NametagTV: Be That Guy

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How do your words demonstrate ownership?

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Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur

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5 Ways to Position Yourself as a Resource

You’re not a salesperson.
You’re not a consultant.
You’re not a therapist.
You’re not a blogger.
You’re not a writer.
You’re not a coach.

You’re a RESOURCE.

An individual who possesses a valuable supply of (something) that can be readily drawn on when needed.

A resource.

Get. That. Through. Your. Head.

See, when you position yourself as a resource, four things happen:

1. You BECOME the Go-To Person.
2. You DELIVER unique, consistent value.
3. You ESTABLISH mindshare with the people you serve.
4. You ENHANCE your approachability people come BACK to you.

Sound good?

Cool. Here are five daily practices for positioning yourself as a resource:

1. Blog. Once you’ve been blogging steadily for a year or two, you’ll start to accumulate a powerful intellectual asset. And especially if you’ve tagged, titled and categorized your posts strategically, it will be quick and easy to find the right posts at the right time. That way, you could leverage past posts as resources in several ways.

For example, you could…

a. Send emails with relevant links to prospects and clients.
b. Post a “Best Of” list that links to a variety of posts on the same topic.
c. Write an ebook, special report or whitepaper as a compendium of related posts.

2. Catalog. If you’re an avid reader, (and if you’re not, you’re NUTS) a great suggestion is to take a weekend to catalog your personal success library. Sure, it might be a tedious process. But once you’re finished, you’ll not only be more organized, you’ll also be able to use your books as resources for others in a variety of way.

For example, you could…

a. Pull a few key ideas from each book and create a master quote list.
b. Write out a summary document for your Top 20 Favorite Books and start a lens on Squidoo.
c. Create a “Reading for Success” list to pass along to clients, colleagues and coworkers. Use it as a Call To Action at the end of your articles or blog posts, i.e., “For a list of my top 100 books of all time, send an email to…”

3. Introductions. My friend Arthur is the ULTIMATE resource. At the end of every lunch, coffee or brainstorming session we have, he’s always got a list of five people I need to call. Or email. Or get in touch with.

It’s great! And every time he does that, it makes me FEEL great, too. What about you? Are you the kind of person who leaves people with a solid to-do list?

If not, try these incorporating these types of “introductions” into your resource practice:

a. Every Monday morning ask the question, “What two people do I know that need to meet each other?” Send out one email intro every week.
b. Every time you attend a networking event ask the question, “How many referrals can I give while I’m here?” Shoot for five.
c. Every first of the month ask the question, “What two people do I know that I can bring together with for a brainstorming lunch?” They’ll love you!

4. Links. Constantly update and refresh your list of links to articles, blog posts, stories, pictures, videos and clippings that relate to your specific area of expertise. Keep a running list that includes each link AND the type of person (or actual person) who would benefit from reading it.

Then, when you send it out, use Phrases That Payses like:

a. “Thought of you when I read this!”
b. “Hey, isn’t this your main competitor?”
c. “I hope you’ve seen this before – it directly relates to your bottom line!”

5. No’s. If a prospective customer shows interest in your products or services, but you discover you’re NOT the right person or company to help, never say (just) no. Say “No, although I know someone who CAN help you…” That way, you’re still marketing. You still look like the hero. And you’re still associated with the solution to their problem.

And hey, you never know: they may come back in the future when they ARE the right type of customer for you!

Try verbiage like this:

a. “I’d prefer to decline than do a poor job. However, my friend Paul would be the PERFECT guy for you to contact. His website is…”
b. “Although our company probably isn’t the right fit for your project, you may want to try calling some of our friendly competitors at…”
c. “Although I’m certain I could be of (some) assistance, there IS a company that specializes in your type of problem called…”

– – –

REMEMBER: If you want to be That Guy, position yourself as a resource.

How are you positioning yourself as a resource?

For a list called “153 Quotations to Inspire Your Success,” send an email to and I’ll send you the list for free! (See, now THAT’S how you position yourself as a resource.)

* * * *
Scott Ginsberg
That Guy with the Nametag

Sick of selling?
Tired of cold calling?
Bored with traditional prospecting approaches?

Buy Scott’s new book and learn how to sell enable people to buy!

Pick up your copy (or a case!) right here.

NametagTV: Notice the 95%

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Click here to watch the original video on NametagTV!

What are you doing that 95% of the other salespeople AREN’T?

For a list called “71 Things Customers Don’t Want to Hear You Say,” send an email to and I’ll hook you up.

* * *
Scott Ginsberg
That Guy with the Nametag

Sick of selling?
Tired of cold calling?
Bored with traditional prospecting approaches?

Buy Scott’s new book and learn how to sell enable people to buy!

