In August 2005, I wrote an op-ed, entitled, “What Are You Selling?” (Subhead: Be like Bob, sell yourself). In the column, I told the story a successful local salesperson, whom I called Bob. The full column is below in italics. Read through it and check back with me on the other side:

Here’s a question for those of you who are in sales: What do you feel like you’re selling? Is it your answer that you’re selling a product (a piece of software for example) or a service (like public relations)? Actually, you’re selling the most important product or service in the world — yourself. It’s your knowledge, talent, professionalism, and perhaps most importantly, the connections you have and the people you know.

Before I start to sound too much like Jeffrey Gitomer in his weekly Sales Moves column, let me tell you why I am writing about this topic.

In covering business in Central New York, I’ve encountered a number of successful business owners, managers, and salespeople.

But there is one very successful salesperson, whom I believe has a profound approach — he sells himself. And I think it’s about time I shared with readers some of his innovative, yet simple methods.

I will call him Bob and withhold his real name so as not to sound like I’m advertising his services or products, or letting his competitors and prospects in on his methods.

Bob sells marketing services. But you’ll never hear him say that. He makes appointments for “networking” meetings with prospects — lots of them, probably one or two meetings a day.

And networking is exactly what Bob delivers. He’ll meet with people whom he knows aren’t likely to buy his marketing services, either because they have said they’re not interested or are just starting out in business, or don’t have a big budget. Heck, he’s even met with unemployed people. There’s no one that Bob will write off as being not worth a meeting. His belief is that by helping people to network in the community, obtain important contacts, and find ways of obtaining free attention for their businesses, the people he meets with will call him first when they are ready to market their businesses.

It’s a simple approach that yields results. Bob is successful at it for several reasons (all of which could help you in your business’s sales efforts):

He knows literally everyone in his business community. Years of networking, schmoozing, volunteering in the community, and marketing have honed a huge network of contacts.

Bob listens and asks questions. If the prospect talks about how she is having trouble finding the right house to buy, Bob will instantly chime in with a name of a real-estate agent that he knows can help her. Or maybe the client attended a certain business school and Bob will mention the name of a fellow grad he knows. Bob is always connecting people.

 Bob always follows up. You’d think with some of the less-than-ready-to-buy prospects Bob meets, the one meeting would be the end of it. But no, Bob will call back and see how they’re doing. He’ll ask the person whether she’s found that dream house or connected with that acquaintance from college.

 Bob is tireless in pursuing new prospects, even during times when he has a full plate of existing clients to service. Again, he’ll meet with anyone, anytime. This helps inoculate him during lean business cycles.

So, be like Bob by aggressively getting out there and selling yourself.

Bob’s story contained interesting and effective lessons for salespeople. And it’s just as relevant today as when I first penned the column. But there is one order of business left incomplete. Who is Bob?

Now, I can finally reveal that. Drum roll please … Bob is none other than Bernie Bregman, who is retiring after more than 25 year with The Business Journal. But being the hard charger he is, Bernie is not stopping work altogether. He will still be involved in some interesting initiatives. Stay tuned.

Congratulations and best of luck, Bob … er, Bernie!

Adam Rombel is editor-in-chief of The Central New York Business Journal. Contact him at arombel@cnybj.com

New York Governor Cuomo recently signed a number of bills into law. One new law that I sponsored will enable military to receive sales-tax exemptions on vehicles purchased out of state. Another will increase purchasing of locally grown produce in hospitals, prisons, and other state-run facilities.

Military tax exemption

A.6223 exempts members of the military upon returning to New York from having to pay New York sales tax on vehicles that they purchased while stationed in another state — provided that they paid sales tax in the other state. The law became effective immediately. I was pleased to co-sponsor this measure in the Assembly.

New York residents who purchase a vehicle outside of New York state are required to pay sales tax upon registering the vehicle. For those who served in the military, this proved problematic. Military service members often keep their residency and driver’s license in their home state while serving because they intend to return to their home state someday. Unfortunately, in doing so, if a service member kept his New York residency and purchased a vehicle while stationed in another state, he would be obligated to pay New York’s sales tax on that vehicle upon returning to New York — even if he paid sales tax in another state. This meant a veteran returning to New York state may have had to pay sales tax on his vehicle twice. The new law prevents this.

NY farm produce to increase at state-run facilities

I was pleased to support A.5102 in the Assembly, which supports local agriculture. This law requires hospitals, prisons, and other state agencies to buy more local produce. It requires the state to put in place better purchasing and tracking systems to make this possible. The law already favored that state agencies purchase locally produced food, but this new law gets more specific on purchasing systems and reporting those purchases.

It authorizes the Commissioners of General Services and Ag and Markets to develop regulations to “establish guidelines to increase purchases of New York food products; publish the guidelines on the Office of General Services website; and provide for monitoring and implementation …” It also requires annual reports be made to the state legislature and the governor so the public can better track these purchases.

William (Will) A. Barclay is the Republican representative of the 120th New York Assembly District, which encompasses most of Oswego County, including the cities of Oswego and Fulton, as well as the town of Lysander in Onondaga County and town of Ellisburg in Jefferson County. Contact him at barclaw@assembly.state.ny.us, or (315) 598-5185.