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Does Your Title Box You In?

Written by: Scott Smeester

Article Overview: Too many people, when introducing themselves to new contacts, are allowing potential prospects to box them into a preconceived belief about what they do based on their title. Learn how to use a vague title to solicit deeper interest and a highjacking of your brand.

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Does Your Title Box You In?

I was on my way to another "networking event" and it had been awhile because I've always felt like I was being perceived no differently than the other guy - and at least I wanted to sound different. I called up my friend and business mentor, a very successful financial planner that works BRO (By Referral Only), and asked him off the cuff, "What do you do?". He asked me "What would you say if I told you I was a ‘wealth advisor'?" I said, "I'd ask you what a ‘wealth advisor' is?" He said "Exactly! And that is what you want." What my friend does that most of his peers do not is spend time with his clients up front to understand their underlying and guiding core values as well as goals. And not until he has these most important personal pieces of information, which usually takes four to six weeks of work, would he present a strategic plan that outlines the potential positives as well as risks - all in accordance to the core values originally discovered. He is not like most of his industry peers that launch into recommending a myriad of financial products during the first meeting.

In my friend's introduction, if he were to merely introduce himself to new contacts as a ‘financial planner', most people will automatically put him in a box. In other words, the paradigm and perception that new contacts would have of my friend would be of typical financial planners.... usually not the image that is wanted.

Avoid being boxed in. Separate yourself from the mediocre peers of your profession on the first impression. Give yourself a chance to enter into a deeper conversation. How? Be vague in your pitch with the intent of getting asked "what is that?"

My new title is Business Growth Strategist. Would you like to know what I do?

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Article Tags: business growth, business mentor, core values, financial planner, financial planners, first impression, first meeting, industry peers, launch, myriad, networking event, paradigm, perception, personal pieces, profession, referral, six weeks, strategic plan, strategist, wealth advisor

About the Author: Scott Smeester
RSS for Scott's articles - Visit Scott's website

Passionate About Sales Systems

Upon graduating from engineering school in 1992, I worked for several years in sales for a variety of different types of products and services. In 1997 I started a web development company that ultimately failed following the collapse of the ‘Internet bubble'. I attribute the failure of that company to a lack of reliable sales systems - inbound leads, closed deals, etc. - and that experience instilled in me the drive to leverage the structured thought process from my education with my sales and entrepreneurial experiences for creating and implementing sales systems - for myself, my companies and the clients I serve.
Objective

I help the leaders of small and startup companies...

* Accurately discern all the problems that are limiting the expected growth for the organization
* Create effective and unbiased strategies that work hand in hand with the values and goals of the organization
* Implement sustainable business systems into the overall growth strategy