Pick up your copy (or a case!) right here.

7 Ways to Overcommunicate Anything

On a number of occasions, I’ve either heard or read the following statement:

“You can’t over communicate.”

And I’m not sure I agree with that.

Here are my reasons:

You can talk too much.
Which means you’re not listening that much.

You can listen too actively.
Which comes off as annoying and fake.

You can ask too many questions.
Which turns you into an interrogator.

You can be around too much.
Which might give someone the impression that you’re spying on her.

You can violate someone’s boundaries.
Which makes them feel uncomfortable.

You can use someone’s name too often.
Which appears unnecessary, forced and inauthentic.

You can check up on people too much.
Which demonstrates a lack of trust and unwillingness to relieve ownership.

What do YOU think?

Is it possible to overcommunicate?

If so, post your examples here! If not, share with us anyway!

* * * *
Scott Ginsberg
That Guy with the Nametag

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13 Killer Sales Questions Your Competitors Aren’t Asking

Questions are differentiators.

With prospects.
With customers
With total strangers!

So, if you want to become That Guy – and if you want to own the MAXIMUM amount of mindshare in your customers’ minds – start by asking better questions.

Now, by “asking BETTER questions,” I mean:

Asking dangerous questions.
Asking disturbing questions.
Asking dumb questions.
Asking guiding questions.
Asking judicious questions.
Asking killer questions.
Asking challenging question.
Asking penetrating questions.
Asking smarter questions.
Asking unexpected questions.
Asking upside-down questions.
Asking well-crafted questions.
Asking well-timed questions.

AND I PROMISE YOU: If you ask questions like THAT, your customers will form an impression of you as someone who is creative, intelligent, observant … and has BIG ears.

That will ENABLE them to buy from you.
That will ENTICE them to come back to you.
That will ENCOURAGE them to tell their friends about you.

Sound good?


So, I suggest you start by making a list called “Top Ten Most Common Questions Asked by a Salesperson in My Field.”

Whether it’s during a sales presentation, over the phone or at a networking event, identify the types of questions every other salesperson just like you is asking their prospects.

Examples might include textbook, unoriginal questions like, “How much are you currently spending on…?” or “How happy are you with you present suppliers?”

HERE’S WHY YOU DO THIS: Knowing what questions your prospects are used TO and tired OF being asked is a powerful sales weapon.

Because now all YOU have to do is NOT ask those questions!

(Well, that’s not all you have to do.) You ALSO need to keep an arsenal of killer questions yourself. And those questions need to be easily accessible.

So, that leads to the next step: creating another list.

Title this one, “Killer Sales Questions My Competitors Aren’t Asking.”

Think of the best, most creative and most original sales questions you’ve ever used or heard.

Questions that made customers smile.
Questions that caused customers to stop in their tracks.
Questions that enabled customers to share their needs and wants.

MY SUGGESTION: Spend a few hours searching through your notes, old emails, training manuals, on Google and in the books of your personal success library for the BEST questions you can find.

Over time, edit, update and review your list regularly. Keep it handy on your laptop, bulletin board and in your briefcase. (Or, if you want to be supremely dorky and O.C.D. like me, type out your best questions on a laminated card and keep it in your wallet for easy access.)

THE POINT IS: Cherish that list. It will become a powerful tool for differentiating yourself that will only get stronger over time.

And it will help you make sales forever.

And soon, people will be asking YOU for YOUR best sales questions!

Now, you probably noticed that the title of this article was “13 Killer Sales Questions Your Competitors Aren’t Asking.”

Well, I am a man of my word.

So, to finish up today’s post, I’m going to share my personal list with you.

NOTE: These questions were purposely left incomplete.

I did this so YOU could individually tailor these questions to your industry, customers and products.

So, think of them more as “prefixes” to your own unique questions. Fill them in however you wish. And feel free to use and share them with customers and coworkers today!

13 Killer Sales Questions Your Competitors Aren’t Asking

1. How are you making it difficult for your customers to…?
2. How are you making it easy for your customers to…?
3. How many customers are you losing by…?
4. What are the benefits you’d like to see as a result of…?
5. What are the bottlenecks in…?
6. What are the three biggest mistakes being made by…?
7. What do you think makes the difference between…?
8. What excuses are preventing you from…?
9. What one word do you want customers to use when describing…?
10. When someone comes to your website, what’s the ONE thing…?
11. When someone walks into your store, how do you want them…?
12. When was the first occasion you noticed…?
13. When was the last time you actually…?

REMEMBER: Questions ARE differentiators.

What’s your #1 killer sales question your competitors aren’t asking?

Post your question here!

* * * *
Scott Ginsberg
That Guy with the Nametag

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