Marketing yourself with internal and external promotions - (part 2)
The question now is how did this sales rep turn into an
asset. After all, out-producing colleagues is not an easy feat. I’ll tell
you exactly how this person went from a mediocre $50,000 salary to over six figures
within less than 2 years.
First, he took the initiative to participate in evening
classes on various sales topics, such as relationship building, new selling techniques,
and identifying the aspects that provoke decision makers to buy. Did the company
pay for these classes? No. He saw the need for improvement and jumped at the
chance to enhance his education and produce more revenue for the company.
Second, he focused on external marketing techniques by
sending personal press releases upon obtaining key accounts (more notably known
as “People on the Move” within business sections of newspapers and
other publications), participating on non-profit committees, and so on.
One opportunity was particularly beneficial. He elected
to serve on a high-profile committee and found himself talking to a secretary
that reported to the Director of Business Development for a prominent technical
firm. Ironically, his company had been pursuing this corporation for over 5 years.
He gradually built a relationship and eventually landed the account that produced
nearly a million dollars in new revenue for his business.
Committee meetings were on his personal time and not compensated.
Marketing yourself to the community can enhance your existing job or job search
tremendously because companies like to see employees that I’ll label “movers
and shakers.” These individuals don’t wait for things to happen,
they make them happen.
Third, he documented all career successes and solidified
his position in the industry. Documentation can consist of letters from superiors
or customers, awards, and/or performance bonuses.
When seeking a raise, he created a presentation that focused
on the amount of new revenue he cultivated for the business over the last 12
months and compared it to the proposed new salary. The company would be crazy
to refuse his request, in my opinion. If they did, he would subsequently work
for a competitor making him an adversary rather than an ally.
Taking a proactive approach, rather than being reactive,
is what catapulted this person to a six-figure salary. Prove yourself an asset
to your employer. Make them unable to live without your expertise, your devotion,
and your overall dedication to ensuring the company’s financial health
and customer loyalty.
Teena Rose, CPRW, CEIP, CCM
Resume to Referral
7211 Taylorsville Road, Office 208
Huber Heights, OH 45424
Phone: (937) 236-1360
Fax: (937) 236-1351
(Also see: Marketing Your Business with Promotional Products parts 1 and 2)