Drive Search Engine Traffic - Top Google Keywords

Marketing The Real You

I often wonder how the practice began of pretending to be someone else in order to market your business. You know what I'm talking about -- it's the marketing face, the selling voice, that you often put on in order to attend a networking event or make a sales call. Who taught you to do that?

I have a suspicion where we learn this behavior. Most of us spend a lifetime observing showroom salespeople, product spokespersons in the media, and hucksters on street corners. What we see demonstrated there is artificial enthusiasm, manipulative use of language, feigned interest, and in some cases outright deception.

Sounds awful, doesn't it? So why copy any part of this distasteful way of selling?

Psychologist Abraham Maslow said, "If all you have is a hammer, everything looks like a nail." Perhaps we believe this is the only way we can sell because it's the only way we know. I'm not accusing anyone of consciously deceiving prospective clients. What I'm suggesting is that what we do unconsciously and automatically is to behave nauthentically around them.

Intuitively, many of us feel as if something is wrong with this way of operating. When we have to sell ourselves, we find it unpleasant, disagreeable, even repulsive. But what if all those negative feelings were simply because we hate the artificiality and manipulation we think must be a part of selling?

Imagine what it would be like to go to a business networking event as yourself. No facade, no pretension, just plain you. When someone asks your reason for coming, you tell them the truth. You don't have to claim you wanted to hear the speaker (if you didn't). You can come right out and say, "I'm hoping to make some contacts that will lead to business for me."

You wouldn't have to invent reasons to start a conversation. You can walk up to someone who looks interesting and say, "Hi, I haven't met you yet." If you're shy around strangers, you can tell the first person you meet, "I'm sort of a wallflower and feel awkward at events like this. Could you introduce me to some folks?"

Now imagine placing a follow-up call to a prospect where you are completely honest. You could say, "I have some days open on my calendar soon and I'm wondering if this would be a good time for that project we've been discussing." Or, "We haven't talked in a while and I'd like to find out if you're still planning to start the new training program this year."

I see so many professionals and consultants struggle with trying to find an "excuse" to call a prospect. You don't need some manufactured excuse. You know the reason you're calling. Most of the time THEY know the reason you're calling. Just say what it is.

Let's extend this same principle to making a cold call. Instead of stumbling around awkwardly trying to make a polished -- but unnatural -- sales approach, imagine yourself saying, "I'm not much of a salesperson, but I'm really good at what I do. Can we have a conversation about what you need and see if I'm the right person for the job?"

If you've been working from a cold-calling script that makes you flush and get a tight throat every time you read it, throw it out. Come up with one really good opening line that feels authentic and gets directly to the point. Then decide how you will answer -- honestly -- some of the typical questions prospects ask you. My bet is that your calls will immediately get easier.

In fact, the more you become honest, direct, and authentic in all of your marketing, the more appealing selling will be to you, the more effortless it will become, and the more success you will ultimately achieve. Because most business results from building relationships, and how can you develop a relationship with someone when you never reveal who you really are?

About The Author

C.J. Hayden is the author of Get Clients NOW! Since 1992, C.J. has been teaching business owners and salespeople to make more money with less effort. She is a Master Certified Coach and leads workshops internationally. Read more of her articles at http://www.getclientsnow.com

MORE ARTICLES:

James Ridinger of Market America Announces Launch of Social Networking Site
Internet Marketing Company launches MA Chatterbox? to Make Users Feel Right at Home

What About Me? What You Need To Know About Me-Marketing
What about me? Are you asking yourself this question? If not you should be. Don't wait until you are in crisis mode when you are losing your job or your business before you think "what about me?"Here are a few points to consider.

Pay Per Click Marketing Tips to Increase Profits Fast
Pay per click marketing can offer a very powerful way to reach a targeted audience at a relatively low cost compared to traditional media based advertising methods There are a few major pay per click sources on the internet and they include Google, Yahoo and MSN

Practical Web Design
Practical Web Design is well within your grasp, but how are you going to choose the company that is going to offer you the best value for your money?

Transition to Freedom(or Why I Left My Traditional Job for Network Marketing)
After 20 years of practicing law, primarily as an in-house attorney in the arena of class-action defense, I had begun to identify with Peggy Lee's 1969 Hit, "Is That All There Is?" If that's all there was, then not only did I not want to keep dancing (as the song goes), I wanted to stop the music altogether! The golden handcuffs that accompany that steady paycheck had begun to chafe. What I did from day to day didn't seem to me to make much of a contribution to mankind in general, and I was tied to my desk 50 to 60+ hours per week. Worst of all, according to my 401(k) balance, retirement was not an option until at least 106.

Understand The Different Kinds Of Web Hosting
Web hosting is a term that describes the kind of Internet service which permits individuals, families, or companies to build, maintain, and host their websites. If you have ever served the Internet you know that there are websites devoted to anything and everything on the ?Net. Whether it is a personal site showing off pictures, a small business getting the word about a product out, or a global company that is making its presence known on the World Wide Web, web hosting is a service that each of them needs.

Clean up Your Act with a 7 Day Detox Program at a New Weight Loss & Detox Retreat in Devon, UK
Sura Detox Retreats, a seven-day detox program held in the beautiful Devon countryside, but it isn't just a 'quick fix' for the overweight and toxic. This unique retreat offers the potentially life-changing experience of six, hunger-free days on fresh, nutritious juice. This allows the body time to rest and heal, and the mind space to reinvent your life. Not to mention an average of 10lbs weight loss during the program!

Why Do Many People Fail in Affiliate Marketing!
Affiliate marketing has been around on the Web for quite sometime now, but there are still a lot of people who doesn't know much or even nothing about it. Most of the people that don't know about affiliate marketing and has just discovered it normally thinks that they can make a quick buck or two.

How To Get Targeted Traffic
The key to succeeding online is traffic. Every online business will fail if they cannot get visitors to their site. There are thousands of opportunities to start your own business online but if you don't know the first thing about getting traffic you are doomed from the word go.

Using Ad Boards in Your Marketing Campaigns
Are free advertising boards a waste of time?Not if you are consistent.Of course everyone will admit that all these free advertising boards floating around the net can benefit the board owners but what about the free posters? In short, the free poster has nothing to loose and if they stay consistent and reply to those re-post notices you can absolutely build some side traffic to your site.

Seniors Connected, a Nationwide Network of City, County, State and National Web Sites Designed for the Seniors Demographic, has Just Launched
Along with having a unique arena for the exchange and communication of information at the national, state, county and city levels, seniors can research subjects encompassing virtually every interest and concern they may have. In addition, there is a calendar of events, a private section for seniors to organize their own personal lives, a section for Seniors oriented organizations to establish their own presence and dozens of additional features. Along with the Nnational site, UnitedStatesSeniors.com, this network will encompass over two thousand towns, cities, counties and states when fully deployed over the next 12-18 months.

The Only Traffic Secret Youll Ever Need For Your Home Based Business
So what is this all important secret? It can generate you 1000's of free visitors to your site plus hundreds of links and sales.The experts have been using it for years though chances are you haven't thought much about it.

Electric Generators Direct Expands Portable Generator Program
Electric Generators Direct, an online superstore specializing in generators, is preparing for Hurricane season by significantly expanding its portable generator program.

Best Sports Web site of 2008 to be Named by Web Marketing Association in Annual WebAward Competition
The Web Marketing Association announces the call for entries for its 12th annual international WebAward Competition for Web site development at www.webaward08.org. The Web Marketing Association will once again name the Best Sports Web site of 2008.