Como o desenvolvimento de uma marca pessoal pode ajudá-lo a fazer mais vendas
Um blog convidado de Daniel Bishop (editor júnior da DesignRush)
Sales is the art of persuasion. Sure, having a good product is important, but it’s not the ultimate make-it-or-break-it factor which will get your prospects to say yes. If you want to succeed in this profession, you first have to learn how to sell yourself to your customers. And that requires a strong personal brand.
1. Por que uma marca pessoal é importante
Customers have become increasingly picky and selective. Why shouldn’t they when they have an abundance of choice?
They won’t settle for mass marketing and bland, impersonal messages. That’s why it’s important to make them feel special, and treat them like human beings and not like sales numbers. Personal branding will help you connect with your audience on a deeper level and establish emotional connections.
92% of customers are more likely to trust recommendations from other people, even if they don’t personally know them, over branded messaging. This stat clearly indicates that loyalty and trust in brands have reached their lowest point ever.
No wonder when brands have become cold, faceless, and corporate. That’s where your carefully developed personal brand comes in to put a face to the name and humanize your company.
Aqui estão algumas etapas que você precisa seguir para desenvolver sua marca pessoal.
2. Construir e cultivar sua reputação
Your reputation always precedes you, especially nowadays when many people practically live on the internet. It’s enough to type your and your company’s name into the search box in Google and find out how the online community perceives you.
Por exemplo, as pessoas que visitam o seu site formarão uma opinião sobre ele em apenas 0,05 segundos e tomarão a decisão de sair ou explorá-lo mais. Portanto, você tem pouquíssimo tempo para causar uma primeira impressão matadora.
Similarly, online reviews are particularly powerful in terms of their impact on your prospects’ perception of your company – 93% of people use reviews to determine whether a local business is trustworthy or not.
It’s clear that the more your prospects trust you, the more they will be likely to buy from you. When it comes to improving and polishing your image and reputation, you should remember that the devil is in the details.
Portanto, certifique-se de que:
- Otimize seus canais de mídia social, as well as to remove any inappropriate comments, pics, or posts which could show you in a bad light. Don’t forget that many reputations and careers have fallen victim to a single tweet.
- Crie um site pessoal que liste suas realizações, interesses, empregos e outras informações relevantes sobre você.
- Claim vanity URLs on social media channels. It’s great for SEO as well as for increasing your personal brand recognition. Besides that, it’s much better to have a unique, memorable URL, than a string of letters and numbers.
3. Estabeleça-se como um líder de pensamento em seu nicho
People trust experts and thought leaders. As a salesperson, you probably soak up every word Jeffrey Gitomer, Mike Schultz, and Marc Wayshak say, and you’re ready to pay in order to hear them speak at a conference.
That’s why many commercials and adverts feature household names and distinguished professionals. So, one of the best ways to boost your sales is to become an authority in your niche.
O essencial:
- Forneça conteúdo valioso
Yes, you’ve heard this a million times before, but it can’t be stressed enough how relevant content which addresses your target audience’s pain points and educates them, is important for getting your voice heard and standing out from that of your competition. To make sure that everything you publish on your blog, social media channels, and in your newsletter, is of superb quality, consider joining forces with respectable agências de marketing digital capaz de produzir conteúdo especializado. - Oferecer conselhos úteis
Join different social media groups and forums, and participate in discussions by providing your perspective on things. This way you’ll catch the eye of your colleagues and potential customers, and showcase your expertise. Being helpful is crucial for sales, and you might even consider it a soft sell approach. People are more likely to give you referrals and even purchase from you once they realize that you genuinely want to help them. - Interaja com seu público
Establishing yourself as a thought leader doesn’t mean that you should talk your audience’s ear off; it’s important to actively listen to what they have to say and engage in two-way conversations. By leaving comments on other people’s posts or asking questions on your LinkedIn or Twitter, you spark discussions and build connections.
4. Seja único e autêntico
“The customer is not a moron. She’s your wife.”disse o pai da publicidade moderna, David Ogilvy.
And, boy, was he right! His words are relevant more than 50 years later. Your customers can tell whether you’re sincere or not. So, the trick is to be yourself. Otherwise, you’ll come off as a cardboard character without a unique personality.
Gary Vaynerchuk deu um ótimo exemplo de como não parecer uma pessoa assim.
He doesn’t refrain from swearing or using four-letter words and a pretty unorthodox narrative. And people like it because they realize that he’s just being his genuine self. It’s part of his charm and personality. He has found a way to connect with his audience by using language to which they can relate.
But, he’s an expert in sales and marketing, and that shows underneath his casual and down-to-earth approach.
5. Seja consistente
Consistency is a secret ingredient when it comes to building a personal brand. This means that you should post your (and curated) content on a regular basis. If your approach is nonchalant and sporadic, you’ll disappear from your audience’s radar.
Fora da vista, fora da mente é o princípio que se aplica aqui, especialmente se levarmos em conta que todos os dias mais de 2 milhões de conteúdos são publicados na Internet. Essa sobrecarga de informações esmagará seus esforços irregulares como uma avalanche, portanto, certifique-se de seguir um cronograma de publicação estabelecido.
However, consistency also refers to the tone of your voice. It’s bad for your personal brand and reputation to crack silly jokes on your social media if you’re trying to present yourself as a serious entrepreneur and sales leader.
Besides, if your tone isn’t consistent, your audience will be confused about the message you’re trying to communicate.
Considerações finais
Uma marca pessoal bem pensada e cuidadosamente cultivada pode fazer maravilhas por seus esforços de vendas. Essas dicas simples podem ajudá-lo a aumentar seu público fiel, criar e manter uma reputação impecável e estabelecer-se como um profissional de credibilidade. Tudo isso permitirá que você feche mais negócios e atinja sua cota.
Daniel Bishop começou como consultor de conteúdo para pequenas empresas de SEO e web design. Por fim, ele encontrou seu lugar como editor júnior da DesignRush, um mercado B2B que conecta marcas a agências. Sempre em busca de novas oportunidades, ele adora compartilhar ideias com outros profissionais da comunidade digital. Encontre-o no Twitter: @DanielB78263381
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