So what is getting confident all about? This is all about quickly developing your ability to talk confidently with business owners about what it is you do, and how you can help them. No doubt you’ve got a million things running through your head at this stage, and the idea of talking with business owners can be pretty intimidating at first. What we’re going to do now is fast-track your learning curve by about six to 12 months and get you to the point where you’re comfortable with everything we’ve talked about so far.
There is some work involved at this stage. You don’t fast-track yourself by 12 months without putting some work in. This is the work that separates people that earn $500 for a website from those that get $5,000. Most people are happy to sit back and let time be the determiner of their experience levels. Me? I’d rather put some upfront work in and get paid good money right from the start.
Quickly, what being confident is not about: It’s not about faking it until you make it. Yes, there is a small element of that in there, but it’s more about making it faster. It’s like an athlete that trains for his sport. He isn’t faking it by training hard, he’s just forcing himself to make it quicker. It’s not about being a robot or using canned answers or having an answer for everything. It’s not about a one-size-fits-all answer for every client. It’s about becoming aware of the big picture, and being able to adapt to each situation. This is something that usually happens naturally, over time, but you can fast-forward the process just by practicing. It’s also not about the slick and slimy and ineffective sales techniques.
Confident does not mean arrogant
It’s not about being the guy with all the answers. If you don’t know something, the best thing you can do is to admit it. You’re not expected to be perfect, and in fact, that can be a turnoff. What this is about is handling questions that you don’t have an answer to professionally. Why bother getting confident? Why not just wing it? The biggest reason is confidence in yourself. The more comfortable you get with all these things we’ve talked about, the more confidence you’ll have. That will shine through, and they will have confidence in you. It’s also going to help you get much more predictable results really, really quickly. Very rarely will anyone stump you or surprise you with a question. You’ll find conversations going exactly the way that you imagined they would go, and your results overall will be much more predictable than if you had just gone out there and hoped for the best, which is what most people are doing.
All of that leads you to becoming a trusted advisor a lot quicker as well. You’ll get all the benefits, obviously, that go along with that. You become their sole provider, their go-to guy, and you get paid really good money without any resistance. The things you should be fluid with are your prospect, your product, and your pitch. You really need to get to know your prospect. Who is he? What does he need? What does he desire? What problems is he facing in his life and in his business? What is he afraid of?
Imagine that you’re in his shoes, try and think like someone in his position would think. What are his needs, desires, problems, fears? Think of it as if you were him. As an example, he needs payroll, he needs money every month to pay his employees and he desires time off. Maybe one of his problems is that he’s got a “dud” employee who isn’t pulling his weight. Maybe he’s afraid that the economy is going to get worse, the market will drop even further and he’s going to lose all of his clients.
Be confident of your skills
Knowing all of these things helps you establish rapport really quickly and it helps you target your marketing and your pitch right at these hot points. At first you’re just going to be imagining these kinds of things, and that’s a really good place to start. Once you start talking with business owners, you can replace what you imagined with reality, and in most cases you’ll find they’re really similar. It’s not that hard to imagine what someone else could possibly be thinking, or needing or worried about when you just take the time to sit down, think about their life and what they’re facing. It’s not that hard to imagine. Next thing you need to be really comfortable with is your product, the features, advantages and benefits. What are the features? How are they an advantage to your prospect, and what’s the ultimate benefit to them? Remember, people don’t buy things for what they are, they buy things for what they do. No one pays $5,000 for a website, but they’ll pay that much or more for a system that gets them new clients every week. So it’s really important to articulate what your products and services actually do for your clients, and what the end results are that you can give them. For example, one of the features of the website that I create is it’s a direct-response website. That’s not too exciting by itself and it doesn’t really mean a lot to very many people. But the advantage of a direct-response website is that it actually asks people to take action. That’s an advantage over something else. If we’re asking them to take action, hopefully they will take action, they’ll do what we want them to do. But it’s still not a big benefit.
The benefit of all that is it’s actually going to get my clients more new clients. It’s going to help them fulfil their criteria—that’s the benefit to it. I know this seems really simple, but as you go through each of the services you’re going to offer, breaking them down to the features, advantages, and benefits, you begin to get a really deep understanding of why someone would actually want what you’re offering. You’ll be able to sell them much easier than before. Finally, you have to be really fluid with your pitch. Your pitch is everything that brings your product and your prospect closer together. That includes things like developing rapport and being in sync with the other person. You can ask them questions like, “How did you get started?” “How long have you been in business?” those sorts of things—looking for common, resonating points. Keep them talking—that’s all part of your pitch.
We’ve also got all those questions I gave you in the “new client” script. You should be pretty comfortable with the questions that are in that document, the types of questions you need to be asking to get the information you need to give a good presentation and to help them get what they want. You’re going to be pretty comfortable with all that kind of stuff, and it just comes down to practice. You have to be good at your presentation, which is essentially taking your product’s benefits and showing your prospect how it will help them solve their problems, attain their desires, allay their fears and ultimately how it’s going to help them get their criteria, which is what they’re really worried about. You also need to think about the objections that your prospect might raise. Objections are good a thing
The sales process doesn’t begin until an objection is raised. It means they’re thinking about your offer. Up until this point, they haven’t even considered it, and now they are. If you can answer their objections, there’s a really good chance that you’ll get the gig. So be aware of what might stop them from moving forward. It might be a lack of time, lack of resources, maybe they don’t see the big picture of what you can actually do for them. Be aware of all of that and think of how you can overcome those objections. I guarantee just thinking about this will help you handle objections ten times better than before and probably a hundred times better than anyone else out there. Most people don’t take the time to think about this stuff. They just go out there and wing it, and that’s why it takes them five years before they become successful, when you can do it in a month or two if you just practice.
