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How to Be Seen As an Expert by Your Customers

Ten Ways to be Viewed as an Expert in Your Field.

BY: MARK HUNTER| Originally Published on: DEC 22, 2020|CATEGORIES: SALES LEADERSHIPSALES MOTIVATIONSALES PROCESS


Every week, I share new ideas and strategies on how you can be a more effective salesperson. Today, I want to share how you can and should become a subject matter expert to your customers. Hit subscribe so you get all the new videos I release every week. I want you to engage and immerse yourself in this content, so you can be more successful.

I feel like I could be a subject matter expert to you, and you could then be a subject matter expert to your customers, so here are 10 ways to be seen as an expert by your customers:

1. Ten Burning Questions

What do I mean by this? What ten burning questions do your customers most likely need answers to?

If you want to be a subject matter expert, you have to be able to bring answers to their ten burning questions. It takes time. I also want you to write down ten burning questions. What ten burning questions do your customers have? Create answers to them as you also answer their ten burning questions. You’ll see how much that increases your level of knowledge and enables you to share that with them. That takes me to number two…

2. Create Key Lists

One of the things I do each week is put out a video of ten key things that you can do to become a better salesperson. I put these lists out there as a way to be seen as a subject matter expert in sales. You can do the same thing and be seen in the same way. Create key lists.

You’re probably saying that you just can’t share them with your customer. That’s not true. Yes, you can share it with them. Put together a document and then email it to them. Ask if you can share it with them. You’ll be surprised at how quickly they will start to see you in a different light. Also, put it out on LinkedIn, social media, a blog if you have one, whatever it might be. Create a key list so people can understand your expertise.

3. Ask Tough Questions

Subject matter experts are not shy to ask difficult questions. Don’t be afraid to ask the kinds of questions that a lot of people don’t even think about. The customer may respond with “Wow, I hadn’t thought about that.”

Subject matter experts are always willing to ask questions that the customer does not have the answer to nor do they have the answer to, but that’s exactly how they become a subject matter expert. Why? Because those kinds of questions push them, they push them to go further.

4. Share Insights

Pick up a piece of information and share it. I will routinely email or copy. It could be something you just saw in a book or online, in an article or something. Routinely, I try to share information that’s valuable and insightful.

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5. 30 Minutes / Day

Discipline yourself to spend 30 minutes every day learning about your industry, your niche. Learn what you need. Commit to doing this for 30 minutes each day, and in six months, you’ll be a subject matter expert. This will give you a deep dive into your industry consistently. Now, you’re not going to know everything. However, you’ll know more than 95% percent than everyone else.

6. SME Peers

Surround yourself with people that are also subject matter experts. Spend time with those that are experts in their field, in a variety of topics/subjects. Personally, I have certain people that I call when I need help on this or this, in this industry or that. I nurture these people, but I know who these people are, so I can call them. This allows me to expand my knowledge base to help me better serve my customers.

7. Multiple Contacts

Well, this takes SME contacts and blows it wide open. Not only do you want to associate with more subject matter experts, but you want to know as many people as possible. The more people who know you, the more people will call you. The more people call you, the more you’re able to share your insights. The more insights you share, the more you’ll be seen as a sales expert – knowing how it all works.

It doesn’t do you any good to be a subject matter expert who shares with no one. You always want to have multiple contacts. With every customer I work with, I want to have multiple people who I can reach out to. Keep in mind that not every customer will have the same number of multiple contacts, though.

In a short time, you can be seen as a subject matter expert when you talk to so many different people in a variety of areas. I can’t tell you the number of times when I’ve lost out on business because I didn’t do that. I also can tell you the numerous times I have gained business because I have done that.

8. Industry Associations

Are you involved with them? Are you connected? Do you even know what industry associations are? Industry associations are all involved, all designed around expertise. If you want to be an expert in your field, you need to engage with these groups. Now, your schedule and time might not allow you to become super engaged, but you should still know what they’re doing. Be an active contributor. Be a helper. Subject matter experts are those who give rather than get.  

9. Social Media

So, are you sharing your insights on LinkedIn? Are you sharing insights on various blog posts? I know a gentleman known without a doubt as a subject matter expert. He has five sights that he regularly goes out to. One of them is LinkedIn and the other four are industry sites. He focuses on them, and that allows him to be seen as a subject matter expert.

Subject matter experts are not worlded matter experts. They are very tight on one subject and the people that deal with that subject on a regular basis.

