To build your personal brand that attract prospects and referrals, gain customers by beating out the competition and ultimately increase yours sales; you must differentiate and stand out.  Here are three focus areas that will help you build your own personal brand: 

Under Promise, Over Deliver.  Many sales people will do less than they promise while chasing a sale.  Their intentions are to follow through with these promises but somehow the delivery escapes them.  Be the salesperson that is known for stepping into this void between promises and expectations with flair.  Look for ways to exceed expectations and stand and deliver on those opportunities.  Be the salesperson that follows up as agreed to or when expected, promises only what can actually be brought to the table, delivers on those promises on time or even earlier than intended and conveys fair and not over inflated quotes while at the negotiation table.

Create a Personal Brand Image or Motto.  When establishing your personal brand, you want to find an image or thought that makes you stand out from the crowd.  Something that pops and says, “Remember Me.”  Create opportunities for your clients to associate this brand image or motto with you and the outstanding service you provide.  This brand should appear on your social media, your email communications, your business cards, your follow up correspondence, you voice mail or any other avenue to reach out to your clients.  (For more information on personal branding, I recommend reading “The Brand YU Life: Rethinking who you are through personal brand management” by Hajj E. Flemings.)

Flip the Approach.  Conventional sales thinking is to look for pain points in your clients and find solutions through your offer.  Try flipping this concept and going against the grain.  Look for what brings about pleasure and joy to your clients.  This will help to enroll your clients in your offer and often get them in action.  Active clients are profit centers for salespeople.  Positive experiences generate loyal clients and advocates with referrals.  

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