A sales consultative strategy can be greatly improved by becoming a public figure known for your expertise in a certain field. By doing this, the individual is not only benefiting by enhancing his/her personal branding but also will help clients and overall sales process be of value.
Becoming known as a public figure creates confidence and trust among clients. When potential customers are aware that an individual is a subject matter expert, it creates the impression of authority and credibility. This recognition makes a strong statement for the sales person because clients are more likely to trust and value the advice and solutions given. A trusting person is integral to a consultative sales approach, and being perceived as an informed public figure creates a strong basis for developing and sustaining trustful relations with clients.
Additionally, being a public figure allows for increased visibility and reach within the target population. A sales professional can share valuable insights, thought leadership, and industry knowledge through various platforms such as social media speaking engagements webinars or podcasts. First of all, this visibility does not only make an individual to be regarded as an authority but also tends to attract a wider audience including potential clients requiring the services in that respective field. With this heightened visibility, sales people can extend their network far and wide and gain inbound leads, which fits well with the consultative selling approach that aims at understanding the needs of clients.
Also, popularity brings an opportunity for demonstrating skills of problem-solving and industry intelligence. By producing content, whether it is articles, blogs or videos a sales representative can provide answers to common problems, discuss industry trends and shows comprehensive knowledge about client issues. This not only makes them a thought leader but also reveals that they can provide value beyond selling the products or services. In a consultative sales approach where understanding and covering client’s issues are at the centre, this indication of competency can be very persuasive in attracting and retaining clients.
Being a known public figure makes it easier to network and build relationships. By attending industry events, conferences, participating in panel discussions or workshops one achieves not only one’s own visibility but also manages to establish contacts and communicates directly with potential clients. The personal relationships developed in such environments help the consultative sales approach because this way, they may have more detailed discussions, better understand clients’ needs in their essence and build solutions as per those individual needs.