To present your business to potential clients effectively, it is necessary to do so with confidence, clarity and a healthy dose of assertiveness. Assertiveness involves confidently going for what you want, in a way that benefits all involved. The assertive business person seeks a win-win outcome not merely to make the sale. This means presenting your prospects with solutions to their problems, rather than compelling them to buy what you promote. You win, and they win too!
There is a difference between assertiveness and aggression. Assertive entrepreneurs seek their own good and the good of their clients. Aggressive entrepreneurs come across as self-serving, employing pressure and bent only on making the sale. Avoid aggressive selling by finding out what your market needs and is willing to pay for, by creating a matching solution, and presenting this confidently to your market, who has asked for it. Your prospects are then more likely to be receptive to your business, viewing you as a problem-solver rather than a desperate sales person!
12 tips to present your business with confidence:
1. Know your products and services in and out. Competence breeds confidence. Be prepared for all possible questions and objections. Provide a Frequently Asked Questions page and update this regularly.
2. Know your competitors. Strive to maintain a competitive advantage over them. Have a Unique Selling Point. Be prepared to show your clients why they should do business with you instead of your competitors.
3. Know your target market. What are their pains? What solutions do they seek? When you know what your market wants and are able to provide them a solution, you can be confident in presenting this solution. You are more than
“selling,” you are problem-solving!
4. Know yourself and your business. Stay true to your values and those of your business. Keep your overall goals in mind. This way, you come across as sincere and can be happy with your outcomes. To dishonour your values is to build inner conflict and a discordant business environment. To honour them is to create inner and outer harmony, which are very attractive qualities!
5. Know, and be able to demonstrate, the benefits your products and services provide. People buy perceived benefits rather than features. Lead with the benefits.
6. Know the value you bring to the table. Don’t just “know” it, OWN it! Allow others to sample your products and services and survey them for feedback. Collect client testimonials and dwell on the positive feedback you receive. This is confirmation from your clients of the value you provide. Charge according to this value, not the hourly rate or the overheads. Think in terms of the valuable time you are saving your clients’ businesses, the stress you are relieving them of, and the value of the free time they can now spend with family, friends and interests, while you solve their problems. You are selling solutions, not time!
7. Practice being and looking sure of yourself and your services and products. Learn and practice assertive body language. Give a firm handshake instead of a limp one. Stand upright, no slouching! Let prospects see you handle your presentation materials, samples or literature with respect and confidence. Look people in the eye in a non-threatening way. Use open-body language, which shows relaxed confidence, rather than closed-body language which shows defiance, resistance or even aggression! Practice naming your price with confidence, bearing in mind the great value you provide.
8. Maintain and defend your boundaries. Firmly state your conditions of service in a way that shows they are not open to negotiation. Look the client in the eye, in a non-threatening way, and throw in a courteous smile. Use a “statement” tone of voice rather than a questioning one. Practice saying No politely and without apology. Politely assert your working hours and do not let clients drag you beyond them. If you sound like you mean it, they will learn to respect your wishes.
9. Be assertive in all of your communication where necessary: In your speech, on the telephone, in your letters, faxes, texts and emails. While on the phone practice standing or sitting up-right, instead of slouching. Imagine yourself looking the client in the eye, with a polite smile. Use an assertive tone in your written communications. Take these actions even if at first you do not feel confident and assertive. Your feelings will soon catch up with your actions and you will gradually increase in confidence.
10. Know that you deserve a successful business. You have worked hard to build one and you deserve to have one. You work hard to meet your clients’ needs and they value the services you provide. Let your heart and mind be filled with this knowledge as you present your business.
11. Model others who present their businesses with confidence and achieve great results. Read about them. Watch them. Meet with them. Ask to be mentored by them. Do the things they do. Why not follow a proven track record instead of reinventing the wheel? Find a model or a mentor and let them show you the way!
12. Put together a compelling marketing message. This must clearly define who you help, what problems you solve, how you help and why your audience should buy from you. Practice delivering this message with confidence and conviction. Confidence, assertiveness and a win-win attitude release positive energy. This in turn attracts positive outcomes, drawing people to you and your business. On the other hand, aggression, a win-lose style and non-confident behaviour release negative energy. This negative energy repels people, attracting negative outcomes instead.
Which do you desire for your business – the power to attract the results you desire or the consequences of negative energy? If positivity and progress appeal to you, start practicing these 11 tips in your life and business and watch your results change for the better.
In Part 2 of this article I share 11 action steps to help you present your business with confidence and get more clients.
Author: Oma Edoja
Category: Make More Money Marketing, Mindset
Tags: confidence, assertiveness,
Summary: Confidence is attractive! Learn how to present your business with confidence and ease and attract more clients.