10. Universities

These come into play very simply. Your stature, your level increases dramatically when you can say that you have shared with this class or helped this professor. Look for various institutions – I can think of four or five right now that I am engaged with on a daily basis. I thoroughly enjoy working with them and it helps raise my stature as a subject matter expert.

There you go! Those are the ten things you can do now to work towards becoming a subject matter expert. I hope I’m seen by you as a subject matter expert. That is why I wrote the books, High-Profit Prospecting and A Mind for Sales. Pick up a copy of both today.

There is also an interesting article regarding being an expert in your field. Please go to =>7 Steps to Becoming an Expert in Your Field (entrepreneur.com)

Copyright 2020, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.


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5 Powerful Reasons Why You Should Write Down Your Goals

Goals Serve a Purpose, but You Need to Be Thinking of Them Often
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Published on Jan 1, 2021

By Amanda Dudley

Image Credit: Unsplash


The year was 2017. Ninety-nine year old Annie was pictured smiling as a policeman handcuffed and led her into a cell. You’ve probably never seen a smiling convict before but Annie’s case was a little different. While most people would be shivering at the thought of being placed in a damp, dark cell, she had just achieved one of her life-long goals: getting arrested.

Everyone on earth (including your cat) has goals – from the Forbes-worthy plans to the downright ridiculous ones that would probably top the “craziest life goals you’ve ever heard of” list. The 6-year old girl down the street wants to own Disneyland someday, while your cat probably wants to become the only owner of your house. These goals can be achieved. However, the big question is how? How do you stop your goals from just ending up as unchecked items on a bucket list?

Even though there’s no clear-cut formula for success, one way to ensure that you can actually achieve your goals is to write them down. In fact, psychological studies have shown that people who write down their goals are 42% more likely to achieve them than people who don’t. But don’t just take our word (and statistics) for it. 

Here are five solid reasons why writing down your goals is a surefire formula to success:

1. Increases motivation

Most people say that the Bermuda Triangle is the hardest thing to find. However, this isn’t exactly true. Do you know what’s harder to find? Motivation when you need it the most. For a lot of people, it’s quite easy to set and map out personal or professional goals. On the other hand, when it comes to actually take action, their zeal suddenly disappears. An easy solution to this problem would be to set a goal and then write it down immediately. 

Studies have revealed that when you write down your goals, the motivation to achieve them increases substantially. Subconsciously, you would feel committed to the objectives you’ve written down and as such, take the necessary steps to achieve them. Writing down your goals is just like giving yourself a subconscious command. Consequently, each time you get distracted, your brain will subtly remind you of your goals and aspirations. 

“If you want to be happy, set a goal that commands your thoughts, liberates your energy and inspires your hopes.” —Andrew Carnegie

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2. Makes it easier to remember 

Believe it or not, a large number of people often forget their goals or aspirations. With the hustle and bustle of modern life, it’s far too easy to get distracted and forget about any goals or New Year resolutions you may have set. However, putting your goals on paper helps to enhance remembrance. Ever heard of the generation effect? If you haven’t, here’s a quick breakdown of this neuroscience term. The generation effect is a phenomenon when a person finds it easier to remember information generated by their own mind, rather than the information they read or picked up from a book. When you write something, your brain automatically assumes that it’s important and focuses on it. 

For instance, if you read a travel guide to Paris, you’d most likely remember only a few bits and pieces from it. However, when you jot down salient points from the guide in your own words, your brain knows that this piece of information is more important than the one you just read from the guide. As such, you’d find it easier to recall it later. This is basically how the generation effect works.

Even though the generation effect seems like a fancy term, it’s more common than most people think. When you map out your goals and write them down, your brain assigns importance to them and as such, makes it easier for you to recall them. 

3. Helps clarify your goals 

Let’s admit it, our goals can be a little vague and non-specific sometimes. For instance, let’s assume your goal for the year was to do something daring. In this case, your goal for the year could end up in an epic fail because you’d spend so much time trying to choose a daring task. 

It’s even harder because “daring” could mean anything, ranging from hiking up Mount Everest or drinking a bottle of hot sauce without water. However, writing down your goals would help to narrow your focus and clarify what you really want to do. This way, there’d be no room for confusion or dilly-dallying. 

4. Enhances hope

Hope is one extra reason why you should be writing your goals as soon as you set them. When it comes to achieving one’s goals and aspirations, hope is an essential factor. Without hope, you’d most likely lack the drive to take the necessary steps towards achieving your target. 

