases, and articles you have published. This will crush your competition and positions you as an expert. The fact is people prefer to deal with experts!

3 Ways to be seen as an expert:

1. Article publishing. Write at least one article per month and have it published on www.ezinearticles.com. Include a resource box with your USP and all contact info including website (yes, you need your very own website).

2. Press Releases. For $80 per release PRWeb.com will handle getting your press release published. It will show up in Google News and Yahoo News. This again positions you as THE EXPERT. You can forward links from Yahoo and Google to everyone and it will be very cool. I plan to check this one out!

3. News Query Services the third way to be seen as an expert is both the most expensive and least guaranteed to work. However when it does work it is terrific and outranks both article publishing and news releases combined. Join PRLeads.com for $99 per month and when a reporter needs a quote in your specialty you get to submit some stuff and if yours is picked you will be published in MAJOR publications.

10–TOP SALES PROS GET AND USE FREE PR

Think – INTERNET!

11 – TOP SALES PROS ARE INTERNET-SAVVY

Frank calls the World Wide Web the World Wide Prospecting Web instead. He recommends getting yourself a website of your very own and driving traffic to it. Two purposes for a website. FIRST and the very most important – capture leads. Secondly, credibility.

12 – TOP SALES PROS GIVE FIRST AND GET LATER

Create value by speaking and publishing good content with no expectations in return. This is the fastest way to grow your business.

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