Scenario: You have a meeting with a prospective client tomorrow. You NEED this client to book with you. You’re freaking out inside but trying to pull it together on the outside.
What do you do?
The answer is simple. Believe you can do it. Don’t just say the words but actually believe 100% that you’re going to ROCK that meeting. Our minds are powerful tools. They can make or break us. Think about it…
Let’s say, you go into the meeting feeling desperate, unsure of yourself and you can’t stop thinking about how you NEED to book this person, or you better start looking for a real job. Close your eyes and imagine that feeling. Your body tenses up. Your brows furrow into fear. A smile is far from the scene. You have to fake a friendly face. Your voice is a little shaky. Your timid demeanor is obvious. We all know that dogs smell fear. Guess what; so do people.
Okay, shake off that scene. I mean, for good. There’s no reason you need to go back to that place. Ever. Let’s create a better, more confident image you’re going to use from here on out. First, take money out of the equation. I know, I know…you NEED this money. That’s part of the problem. You’re so focused on the money. Ditch that for second. Instead, think about why you started your business in the first place. Think about what fires you up! Think about your passion and talent and what you have to offer the world; what you have to offer this prospective client. Feel that excitement in your veins?! Let that positivity shine through. Lead with it in your conversations. Use it to stand tall and confident. Think about your passion and talent and what you have to offer the world; what you have to offer this prospective client. Feel that excitement in your veins?! Let that positivity shine through.
“People don’t buy what you do; they buy why you do it. And what you do simply proves what you believe.” – Simon Sinek
Dig deep. What is it that you believe? Lead with that.
Early in our photography business, we’d walk into meetings with prospective clients feeling desperate and uncertain. Of course, we didn’t want to come off that way; but I’m positive we did in a lot of cases. As the months and years went on and we booked more clients, enough for both Jesse and me to be full-time entrepreneurs, our client meetings actually became fun. We changed our mindset from selling to sharing our passion and excitement. Our conversations went from rigid to fluid. And our booking rate skyrocketed.
We know the same can be true for you. But YOU have to believe you can do it. The best way for you to get to that place is to practice, visualize it happening and lead the conversation with your passion and what you believe. What WE believe is that your next meeting with a prospective client is going to go better than any meeting you’ve ever had before.