Writing down your goals and committing to them fuels hope and gives you something to look forward to. When you’re hopeful, you’re able to achieve your goals in no time at all. 

“Our goals can only be reached through a vehicle of a plan, in which we must fervently believe, and upon which we must vigorously act. There is no other route to success.” —Pablo Picasso

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5. Sets boundaries between wishes and goals

What’s the difference between a goal and a wish? A shooting star. Just before you chuckle or roll your eyes at this joke, it’s important to note that there’s a whole world of difference between goals and mere wishful thinking. 

Before your goal is written down, it’s just one of your thoughts or longings. However, the moment you pen down your goals, you give it substance and transform it from a wish to a target. It becomes something real and tangible. You could even set deadlines and action plans. This way, you won’t spend hours building castles in the air when you have a real target. 

Any dream or goal can be achieved eventually. Sure, it may take time, but a great way to kickstart your success is by penning down your goals. Writing down each goal spurs your subconscious into action and transforms your passive longing into actual targets. This way, the distance between you and your aspiration will be shortened. At the end of the day, who needs shooting stars when you have a pen and paper?

 

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(For additional information on goal setting for 2021, go to =>Why You Should Write Down 100 Goals For 2021 And Beyond (addicted2success.com)

RELATED TOPICS:CONSISTENCYDETERMINATIONGOAL SETTINGHOW TO ACHIEVE YOUR GOALSHOW TO BE SUCCESSFUL IN LIFEHOW TO GET WHAT YOU WANTHOW TO SET GOALSNEVER GIVE UPPUSH YOURSELF FORWARDTHE DOMINO EFFECTDON’T MISSStop Apologizing for Pursuing a Successful Life

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Amanda Dudley

Amanda Dudley is a writer and a lecturer with a Ph.D. in History from Stanford University. When she is not lecturing and helping students with complex assignments, she works as a part-time essay writer, providing top-quality essay writing services and academic projects. An efficient writer, she delivers projects in good time, ensuring that her clients are satisfied and content.



 

How To Boost Your Brand and Business From LinkedIn in 2021

5 Reasons Why LinkedIn Will Boost Your Personal Brand and Business in 2021

December 22, 2020 by Michelle Griffin Leave a CommentMichelle Griffin_LinkedIn

5 Reasons Why LinkedIn Will Boost Your Personal Brand and Business in 2021

by Michelle Griffin


For many years I thought LinkedIn was just the place to post your resume or look for a new and improved job.

Aside from promoting work‌ ‌events,‌ I rarely logged on and hardly posted. I didn’t think LinkedIn could help my already-established career.

Fast forward to earlier this year. I had recently left my long-time job to pursue my consulting side-gig full time and was looking for a way to connect with fellow marketers and meet potential clients in the mindset of the pandemic.

What I found surprised me. How had I missed out on this new and improved LinkedIn?

I soon started sending out connections and commenting on posts of interesting people whom I wanted to meet and learn from.

And it wasn’t too long before things started happening.

In just a few months, by interacting, engaging and offering insight, I met new colleagues, landed clients and was invited to speak on a podcast.

All by showing up daily on LinkedIn.

And the good news is you can do the same. Even‌ ‌if‌ ‌you’re‌ ‌new‌ ‌to‌ ‌LinkedIn ‌or‌ ‌have‌ ‌500+‌ ‌connections,‌ it can be a big boost to your career and client connections.

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Here’s how:

Get found online, faster

If a recruiter or future client looks you up online what do they find? With a LinkedIn profile, they’ll find you faster and in the top rankings of search pages. Try it for yourself: Google your name and see it appear in the top three search results.

If you have a blog, Google also gives authority to LinkedIn’s long-form articles. That means you can update your existing blog or content, add it to LinkedIn’s articles section and have a better chance of it being found.

It’s your digital reputation, not your digital resume

When Microsoft acquired LinkedIn in 2016 for $27 billion, it became more of a professional social networking site rather than a resume and recruiter site. Each month new tools and features are rolled out often to showcase your skills and feature your best work to potential clients.

Think of your LinkedIn profile as the digital story of your career. It’s your online reputation and proof of your personal and professional achievements. That’s why many people forgo business cards and use their profiles to highlight their blogs, published articles, videos, photos and best podcast episodes. 

