You’re in the business of getting your clients’ attention, and part of your challenge is to get noticed. That’s the same challenge everyone else has – including others who sell similar products and services to yours. And whether you’re the best at what you do or not, if you’re not out there visible to your clients, then you’re effectively invisible.

1. Press the Flash
   

   The most powerful part of your visibility is being in front of your clients in person. Absolutely nothing replaces the handshake and the conversation that solidifies the personal relationship. After that you can follow up with all the other forms of technology we use today. But the consistent appearance at trade shows and events demonstrates your commitment to being visible in the community and supporting the people who put on those trade shows. It also shows that you’re interested in the people who represent the corporations.

2. Learn to Turn "Off"
   

   You want to connect regularly, not just once. And the time you spend in the “off” trade show hours is key. That’s when you get to know who they are as people. You make friends, and friends do business with each other. You quickly learn to stop selling at the receptions and barbeques and relax. Supplier diversity and procurement professionals also want to have fun at these events and learn about you when you’re in the “off” mode. Over time, you build the connections, and enjoy seeing each other, and the business starts to happen naturally.

3. Connections = Customers
   

   In addition, join the local chambers, minority or veteran-focused organizations and take on leadership positions. Write articles, and get them posted in your trade magazines and on a blog. If you don’t know how, ask the youngest person you know. They’ll show you how. Content is king and there are thousands of ways to get content on the Web. You’re an expert, get published.

4. You Must be Online
   

   Another kind of visibility is your website. At a major veterans conference in Colorado Springs in 2009, one veteran admitted that he still didn’t have a website. Today, that’s as good as a death sentence for your business. Ask any corporate representative and they’ll say the first place they look to learn about your business your website. If you don’t have one, you might as well not exist. There simply is no excuse not to have a website up and running with a few pages of your products or services, basic contact information and the benefits of doing business with you. Get it done now.

You are your best sales tool. Make it your business to be in front of your clients today!

Comments