Whether you are a business owner or a team member of an organisation, clients make their decisions according to their encounters with the people representing the business. People do business with people not businesses.
So what are the two traits that a person can show that will make the offerings from their business a more attractive option? Passion and confidence.
To be passionate is defined as:
'having, showing or caused by strong feelings or beliefs'
When you are passionate about your product or service then this will come through in your choice of words and body language. In fact, it will come through in every aspect of your communication.
When you are confident it again comes through in your body language and others immediately perceive you as someone who knows what they are talking about. Confidence attracts others.
Have you ever seen a leader who doesn't exude confidence? This is a quality that leaders have which helps to develop trust. When a person is passionate about a cause, their work, their life purpose … people listen to them. Again, a quality that exceptional leaders show on a daily basis.
Your interactions with your clients or potential clients may mean business is won or lost. First impressions can lead to subsequent interactions and an opinion of your abilities and competence to deliver the product or service is formed. If the first impression is not favourable then it is even more difficult to gain the attention of the potential client.
Timing is also very important. Being in the right place at the right time can bring in fresh leads for business. Yet if you are not prepared for such an encounter, you may lose the opportunity.
Through positive interactions with you, trust is developed. Trust is a key factor in building strong business relationships, which can lead to further business dealings and referral work.
I recently worked with a client who was (and still is) passionate about the products and services that his business offers to his target audience. Yet he shuddered at the thought of meeting people at functions such as networking events to connect with his ideal clients. He didn't feel confident about making those connections and building the business relationships.
His first hurdle was to change his mindset that networking events were about 'making a sale'. Once he did that, he was then able to focus on a different paradigm. That is, networking events are about meeting and connecting with people and building mutually beneficial relationships with these people. Isn't it amazing how the words that we use can have such an impact on how we act?
The next step was to boost his confidence to speak with others about his passions. What approach did we take here? Small, easily manageable steps.
Tips to boost your confidence
Here are three tips that you can practise on a daily basis to help you feel more confident.
#1 Breathe from the diaphragm
When we are anxious we tend to shallow breathe. Breathing from the diaphragm helps to relax your muscles which in turn has an impact on your stance, resulting in a more positive, confident stance.
#2 Open positive body language
Open positive body language portrays confidence. To assist here, practise power poses prior to meeting with potential clients.
#3 Have an outward focus
Focus on the person that you are speaking with rather than how you are feeling – don't allow that little voice in your head to sabotage your encounter.
Be a magnet
To be an attractive option for your potential client, allow yourself to show your passion for your products or services by being confident in your abilities. In turn, highlighting your leadership in your industry. Be a magnet for potential clients.
To end this article, I'd like to share with you one of my favourite quotes by Emily Guay: