An important element of marketing your work as an HR practitioner is to realise you must effectively communicate benefits of your work in terms other managers can relate to. This really means selling HR to organisation. A regular positive message will help position your services in 'must have' category for senior managers.

And remember...selling is not a dirty word, it is a communication process.

How do you sell HR? Here are some easy steps: 1. First understand needs of your customers - in this instance management team in your organisation. Gain an understanding of their business objectives and pressures they face. 2. Prioritise their needs and determine how your services help them. Why and when do they need your services? 3. Determine how you can communicate with them. Different circumstances will require different methods. For example, use monthly management meeting to explain correlation between good HR practices and achievement of corporate objectives. Be specific. 4. Be prepared to answer objections to your 'good news stories'. Some managers may need additional information to accept impacts you present. Cite results, case studies and statistics that relate to achieving specific objectives. 5. Follow up with members of management team to ask for their comments on how they are benefiting from HR services. Get their perspective. Be proactive in helping them achieve their goals.

"Ultimately your organisation wants you to add value. By involving your executives in process of change and gaining their commitment to implement your HR initiatives, you will better serve your executives, your organisation and entire HR function."2

Sources: 1. Becker & Gerhart 1996:794. Asia Pacific Journal of Human Resources. Vol.38 2000. 2. Marshall Goldsmith - Executive coach. Workforce Magazine May 2001.

Phone: When in doubt, pick up phone. If email is not getting job done with a particular client, don't hesitate to pick up phone. Voice to voice is means for building true confidence and that necessary personal touch.

Picture: Show your visitors, clients, and leads who you are. A site with a picture of owner feels more friendly and personal that an ultra-swift website without one.

Tell Your Story In First Person: Many biographies are most appropriate in a third person format. However, at your website it is more approachable to tell about your experience and background as if you were speaking with a friend.

Speak English: Don't show off your in-depth industry skills by verbally overwhelming your clients or prospects. Respect their level of knowledge by speaking clear and easy-to- understand English.

Experts abound in marketplace, but accessible experts are ones that set themselves off pedestal and into crowd. This is next step in personal, confidence building marketing with today's smarter consumer.