When your phone rings and your caller ID says, “No Caller ID” or “Unknown,” do you get excited to pick up the phone? No? You can probably understand why it’s important for salespeople to have an established “personal brand” and not just show up as “unknown” when prospecting or contacting leads.
Think about it for a minute. Who would you rather pick up the phone and talk to? Someone you are familiar with, or a total stranger? This is exactly the same question that goes through your prospects' minds when they are deciding whether to answer your call or return your email. And chances are, if they have heard your name, connected with you on LinkedIn or read a few of your blog posts, the chances of them engaging with you increase exponentially.