01.26.04
 By
Nina Ham
Whether it's making a prospecting call to a promising business contact,
giving an informal "elevator speech" to a networking group, or attempting
to close a transaction, there are certain key moments when putting
your best-dressed foot forward really matters. Some of life's fortunate
people seem to be naturally at their best finding confidence under
pressure. The rest of us have to learn.
Confidence matters.
Few would argue that developing confidence is a good investment.
You'll be more comfortable and therefore more motivated in your marketing
efforts. It's difficult to sustain an effort over the long haul -
a requirement, for successful networking and marketing - if we're
miserable doing it. Furthermore, marketing and branding experts tell
us that confidence is the #1 reason people buy what they buy. Where
do they get confidence to try the product or service for the first
time? >From you, from your confidence in what you offer. |
Confidence
on command. Let's say you have to make an outreach call to someone
who can potentially refer you business. Stomach butterflies are on
a rampage. You've scripted the call, but your voice is still flat
with anxiety. How do you suddenly summon confidence? Confidence is
like one of the body's involuntary muscles. You can't make it fire
on command. It either fires or it doesn't. But the smaller muscles
around it, contributing to its tone and strength, are voluntary. You
can help yourself build confidence by doing the small things. You
probably already have a repertoire of quick-fix confidence-builders
that work for you. From my years of helping people grow, here are
some of my favorites.
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Practice Talk about your product or service, with strangers as well
as acquaintances. Do it again. Do it frequently, whether "successful"
or not. Keep the interval between short.
Don't let being awkward stop you Create a temporary "no fault" zone,
where you goal is to do it, not do it right. Remember: the pool of
potential contacts is infinite. There's plenty of room for practice.
Let timing help Capitalize on confident or successful moments to create
more of them. There will be days when you're under a cloud. Don't
try then. Letting yourself off the hook today breeds confidence that
tomorrow will be better.
Tough love Act "as if" Just do it Protect your environment from negativity:
call a temporary moratorium on friends or family who may be envious
or skeptical of your endeavor
Seek inspiration Rub shoulders with someone who has exuberant confidence
in you Read some inspiring quotations Read testimonials from your
own clients Watch a squirrel leap through space from a secure branch
to an untested one
Quit being mean Make a quick list on paper of the 5 confidence-sabotaging
voices in your head. Quote them verbatim, and give each one a name.
Send them all out for a beer, and while they're gone, make the call
All of these suggestions are simple and even simple-minded. They're
ways to develop the internal muscles that in turn will support the
success we're reaching for. After all, if you're to grow into a new
level of success, you will need more than good ideas and hard work.
You'll need the internal muscles to support it. Confidence is one
of those qualities that can seem to vary with the weather. Very few
of us are born for success any more than we're born to bench press
three hundred pounds. For most, the daily work-outs, coupled with
an attitude that gives generous credit for perseverance, are what
qualify us to have that golden ring. I'm cheering for you!
About the Author:
Nina Ham, certified coach and licensed psychotherapist, is principal
of Success from the Inside Out, providing individual coaching and
teleseminars to build the skills, attitudes and habits for sustainable
success in your career or business. Mail to: Nina@womenssuccesscoach,
subscribe in subject line, for free monthly e-zine, or visit http://www.SuccessfromtheInsideOut.com.
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