Smartest Person in the Room – 5 Minutes to Better Marketing
Smartest Person in the Room
Have you ever wanted to be thought of as the smartest person in the room; especially in a business setting. The one that people look to for information. The expert. The leader.
You can be, if you market yourself that way. This is commonly called developing your expert status and I have written about it a few times in past articles – Expert Status and Educate Your Market. How do you become considered an expert in your field? It’s about giving useful information away. Helping people. Demonstrating your abilities and your knowledge.
I’m going to pick on a long time client as a prime example. Jeff Leyonmark of GA Leyonmark Insurance Services has been employing the approach of expert knowledge for longer than I have known him. The concept is simple. He’s a property and casualty insurance professional and he’s not afraid to share his knowledge. He is adept at displaying this knowledge in networking and one-on-one meetings (and we help him do it online). Do you have a question about insurance? Ask him. Jeff is happy to answer. You don’t have to be a client or prospect. Jeff invites insurance questions from anyone and he answers them well. If he doesn’t know the answer personally, he will connect you with someone who does. It proves something about him and his business. They know their stuff.
Giving away useful information doesn’t appeal to everyone. I know a lot of professionals that do not subscribe to this theory. They are in the info for money business. Hold your industry secrets close. Don’t give up too much to a non-paying customer. This can make it tough for a potential customer to determine their level of expertise. How good are they really? And to that strategy I would ask this question:
Who would you rather do business with? Someone that knows their stuff or someone who says that they do?
Takeaway – Build your expert status to build trust with potential customers.