Online networking is the new normal

This year showed us a digital presence is practically the ONLY way to meet and build relationships.

Gone are in-person weekly or monthly networking events, industry conferences and annual summits to connect with people who can move your career forward. 

When‌ ‌we‌ ‌can’t‌ ‌meet‌ ‌face‌ ‌to‌ ‌face,‌ ‌how‌ ‌are‌ ‌you‌ ‌going‌ ‌to‌ ‌network‌ ‌and‌ ‌market?‌ 

LinkedIn is this place. Currently, there are 760‌ ‌million‌+ professionals worldwide and thousands of new members are added weekly.

Check out these impressive stats and see how fast LinkedIn is growing top-tier professionals.

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It’s a friendlier and inclusive social site

It’s the business world so LinkedIn members are on their best behavior. Trolling, inappropriate messages and abusive behavior are not common. 

As one connection told me, “People on LinkedIn post and comment about stimulating things that I find interesting and help me improve personally and professionally.”

He’s right. 

I’ve met some of the friendliest, smartest and most encouraging connections on LinkedIn. And it’s not just people in my industry or country. From Australia, the UK and Canada, I’ve zoomed offline with professionals I would’ve never had the opportunity to meet in real life.

No matter your age, experience, country or industry, everyone can contribute and is warmly welcomed in the LinkedIn community.

Your Ticket to More Opportunities

You don’t have to have thousands of connections and followers to start seeing and making a difference. Even‌ ‌if‌ ‌you’re‌ ‌new‌ ‌to‌ ‌LinkedIn or if you haven’t logged on in years, just showing up and participating daily can make a noticeable difference to your personal brand.

LinkedIn can help you find:

A‌ ‌job‌ ‌you‌ ‌love

Perfect-fit clients

Awareness of your brand or business

Speaking‌ ‌opportunities

Investors‌ ‌to‌ ‌fund‌ ‌your‌ ‌next‌ ‌venture ‌

Influential‌ ‌people‌ ‌ready‌ ‌to‌ ‌collaborate‌ ‌with‌ ‌you‌

Let’s start connecting

I learned the hard way, wasted precious time and don’t want you to make the mistake I did. Start today so you can make your mark on the professional world.

I’d love to connect with you. Find me at https://www.linkedin.com/in/michellebgriffin.

Coming Soon: Ready to get going on LinkedIn? My follow-up article will give you the tips and tools to optimize your LinkedIn profile and boost your personal brand.

Michelle Griffin

Michelle Griffin is a personal brand strategist and StoryBrand Certified Guide who specializes in helping service-based leaders and consultants grow with clear messaging, compelling marketing and greater visibility online.

With more than two decades professional services experience in corporate, nonprofit and agency settings, she’s helped businesses of all sizes achieve successful results through branding, public relations and strategic marketing campaigns. Connect with Michelle on Linkedin@michellebgriffin and learn more at michellebgriffin.commichellebgriffin.com

Filed Under: Personal BrandingSocial MediaTagged With: clientsLinkedInLinkedIn networkingprofessional development

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5 Reasons Why Starting Small is the Key to Success

Essential Reasons Why Starting Small is the Key to Success
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Published on Nov 8, 2020

ByShawn Lim


“The man who moves a mountain begins by carrying away small stones.” This is one of the famous quotes from Confucius. And the success principle within this line explains how anyone can achieve anything they want if they are willing to put in small and consistent effort. 

You may have heard of the best-selling book, “How to Win Friends and Influence People,” written by Dale Carnegie. But do you know that the book started as a set of rules printed on a card no larger than a postcard?

Carnegie prepared a short talk where he called it ‘How to Win Friends and Influence People.’ The short talk was well-received and was then evolved into a course. And he needed teaching materials for the course. And so, Carnegie wrote down the rules for his course on a card and delivered it to his fellow students.

And in the next season, he printed the rules on a larger card, then a leaflet, then a series of booklets, with each version expanding in size and scope.

After 15 years of teaching, research, and experimentation, he compiled his rules for his course and became the book, How to Win Friends and Influence People. That was how the best-selling book was written. One step at a time.

Remember how Apple started? It began with Steve Jobs and his friend Steve Wozniak launching their tech giant in Job’s garage. The same went for Amazon. Jeff Bezos and his team started Amazon selling only books. But Bezos had a big dream and today, Amazon is a multi billion-dollar company.

As you can see, everything started small. Every big success you have heard of started as a series of small steps.

