Tuesday, January 31, 2012

They say it is the second sign of madness...

When you are what is for sale, you can often confuse the client by rambling on and stuffing up the sale or pitch.

Thought Leaders often have to talk about themselves. I sometimes talk about Matt Church in the third person (second sign of madness). I've been doing this for so long that I have learned a couple of tricks to help me talk about this Matt Church guy.

Stagenames: My name is Matthew but I promote Matt Church. It is not ‘Madonna'or ‘Bono' status, but it helps.
Diagrams: I often rely on contextual diagrams or models to explain what I do. This way the focus is less on me and more on my message.
Analogy: If I can explain what I do through an analogy it is easier to talk it up than if it is simply me I am talking about.
Future: Always focus on what is coming up as opposed to what you have done. What you have done is bragging, what it is you hope is going to happen is exciting.
Rapport: People buy people. Be gracious, generous and positive in your conversations. If asked about a competitor the same rules apply.

Often as experts and Thought Leaders, we wish for someone else to sell us. This is not always the best option. There is no-one better than you to sell you.


1 comment:

  1. Matt, I can see how you have used these techniques to build a great profile and you are so right, many of us want others to sell us. It is hard for us to talk about ourselves and using the third person - gotta try it more but it is uncomfortable