When you're shopping, you want to be confident that what you're buying will deliver good value. You want to be sure that it will solve your problem. Right? Well, your clients want to feel that assurance, too. When they're considering your services, they want to feel certain that you can help them. These days people are being even choosier about who they spend their money with. So when you're making a presentation to them, you need to let them know they're not gambling when they invest with you. You want them to feel confident.
How Do You Do That?
First, follow the instructions of marketing maestros: lead with benefits, focus on the customer instead of you, use great copywriting techniques, etc.
Next, you need to loan them YOUR confidence. That's right. When you're confident about what you offer, your audience picks up on that. It helps them to relax a little. You need to be able to speak about your programs and services and products in a self-assured way -- whether in person, on the phone, from the stage, or in your writing. And this means coming across as powerful and clear in your presentation, but relaxed.
Yes - relaxed. That's the vibe underneath it all that helps people trust you and what you're talking about. Because here's the deal: If you're nervous, you're transmitting anxiety. Your listener picks up on that anxiety energy, but they don't know what it's about. All they know is there's discomfort in the air.
They react to your discomfort with more of the same. Then they try to determine the cause of their discomfort. Sorry to say, chances are good they'll decide it's because there's a problem with you or with what you're offering. They'll come to the wrong conclusion about the source of the uncomfortable vibe.
Now here's the REAL problem: This can cause them to look somewhere else for their solutions. You may have just what they need - their ideal answer, but your nervousness interferes with getting that message across.
What To Do
- Pay attention to what marketing mentors have to say, and follow their guidelines.
- Practice talking about who you are and what you offer until you're completely familiar with it.
- Learn how to relax when you're talking about your business, your prices and your successes.
- Take whatever steps are necessary to eliminate your fears about all these aspects of speaking about your business.
Without that anxiety, your enthusiasm and passion can show. Your real love for what you do can shine through! When you're relaxed and confident in your presentation, your clients can feel relaxed and confident, too -- sure that you're the perfect person to work with.
