Whether you are a buyer or seller of goods and services, people will always do business with those they know and trust. The fastest way for people to get to know you is to be published in an industry journal where your colleagues search for new information and industry trends. The To the Point publication from MPI and the Publications from PCMA and Association Forum reach the people who should know you.
By submitting an article at least quarterly, you become a known entity and someone people will seek out. If you are a purchaser of specific services, this is also a good way to illustrate your knowledge level and business ethics. Those offering products will learn how to approach you and tailor their offer to someone who is a true professional.
As a seller of services, your goal is to stand out and be known by prospective buyers as someone who can be trusted and has a high level of integrity and business knowledge. The more you contribute in the form of business-relevant articles, the more your visibility will increase. Remember, as a buyer or seller, sharing personal examples about business situations and how you overcame challenges demonstrates your problem-solving skills. People need to know that you can identify an opportunity and then devise a solution that works for both parties.
In my personal situation, I started with Starwood Hotels in 1999 with a new market to develop in securing government business. At that time, the best way to develop a business segment was to get the organization’s membership directory and start calling people to identify who had the best business opportunities. The Society of Government Meeting Professionals had a monthly newsletter, and I made a point to be published in every issue of the national newsletter and in as many chapter newsletters as possible.
When introducing myself to a prospective client, I would often hear, “I know your name, but where do I know you from?” My response was to ask them if they read the newsletter. Most people did read it, and I would point out the articles that I contributed. That gave me instant recognition and created a comfort zone for us to proceed. I always made a point to return every phone call and answer every email, which also increased my credibility.
If you find that you have limited written communication skills, you may want to enlist the help of a colleague to produce the material together. If you have knowledge that you want to share but do not have a colleague to help you write the article, I am available to help you produce the material and start you on your way to being an author. Contact me at Tedmillerchicago@gmail.com or 708-237-9517.
I want to help you succeed!
Ted Miller, CHME CHSP, CGTP, CGMP, HMCC