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Therefore, the key to success is to start small. Below are the 5 reasons why you want to commit to taking baby steps:

1. It takes less time and energy

It is always easier to start small. Think about it, do you think it is easier to write a 300-page book or it is easier to write just 1,000 words a day? Of course, the answer is obvious. And because it is easier to start small, your resistance to doing the work will be lowered. You don’t need too much motivation or willpower to get small things done.

This is why it is so vital to focus on small victories. If you do only 5 small things a day, you will have accomplished 5 small wins. In a week, you will have produced 35 little wins. In a month, you will have 150 small wins. And within a year, you will have accomplished 1,825 small victories.

Do you think these small victories will accumulate and make a huge impact on your life? You better they will. 

“It’s the little details that are vital. Little things make big things happen.” – John Wooden

2. It prevents overwhelming

Another key reason you want to start small is that it prevents overwhelm. You see, one of the main reasons people procrastinate and put things off until a later time is because of the pain of doing the work.

They feel overwhelmed to do the work. They feel the pain. And hence, they choose to procrastinate and delay the work. However, when things are easy to do, you won’t feel overwhelmed by them. Again, it is easier to commit to writing just 1,000 words a day than to complete an entire 300 page book.

It is your psychology that is in play. When you look at the entire project, you feel like you need to spend a lot of time and energy to do it. But when you break down the project into small actionable steps, you can tackle one small step at a time.

You have to understand that every big thing once started small. When you try to do everything all at once, you feel powerless and overwhelmed by the scale of the work involved.

3. It grows your confidence and motivation

Imagine you have goals to pursue and you know what you need to do today to make progress, but you don’t do anything. By the end of the day, how will you feel? Guilty and not good, right?

But if you stick to your plan, take action, and make progress, how would you feel at the end of the day? You’d likely feel satisfied and motivated, right? Because you have done something, made progress, and are slowly moving towards your goals.

That’s what taking small steps will do for you. When you make progress, you feel good. It boosts your confidence and motivation level.

Here’s a great quote from Tony Robbins, “People who succeed have momentum. The more they succeed, the more they want to succeed, and the more they find a way to succeed. Similarly, when someone is failing, the tendency is to get on a downward spiral that can even become a self-fulfilling prophecy.”

This is why you want to make sure you are building upward momentum. Take small actions and make progress to build your momentum. The more momentum you gain, the more powerful you become.

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4. It gives you the ability to pivot

There is another essential reason to start small – it allows you to pivot. Let me give you an example. Imagine you want to write a weight loss book, but you have no idea what title to write. And so, you start with writing short articles with various titles across the same industry.

And then you notice that one particular article received the most engagements. People share the article, leave comments, and say how much they love it. And you decide to write a book based on the article.

That’s the pivot. You use feedback you get from the small actions you make and then grow it into something bigger. In business, it is called MVP, Minimum Viable Product. You want to quickly test to see if an idea works before you put in your time and money to develop the complete product. When you start small, it allows you to pivot by getting immediate feedback from your actions. 

“Be not afraid of going slowly, be afraid only of standing still.” – Chinese Proverb 

5. It simply is the first step

Yes, no matter how big or small your goals or the success you want, you simply have to take one small step at a time. You can’t skip steps.

Just like if you want to lose weight through exercise, there is no way you can skip the exercise and get to the result directly. Taking small steps are necessary because there are no shortcuts to success.

Therefore, dream big, and start small. You don’t have to commit to taking big and bold steps, because all you need to do is take one baby step at a time. Be consistent, and eventually, you will arrive at your destination.

Do you believe starting small is the key to success? Share your thoughts with us below!

RELATED TOPICS:DALE CARNEGIEDREAM BIGHOW TO BUILD A BUSINESSHOW TO GET RESULTSHOW TO SUCCEEDHOW TO WIN AT LIFEHOW TO WIN IN BUSINESSKEYS TO SUCCESSSUCCESS PSYCHOLOGYTAKE SMALL STEPSUP NEXTHow the Use of Certain Words Can Determine Your Business SuccessDON’T MISSThe Framework to Making Better Decisions in Your Life

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Shawn Lim

 

Shawn Lim is the creator of StunningMotivation.com (https://StunningMotivation.com) and he’s a passionate blogger in the personal development industry who has inspired thousands to pursue their dreams and follow their passions. You can learn more about him plus download a free copy of his guidebook, Reach Your Goals on his website.