By The Irreverent Sales Girl (http://www.irreverentsalesgirl.com/)
When I was first getting started building my Investment Management business, I was terrified of meeting with clients. I had the education. I felt confident that I could help, but I was afraid to ask for the business. I was afraid I could not connect with the customers.
So, I came up with this great idea. I was a big fan of Law & Order at the time. It was when Angie Harmon was on the show playing a no-nonsense, beautiful, composed attorney. She always kept her cool and she always had it together. And, she looked great doing it!
I decided I would “be” Angie Harmon in every meeting. I dressed the part and I acted just like she would in all of the conversations.
It worked like a charm.
Every meeting I walked in with the confidence and poise of Angie Harmon. I listened like she did. I spoke calmly and clearly just like she always did.
I constituted myself as someone successful. And people responded.
People opened up to me and I found it easy to take my time to hear what they wanted and make solid recommendations. Then, I confidently opened the conversation to ask for the business. I calmly pulled out the paperwork at the right time. And the prospects became clients over 80% of the time – in the first meeting.
Find the person who you can “be” to take your business to the next level. Maybe it’s James Bond, or Cat Woman, or a mentor. Put yourself aside and act the part.
Soon, it will start to come naturally! And you will be who you wanted to be and enjoy the same success!