4. How do you brand yourself as the expert?

This is the multi-million dollar question isn't it? Expertise comes from knowledge, continuous improvement, and cutting edge approaches that establish a track record of excellence. How are you informing your prospects and customers of your knowledge and track record of excellence? How are you spreading the word on your ideas and approaches that set you apart from the rest of the industry? The Internet is a perfect avenue for sharing information. What have you written to teach your customers how to maximize the benefit of the products you sell? When have you called a summit of customers for a knowledge exchange?

Real players no longer consider it a high priority to go to golf junkets, hospitality suites and networking parties because they value their free time more. However, they will make time to attend an event where they can learn better ways to make more profits when they value the source of the information. Be the source of expertise and become the specialist that brings extra value to your customers.