Andy NearyI help insurance professionals turn brand awareness into business growth.

Are You Creating Enough Awareness of Who You Are? [Friday Bullpen Sessions Episode 1]

25 Jan 2020 · 2 min

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1:47

Andy Neary argues that most salespeople struggle not with closing deals but with generating enough opportunities because they fail to create awareness of who they are. He criticizes cold calling as an outdated primary strategy and recommends leveraging modern channels (social media, email campaigns, webinars, public speaking) and sharing one’s story consistently to build familiarity, likability, and trust. The piece ends with a motivational call to action to show up daily and be persistent.

Chapters

For most sales professionals, closing business is not the issue. It's not even moving a prospect from the first meeting through the pipeline to the close. It's getting more opportunities. You don't have enough opportunities because you're not creating enough awareness. Listen, today it's about a game of attention. It comes down to who knows you, who likes you and trusts you. But you have got to get people to know who you are before they can like you and trust you. That's why it amazes me that there are still sales professionals out there whose number one sales strategy, number one prospecting strategy is cold calling. You are literally trying to call somebody who does not know you, and you're trying to convince them to take a meeting with you when today we have the technology and the tools to create ridiculous amounts of awareness, whether it's social media, whether it's email campaigns, webinars, public speaking opportunities, you name it. Why are we still using cold calling as the number one strategy? Listen, folks, if you've got something to say, you've got something to sell, you have got to start sharing your story. Because at the end of the day, humans buy from humans. So start showing your human side. Start sharing yourself, your knowledge, your expertise with the world, the presence of who you are and what you do. And I promise you, if you focus your efforts on doing that, day in and day out, you show up, you're consistent, and you're persistent. You will have more sales opportunities than you know what to do with. But you have to get out there. You have to show up every day, and you have to share your true self with the world. Now go make it happen.