This blog post was taken from the transcript of our recent webinar “How to become a rainmaker when you are known as a great technician”. John Moss (JM): Let’s talk about some of the small things you can do to grow your profile, and do that in a way that’s authentic to you.
- Get involved in social media, particularly LinkedIn and Twitter. Talk to your own clients and any introducers if you are in a segment of the market where there are lots of introducers. Use those social networking sites to build that profile, to make those interactions. Make it a daily habit to do that. You are going to keep hearing that from us.
- Identify credibility statements and stories which you can use when you are talking with clients or prospects. They’re short sentences which quantify, or verify your expertise. Short stories which show how you have understood and helped a client solve their problems.
- Build on the relationships you have. Going back to the poll we did right at the beginning, some of you are very experienced, some of you may be less experienced, but you’ve all got contacts. Keep reminding those contacts, those relationships that you exist, but do it through their lens. Keep going back to them about the things that people are saying are their challenges, their issues, their opportunities, so it’s much more focussed on the bottom part of that buying journey; so, you’re starting to talk to them before they’ve made any final decisions.
- Do play to your strengths as a great technician. You do know your area incredibly well, so how about blogging about it? But, make sure you’ve got that lens of the client situation. You’re always talking to clients so how about putting the common questions they have, and maybe some answers as part of your bogs.
- You are great at what you do, so what about talking at conferences? When we say ‘conferences’, most people tend to think of external public conferences, but lots and lots of clients run their own conferences. Can you speak at those? That may not be appropriate, but if you can’t speak at them can you give them some ideas to the questions they may be asking themselves, which demonstrates you are adding value?