Selling Yourself

A referral is the best way to get a new customer. Why? Because a referral comes with a built-in relationship.

When you receive a referral from a peer or friend, a significant amount of trust is already established, so you’ll have to do less work before you’re ready to engage in a transaction. Doubts are diminished and the path to conversion is shortened.

What’s the best way to get referrals? By being referable!

Be the kind of client that others want to recommend. Be someone who is easy to work with, fair, honest and considerate. Be punctual with payments and show your appreciation for good service. In short, be the kind of person that you would want to refer to others.

One question I always try to focus on when building a new business relationship is "How can I help you?" Business owners and decision makers are so accustom to sales people calling them up and asking for a sale that when you approach with the intent of helping them, rather than the other way around, they are usually somewhat disarmed.

Here's another way to look at it - will you be the sales person that this person mentions in conversation with friends or family? Maybe you made a joke that they will remember. Maybe you offered a unique piece of information/insight that they appreciated. Whatever the reason, did you stick out from the rest of those sales folks as a genuine person?

By selling yourself, you’ll be creating relationships that will lead to referrals, and ultimately, more business. So don’t just focus on marketing to new prospects – focus on marketing to yourself!