You know how sometimes in small business we seem to have to work twice as hard to get half the customers as the well-established business down the road…
It may not be an illusion. And, their service may be not better than yours. I bet it’s not. So what do they have they you may not? Is there really some secret, a hidden handshake?
The truth is probably not… although they may have great networks established, and a reputation for what they do. They may even be coasting on the reputation they developed a long time ago. Face it, is Coke really that much different?
Of course, people will buy from who they’re comfortable with, Those they feel will provide the best value for money. The business they’re confident will provide the result.
There it is… Confidence, not just ours, but their confidence in us or in their supplier.
1. Three Versions of Ourselves
Ever wondered why it’s so hard to measure up to others… It’s because we’re observing them perform at their best whilst we’re imagining ourselves with our frailties amplified to our worst.
We know our insecurities and what we’re not good at, so when we compare that to others who we’re imagining are perfect because that’s who they show the world… It’s just not a fair competition.
We’ve an Ideal of who we’d like to be. The business person we’d like to be, the sales person we’d like to be etc… and of course they’re PERFECT. They’ve got it together…
Then we’ve an Image of how we see ourselves. Remember the one. That one with the flaws, and imperfections. Who’s a little clunky at the sales routine, who makes mistakes in business from time to time.
Then there’s the difference or the gap… our Self-Esteem. That gap between who we wish we were and who we see ourselves as. Remember the larger the gap the lower our esteem. Remember to mind the gap!
2. Fear, self-esteem and Confidence
If we were to take ourselves out of the equation it’d simple. Ever notice how much easier it is to see what others are doing wrong. From the sidelines I could even help NSW win a State of Origin game. A different perspective is always easier to see a new point of view.
When we fear something our self-esteem around that issue drops. As our self-esteem drops so does our confidence. There are numerous strategies for removing fear yet only one real cure… Action. We’ll talk more about that later.
3. Establish a Strategy
Get a true or realistic picture of yourself and your business. Typically this is more than a 5 minute assessment. I’d encourage outside assistance someone you trust, a coach or mentor. Gain perspective. You’ll find in some areas you’re stronger than you thought and in others you’ve more room for improvement that initially expected…
Once a starting point is established, Identify your Ideal. From earlier. Picture the business and the business person you’d like to be and have. Then you can start to plot strategies for improvement. You can systematically close the gap.
I’ll get to the other two later, I seem to have run out of space…
Remember, the best sales people in the world became through a learned process. They may have started with some talent, yet that would only take them so far. From there they needed an approach and discipline to fine tune their skills.
Similarly, fear is a learned experience. It depends which we’re prepared to accept, the fear or the discipline to counter that fear.
I’ll be covering all 5 steps at #bsbexpo2016 in the workshop 5 steps to Confidence, sales and success
I look forward to seeing you there, Doomben Racecourse Grandstand, 15 & 16 July 2016.
How Not to Compete with Big Business