You are going to be really surprised at how closely your imagined objections will match those raised by your prospects and how fluidly you’re able to overcome them. So how do we get fluid? The number-one way is practice. You need to practice the type of questions you want to ask, the objections you need to handle, even things like your opening line. If you’re at a business networking meeting, what’s your opening line going to be? How are you going to start a conversation with people? Practice this stuff. It doesn’t take very long to do, and the results you get are going to be so much bigger, better, and faster than if you just tried to do it any other way. You might want to start small. You don’t have to try to get fluid with every single service under the sun and know every possible benefit and every possible objection. That’s just too much work to get started with. You might start with something small, maybe like the autoresponder service. Get really comfortable with the features, advantages, and benefits of an autoresponder, some of the objections people might raise.
Start small, really get that nailed down, and then move on to something else. It won’t take very long, and eventually, you will be fluid with everything. Another really cool way to do it is to role-play. If you’ve got a partner or friend that can help you with this, that’s awesome. But even if you just do it with yourself, it’s very effective. When I went to do door-to-door sales some years ago, the first set of training I did was for about two weeks. Role playing is all we did every single morning before we went out for one to two hours a day. We would role-play by ourselves, or with other sales consultants. The first role-playing session in that first day of training, I reckon I learned more in that one session than most people would learn in a week. It really helps you because you really get to see exactly how the process works and the types of questions people are going to ask you.
Thirty minutes of role playing might be the equivalent of going to see five different business owners. It can be a really powerful way to speed things up. You want to be fluid during every contact. What that means is you want to be “on” when you’re speaking with people, you want to really hear them, really listen to what they are saying, read between the lines. You don’t want to just be waiting for your turn to talk. Hear what they’re saying, empathize with them. When it is your turn to speak, speak with clarity, certainty, and confidence.
People are magnetically attracted by confidence. No one is going to jump all over you if your reaction is, “Oh yeah. I think maybe a website could possibly help you one day.” People aren’t going to pay you $5,000 if that’s how you present yourself. You have to say things with confidence, even if you’re not 100% percent sure of the outcome or how you’re going to do something, be confident in yourself that you will be able to do it. It comes across and does make a big difference as to how much money people will give you for services. You always want to avoid negative comments. Don’t say anything negative about their competition or yours, about their website, their past clients. You don’t know who you’re talking about. It could have been their daughter that made the website, their wife that died in a car accident that made the website. There are so many different possibilities of who could have made that website, and if you start attacking it, there’s a good chance that you’re going to say something that hurts them. You’re not going to be able to get past that. Avoid negative comments at all costs. Whoever your competition is, or whoever did their website, they did the best they could but you’re different, you’re better.
So only focus on the positive and always be honest. This isn’t about faking it until you make it, or pretending to be something you’re not. It’s about getting to be that awesome consultant much quicker than before, so be honest. If you really don’t have an answer for something, say so, tell them that you’ll get back to them with the answer. You’re not expected to be perfect. If you don’t have an answer and you want to find it, that’s a perfect excuse to set up another meeting. I’ve said this a couple of times but I’ll say it again. You don’t need to be perfect. Thinking about this stuff puts you ahead of 90% of other consultants out there. When you start to use it, and implement these tactics, you’ll be ahead of 99% of any potential competition, possibly even more than that. No one does this kind of stuff.
Remember, no one expects you to be perfect and you never will be. What kinds of results can you get by getting fluid? The first thing is you have more natural conversations. You’ll find conversations run a lot smoother, you’ll be a lot more confident in them. Because you’re confident, the other person will feel more confident, and it will be flowing a lot smoother. You will notice that they have confidence in you much quicker and that will, in turn, give you more confidence in yourself and these things just feed off each other. You know when you’re flowing with something and it seems like you can’t do anything wrong? You’ll get to that flow state a lot quicker by getting fluid with everything. You are going to face much fewer rejections and objections. People will look to you as a trusted advisor much more quickly. People are drawn to confidence. If you can be really comfortable with what you’re talking about, you will be confident, they’ll have confidence in you, you’ll get more confidence because of that, and they’ll see you almost instantly as a trusted advisor. They’ll believe what you’re telling them, and you’re going to command higher fees a lot quicker.
Business owners will pay those fees without blinking an eye. For example, one of the ways that I market myself is as a copywriter. If you look around at the various online forums, you’ll see people offering copywriting services for a couple hundred dollars, some even offering to do it for free. They will say they’re building their portfolio. What that really means to me is that they’re building their confidence. I went through this getting fluid process before I sought out my first copywriting clients. I had no samples, I didn’t have a portfolio, I had no testimonials, nothing like that. I had only ever written for my own business before. I had a little bit of confidence in myself, but I had never written for anyone else. It was a completely new ball game for me. I went through the getting confident process and landed my first client in seven days and I got paid $4,000. Do you want to know what the client told me about why I got the job? They said I understood them and their business better than anyone else, and I offered the exact solution they were looking for. All I did was spend a day going through this process of getting fluid with who the client was, what they wanted, what I would say, imagining their response, and role-playing the entire conversation. I know copywriters who have been building their portfolio for years and still don’t get $4,000 a job. It’s got nothing to do with their talent; it’s got everything to do with their confidence and their prospects’ confidence in them.
So please, go through this process; get confident with everything we’ve talked about, because the more confident you are, the more money you’re going to make.Share