I have a client who started his own business last year. We recently had a conversation about the challenges he faces. While on some level, he “knew he could do it,” he expressed concern about the amount of time it might take him to develop an expertise in sales.
In discussing delegating the sales function of his endeavor, I reminded him that to be a good leader, one must have at least a working knowledge of all aspects of a business. I encouraged him to view learning new skills as an opportunity, and that when doubt and frustration infiltrate the head, to remind himself that he CAN do it. He said, “I wish those messages were at the forefront of my mind more often.”
When starting a business, we seem to have extra time on our hands to think about failure. It requires a conscious and consistent effort to squelch feeling fearful, and to remind yourself when you’re lacking confidence, that you too can be successful, if you put your mind to it and believe in yourself. (FEAR! — How To Face It Head-On and Turn It Into a Positive)
As stated in my FEAR article, even after nearly 25 years of practicing law, starting a new project and/or representing a new client can sometimes be daunting. Rather than be frozen with fear, as a solo I’ve learned to dive in there and give it a go! I believe that once you do something a few times, it does wonders for your self-confidence. In my experience, this works a little like a self-fulfilling prophecy. Doing leads to expertise.
The proverbial “they” say, “success in business is 98% about showing up and being there.” Good karma is generated by being engaging and likable, willing to share information, and providing professional help to others. Engaging with your clients demonstrates that you care about them and their needs. Just by being in the right place at the right time, being yourself, and especially being likable, people will want to do business with you.
I reminded my client that he is and always has been engaging, likable and caring. After all, he is an avid reader of this blog. These are the attributes of a successful salesperson. Sometimes when indisputable things are mirrored at you, it helps you begin to internalize the truth of the positive messages.
I hope 2018 brings my client financial success, but also the confidence to embrace that he can and will achieve greatness!