We have been exploring how to establish your presence with distinction. This section covers the last of my ideas. How about you? If you have techniques you use or tips you can offer let me know so that we can share them with all those who read the bulletin.

* Marketing is the key. Give people a taste of what you can do for them. Free handouts, guides, tips sheets, and be sure that all of your contact details are on each item with full details of all your products and services.

* Be meticulous and keep a written record of all conversations. Your prospects and clients will be impressed by your retention of detail.

* We get into selling here. Sell on emotion - NOT logic. People buy on emotion and we must use that. Justify on logic after you have got the commitment. Make them want to and then bring what they need.

* This is a favourite of mine. Commit yourself to life long learning. You develop your abilities throughout your life. This applies even if you are employed.

In continuing to learn you are able to bring your clients along with you. They learn as you learn. Once you stop learning you start to be left behind. You become less interesting so your employer, prospects and clients become less interested.

* Be enthusiastic. Remember what I wrote earlier about people who talk in clichés. They are reciting the buzz words, they turn me off because they are not fresh, original and enthusiastic. How can they be if they are not prepared to articulate originality?

* Finally, at all times take every opportunity to show off how unique you are. Well dressed, smart, good car, loads of case studies, well presented promotional literature. If you exude quality and competence with an ability to relate and communicate you will stand out from the competition. Look around you if you need any convincing.

Don't forget let me know what works for you. We will then share it with other subscribers. Thanks and good luck.

What next? You'll have read next weeks bulletin.

"When ever you do a thing, act as if all the world were watching". Thomas Jefferson.

Best wishes,

Michael Harrison.

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