“I don’t want you to forget about is the value of sticking around and doing great work long enough for people to notice and certainly long enough for people to remember you.” – Jeff Bajorek in today’s Tip 1700
Do you value the longevity of your personal brand?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Bajorek. Here he is:
Jeff Bajorek: Think about your business card for a second. And spare me the OK, Boomer jokes about how nobody has business cards anymore and blah, blah, blah. I get it. You understand the concept of a business card, right? Let me ask you, what’s more valuable on your card? Your company logo or your name? Think about that. Let me tell you where this is all coming from.
I’ve been thinking about prospecting for quite some time now, especially over the past couple of weeks. And there’s some stuff that has come up with clients over the last week, really over the past couple of days. This concept of longevity in an industry has come up. I want you to think about it a little bit differently because there are a lot of you who are bouncing from job to job to job trying to get a leg up, finding a better comp package, finding a better benefit package, whatever it is, and by all means, if you’re not in the right spot, get to the right spot because you will never do your best work if you’re not in the right spot. But I want you to consider your moving around and your ability to open new opportunities with all that moving around.
And no, I don’t mean that someone’s going to look up your LinkedIn profile and say, Well, this guy’s a job hopper, or, She can’t stick anywhere for very long, so I’m not going to take them seriously. No, that’s not what I’m thinking. I’m thinking about the value of longevity to your personal brand.
I sold in the orthopedic space for 11 years. I was in the same industry in the same geography, represented a couple of different companies. But because I showed up every single day for 11 years to the same people or within the same group of people, people knew what to expect when I called. They knew what to expect when I showed up. They knew what to expect when they saw me in the field, in the hospital, or at the meetings and the conventions and the things like that.
My name opened up a ton of doors for me even when the logo on my card was completely foreign to them. That’s real value. That’s a real personal brand. And so I don’t want you to overlook the idea that the equity that you’re putting in today, the sweat equity that you’re putting in today, can’t help you in ways that you can’t possibly anticipate right now. But in the future, the work that you are doing now will pay off. Don’t forget, and this is something I always kept in mind, I still keep it in mind today because I’ve got engagements that sometimes start, sometimes stop, and sometimes take a while before they get going.
But I’ve got a number to hit this month. I’ve got a number to hit this quarter, and I’ve got a number to hit this year. I’ve also got a number to hit next month, next quarter, and next year. And while that mindset affords you the ability to take your time to be a little bit more deliberate, the ability to do things the right way, don’t discount the value of selling to the same people in the same industry, if not for the same company.
The most successful salespeople in the world have people coming to them. They have people thinking of them first when they have a problem that needs to be solved. They’re going to think of the people that they have become familiar with, who they can trust because they’re just always around, especially when they’re needed. One of the best ways to build that reputation is to just do the work in the same place for a long time.
Let me reiterate. There’s a lot of value in finding a better situation. And when you are younger or less tenured in your sales career, it is going to be tempting to move from place to place because you can advance your career faster. That is true in a lot of cases. What I don’t want you to forget about is the value of sticking around and doing great work long enough for people to notice and certainly long enough for people to remember you.
Scott Ingram: For links to connect with Jeff, just click over to DailySales.Tips/1700. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!