"This jerk is wasting everybody's time..."

Hey Offliners,

Last week I talked about getting in good with trade associations. It's a solid strategy that you should start working on immediately.

Based on the feedback I received, it's clear that everybody agrees that becoming the go-to marketing expert for a state or local trade association is really stepping up to the big leagues.

However, the one thing I forgot to mention is the groundwork you need to have in place to be considered a serious candidate to become a endorsed service provider.

Think about it this way.

You're asking a well-known, established and trust-driven organization to put their members into your hands and trust you to take good care of them, but you don't even have your act together?

Unless you're the second coming of Zig Ziglar, it's not going to happen.

You need to have a good solid business presentation. This is also known as the "smell" test. If you don't smell like you belong, then you don't belong.

So, how do you pass the "smell" test?

Well, here are a short (and admittedly NOT comprehensive) list of the important things you need to have in place:

- Office space (You don't have to sign a huge long term lease, but you do need somewhere to take appointments.)

- Professional website (obviously)

- Dedicated professional phone line. (a answering service is even better)

- At least one professionally tailored suit (or business outfit) that "looks" good on you and makes you "feel" good.

- Professionally designed business cards

- A system and process of effectively and efficiently working with prospects and clients.

Now, I know I need to be clear here, so let me say it loud and clear.

While it's mostly okay to "appear" to be a small-time hero when you're working with local small business owners, you need to "appear" well-polished and professional if you want to have a shot at breaking into the big-time.

Keep in mind that you're trying to get to the next level. So that means that you need to step your game up.

I know we're always being told that we can reach all of our dreams sitting in our underwear at our kitchen tables, but when you're ready to go to the next level, you have to take yourself to the next level too.

That means you need the "look" the part AND you need to be able to deliver the goods.

You don't want to be labeled as a jerk who's wasting everybody's time.

So, while we all want that influx of dozens of prospect beating a path to our door, many consultants I talk to simply aren't ready for the big time stage.

It's not hard to get prepared, but most are not taking the time to build a solid business foundation that will allow them to grow to the level they say they want to be at.

Don't be that consultant.

And don't get it confused. I'm not saying that you have to stop what you're doing right now to get everything polished.

However, I am saying that you should set aside a a couple of hours a week to get one more part of your offline business polished up really well so that it sparkles when your prospects are checking it out.

You'll thank me later.

Now, go sell something,

Chris