Kissing Butt & Taking Names:
Sales Strategies For Those That Don't Like Talking About Themselves

I want to address a problem that many small business owners face: Letting people know what you can do without sounding conceded.  Let’s call this method Sincerity Marketing. 

 Many entrepreneurs and business owners start out on their own because they hated their job.  One of the things people hate the most about their jobs is office politics.  Brown nosers and kiss-ups are everywhere and I they were always the ones who seemed to get noticed and get the promotions.  These people might have sucked, but you can learn a thing or two by dissecting the idea behind their actions.  I’m not saying you need to get on your knees and kiss your customers butt, but you do need to find a way to make yourself available and be willing to step out and let people know what you are capable of.  

Let’s dissect a brownnoser and see what we can learn and implement in our Sincerity Marketing Plan   

1)      Motive - Their motive is your motive.  Get the job.  Beat everyone else that wants the job. 

2)      Strategy - Get noticed by any means possible.  Some people will stab you in the back to get a job.  Pick up the bosses/clients dry cleaning. Wash the bosses/clients car.  Take on extra projects.  Yeah! I said take on extra projects.  Have you ever been undersold.  You offer a product or service and then someone comes in with a fancy brochure marching band and sells what you have to offer but throws in a cup holder.  That’s strategy.  What’s your strategy?  Close the sale faster, so this person doesn’t have a chance.  Offer a cup holder and a cup.  Whatever it is, do something!

3)      Wait and Ask – A typical brownnoser gets what they want by waiting for the right time to ask for it.  What’s the right time you ask?  All the time.  Always be clear with your intentions.  Sincerity is based on trust and you really should be clear on what you are trying to accomplish.  The truth is you wouldn’t be doing anything if it weren’t benefiting you in some way.  Don’t insult the other person by acting like it’s not the case.  The key is that you’re willing to do something for them in return.

4)      Reap the rewards – When someone gives you the opportunity for the sale, close it then and there.  One of the biggest mistakes I’ve made over the years is turning the customers yes into a paycheck.  You may have done this, but what I’m talking about is having a person say they want you for the job, but then you say something like we’ll close the details on Monday.  When Monday comes around and you can’t get a hold of them Monday turns into Thursday then next month and then they forget you exist.  Always be prepared to close the sale.  Make sure you have all your contracts in order, credit card forms on hand, and anything else you need to get paid.  Monday is not a guarantee. 

If you’re one of those people who feels you can’t make sales or market yourself because you hate talking about yourself, be sure to notice that nothing above indicates bragging on yourself.  What you are actually doing is building the relationship with your client, so they get an idea of what it would be like to work with you.  You’re building up your prospect not yourself.  Remember that your prospects probably don’t care about you, but what you can do for them.