6 Ways to Become a Trusted Advisor for Your Prospects and Customers

Want to know the secret to reach a whole new level in the sales game?

Transform the way people view you!

Prospects should perceive you as an expert - not a salesperson. You are a prime source of knowledge and insight that they can’t get anywhere else.

So how do you do that?

You have to position yourself as an authority. This includes an awareness of the newest facts and trends, and willingness to both share and interpret them. 

Here’s how to do it...

1. Be topical

Keeping up with your industry is a great way to position yourself as an expert. You don’t want a client to mention a major industry shift, only for you to stare at them slack-jawed. You want to be able to dive into the conversation with the latest updates!

But you don’t have time to crawl the internet every day, looking for news.

Fortunately, Feedly can do it for you. Feedly is a handy little tool that lets you accumulate blogs, websites, news, tweets, and more on any topic you select, all in one handy feed.

The free version provides up to three different feeds from up to 100 sources. But for $5.41/month, you also get access to Google keyword alerts, sharing functions to LinkedIn, and unlimited sources and feeds. Worth it.

2. Start a conversation

Anyone can share a link from an article on their LinkedIn or Facebook pages. But the pros contribute...

Post an article you don’t agree with, and explain why. Or add a few additional points that they might not have thought of. The idea isn’t to pull a “gotcha” on the author. It’s just to show your customers and prospects that you spend time thinking about the intricacies and nuances of your industry.

3. Share your insights

Say yo work in the pharmaceutical industry day in and day out, chances are you have a lot of insider knowledge... Same with tech, retail, beauty, books or restaurants. Don’t hide your genius! Publish your own newsletter or blog to share content and insights.

Tips for a successful newsletter or blog:

• Make it informative. The goal should be to share concrete information, not fluff and opinions.
• Boil a complicated topic down to its most basic elements, providing value to your readers.
• Don’t worry if you’re not Hemingway. Just try to write the way you talk, with simple phrasing and short sentences. If you’re worried about your grammar chops, use Grammarly for help.
• For content ideas, do research on a site like Ubersuggest. Type in a general industry keyword, and then click on Content Ideas. This will bring up other popular articles focused on that keyword. It’s a great start for brainstorming.

Once you’ve been writing for a while, try to get a guest spot on a reputable site in your industry. If you can add “As seen on [insert big deal industry website here]” to your blog or LinkedIn, think what it will do for your credibility!

4. Go live!

Hold “Office Hours” live on social media to share information, answer questions, and interact with your followers.

This is a great way to show that you’re confident enough in your niche that you'll put yourself in the hot seat.

5. Be a video star

People have short attention spans, and LinkedIn Live, Facebook Live or IGTV can be a perfect way to take advantage of that. Short, simple videos on these channels explaining a concept or providing advice on a topic are great ways to get yourself seen.

This allows you to share videos with your current followers, increasing the chances they will share and comment. Building engagement with your followers can increase your reach to new prospects.

6. Get podcasting

You don’t have to devote major money and time to building your own podcast from scratch. Instead, find a podcast in the same industry, and reach out to the host about a guest appearance.

Just like guest blogging, appearing as a guest on a podcast is a great way to get exposure to new potential customers while also building your reputation as an expert.

It may take some time for your efforts to get noticed... But keep at it! When prospects check your online cred (...which they will), they’ll see blog posts, links to podcasts, clever insights, and a wealth of knowledge proving that you are an expert they can trust. 

And to end it, because I like this phrase so much... share your GENUIS! We all have knowledge nuggets that others can relate to, feel compelled or inspired by! Share yours in the comments below.

What industry insights do you have a solid grasp on? I'd love to hear them!

P.S. If you’re looking for help with more strategies for generating leads and customers online, Mojo Global is here for you. Send me a message here on LinkedIn to see what possibilities are available for you.