It’s the first day of September here in Indianapolis and that means that fall is just around the corner. My wife, who loves summer, would not be pleased if she heard me say this, but I love the fall in Indiana.
This morning, I’d like to share what I think is a critical character quality in building your business… Boldness.
Boldness can be defined as “Confidence that what I have to say or do is true, right and just”
The essence of boldness is to have a high level of confidence that what you have to offer through your business is true, right and just. If you believe strongly in the service that you provide, you will be compelled to persuade your prospect that he is best served if he does business with you. If you don’t believe strongly in your service, you should probably do something else. Assuming, though, that you do believe in your service, you must believe that both the prospect and you lose if you are unable to persuade the prospect to buy from you.
A good example of this is someone who is passionate about sharing their faith with others. They believe so strongly in the value of their faith that they feel compelled to share their message with as many people as possible. They truly believe that the person with whom they are sharing their faith will lose out if that person does not also adopt the evangelist’s faith.
Are you an “evangelist” for your business?
So what are some exercises that you can engage in to build your Boldness muscle? I’d like to suggest two.
1) Be an expert at what you do. The more expertise you gain, the more your confidence will rise. What are the gaps in your area of expertise? Be careful here. Think broadly about the service that you provide when you are thinking about where there may be gaps.
For example, let’s say that you are a small business attorney. You are an expert at contracts and intellectual property, but you lack in the ability to engage prospective clients in meaningful dialogue. You find yourself doing most of the talking. Your “gap” is your inability to make a strong connection. Consequently, you are losing business that you are very capable of serving. Your “gap” isn’t a technical issue. It’s an interpersonal issue. How can you bridge this gap? Go to Amazon and buy three books: “How to Win Friends and Influence People” by Dale Carnegie; “Presence” by Amy Cuddy and “SPIN Selling” by Neil Rackham. Learn how to better relate to people. This will increase your confidence which will foster Boldness.
2) Review the impact of your service on your clients’ lives. Think through some of your best clients and how your service has positively impacted them, not just their business, but their lives. Make a list of ten to twenty examples of the positive impact you have made on other human beings. The next time you meet with a new prospect, review this list just before you walk into the room.
“Begin, be bold, and venture to be wise.”