Small Business Challenges – How to Get Over the Fear of Selling
Do you know what…with all the marketing techniques available to every small business owner, all the training, all the books and all the Gurus out there telling us what to do (and what not to do) to market our businesses; there is just one tiny problem that I have come across many times in my role as a Coach/Consultant at Resolution Coaching.
And it’s this
All the resources in the world, won’t overcome the fear of being in the spotlight, with all eyes on you.
It’s the one thing that I think actually prevents small business men and women, really get to grips with sales and marketing. They know what they should be doing, they understand the strategy, they recognise that they need to market themselves and logically that its really important.
But what do they do instead? They tip-toe around the edges, spend loads of time fine tuning certain aspects of their marketing (like their website, and their brochure or are obsessed with their business cards)…until it’s too late. I know one person who spent 3 years on their website before launching it!!
But I am convinced that if you’ve never been in sales before, have never had to sell yourself before – that it doesn’t matter how many resources are thrown at you, how many manuals, books or CD’s or MP3 downloads you have. The fear of stepping up, stepping out and putting yourself, your products and your reputation on the line (with no safety net of a big corporate to clean up after you by the way) – can be a massive hurdle to overcome for some people.
Why is this?
I was listening to a superb teleclass given by Steve Chandler of Club Fearless. He was answering a question sent in by a small business owner who wasn’t making any sales. They had a fabulous product, they loved what they did – but the fear of ‘getting out there’ was stalling their progress. They wanted to be successful – but it was such a big leap from being an inspired creative person – to turn themselves into a invincible, dynamic and fearless marketer who was prepared to throw themselves into the lions den to promote themselves, (and risk others saying that they hate their stuff).
So the answer to that challenge has to be in your own mind surely? I began to ask myself the question – what is the one thing that you need, to stand on the stage/sales platform with confidence (even if that platform is the phone, the seminar, or the networking lunch meeting)?
Isn’t sales like learning to swim, playing your first recorder solo at school, or reciting a poem in class? Some of us never ever get over that initial terror of being the one that everyone is looking at when it’s show time – Some people never have the guts to go for it. Whereas others just do it anyway, regardless of how scary it is. Some just keep having a go, until it gets easier, and easier and easier. They are prepared to make an arse of themselves in the process.
So, if that’s you and you’re sitting there with the realisation that “nobody’s coming” to rescue you and do your sales for you – what are your options? And when you think again “nobody’s going to even tell me the answer to that statement” – what do you do next?
Wait – you do have actually some options….what if you
Took one small action today to move yourself forward Did something big today to move yourself forward Found a friendly audience
I remember turning up to give a talk to find a tiny audience waiting for me – but then I thought “hey cool! I can practise for the really big gig, with this little audience – it all helps!”. Or the time when only one person turned up to my new networking group. I thought to myself “Hey – cool – I get to make all the mistakes tonight and only one person will know. Fantastic!”
So – if you’re thinking “It’s just me. Nobody’s coming”. Get over it and find the courage, borrow the strength, copy someone else’s strategy, pretend. Just find it from somewhere before it’s too late.