The Confidence Quotient

Even the most put together, self assured person can struggle with confidence. It is intimidating to make the cold-call, give the presentation and ask for the business sometimes. How can you overcome those obstacles and feel confident?

I want you to remember that you never have to be 100% prepared for anything. Part of your internal confidence quotient is your ability to connect the dots. I used to get all up in my head about an upcoming meeting if I wasn’t 100% sure of everything. Rest assured, I bet there isn’t a single person in the room that is at 100% either!

What can you do to give yourself that confidence boost?

  1. Find out what THEIR goals are. We tend to want to share our needs first, especially when time is limited. Wait on that. The best way to boost your confidence is to give a boost of confidence to the person you want to connect with. If you can validate and understand their goals, your likelihood of setting that next meeting is high.
  2. Why would (insert name) want to meet with you in the first place? I have met a lot of salespeople over the years who, when I ask them this very question, answer it with an elevator pitch of their best product or service. That’s not what they want to hear. Here’s a secret: your potential customer wants you to identify their biggest issue, problem, or success. They want to be understood and know that you know what they want. Find those common goals and interests, and make connections outside of your product or service.
  3. Bring something of value. I bet you have a pretty good handle on your industry. What is something that you have learned that could enhance their productivity, connections or profits with no sales commitment with you? I’m not saying to give away the farm with this information, but give them a taste of your value.
  4. Offer your network to others. It is one thing to ask for a referral from others, but how about offering to use your network to refer as well? This goes right along with that value add item, and can be a pretty powerful tool.
  5. Show genuine gratitude. Even after a first meeting or connection, when I hope you are sending a “thank you” note or email, thanking others for their contributions to your business and life are essential. It isn’t just a feel good, but solidifies your presence in their life and creates connections into a greater understanding of both you and them.
  6. Slow down. When we are nervous, we go fast! It’s a physical response. Our heart beat quickens, our palms (and other areas) start to sweat, we exhibit a sense of urgency. Take a deep breath, and focus on taking it slow. When I first started public speaking, I had to mentally tell myself to speak at the pace a four-year-old could follow. Slow and articulate speech shows, and builds, confidence. It allows you to annunciate your words, and carefully consider your responses and thoughts before they leave your mouth. It also allows you to focus on listening to others, when you are not in such a hurry to respond!

Confidence building is an ongoing activity. As someone who works in commission based sales, I have had my highest highs and lowest lows in the same day! You can build strength and confidence around daily practices, so the major ups and downs won’t affect you as much.

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