Sell Yourself

"Remember not only to say the right thing in the right place, but far more difficult still, to leave unsaid the wrong thing at the tempting moment."

Benjamin Franklin

US author, diplomat, inventor, physicist, politician, & printer (1706 - 1790)

Selling yourself will be a continuous process. Learn to use every opportunity to tell people who you are, what you do and how well you do it. It's not bragging, its MARKETING!

You may have heard of the 'elevator speech'. Well this is a short statement about YOU as a Free Agent. Something that people will remember in a positive manner! Seldom ever be negative about anything in public or in writing. Be positive in your approach to marketing and life in general; people can tell when you are lying!

The more you do it the easier it will become.

Most of you have probably never had to 'sell yourself'. Your family and loved ones have learned to accept you as you are. Others either like your or they don't. The nicer and more pleasant you are, the easier it is for people to LISTEN to what you have to say.

Say it quickly, pleasantly and hand them a business card! ALWAYS have a business card! If you don't have one, we can provide layout, content and logo development using a high quality stock. Don't print them yourself; people can tell the difference.

You MUST act and appear SUCCESSFUL. No one wants to engage a 'looser'. Sad but true. The more positive your demeanor the easier it is for potential clients to believe you will be able to help them solve their problems.

Once you have made your introduction, shaken hands (practice a firm handshake!) and recite your 'elevator speech', then stop and LISTEN. Don't talk, let the other person say something, then be prepared to respond in a positive manner; no matter what the subject.

Well, that is it. You are off. You have your company, your CV, your business cards, now what else will you require? That my friend, will depend much on the type and category of Free Agent you have become.

Don't Sell to the Wrong People!

I know you are anxious to get started; after all we are trying to make some money here!

One of the mistakes many Free Agents make early on is trying to sell to the wrong people. That is NOT to say, you shouldn't market yourself to everyone you meet. There IS a difference.

Marketing is a form of selling but it is really advertising. Letting people know you are out there and what you can do; if not for them, maybe for a friend, associate of their employer.

Selling your service or product takes time and money. Spend both wisely. Don't offer to meet with everyone, 'do lunch' or attend meetings if you don't believe that you can do business AND make a profit. Lunches, meetings, travel expense all eat into your margin. Spend your money wisely.

There is a term used with most salespeople and that is 'qualifying' a prospect. These are just some preliminary questions you should consider before you buy lunch:

Do they need your service or product?
Will it help them as future clients increase their profit or reduce their expenses? (be prepared to show them how!)
Will your potential revenue significantly exceed the cost of doing business?
Will they pay the invoice?

If you answer NO to any of these, then pass them by for another better, higher potential client opportunity! If THEY insist, it's ok to let THEM buy YOU lunch!

The same goes for these local 'network marketing meetings'. They can be great places to meet friends and socialize but may not help you sell any business. Consider the attendees are doing the same thing you are; trying to find business. If your service or product will help them increase their business, then by all means sell to them! If they are just nice folks who don't really need or can pay for your services/product, then your time is best spent doing other things.

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