The performer in you needs to be present at the meeting, not just during showtime
Your performance is like the Ritz Carlton in Laguna Beach, but your conversation in the halls is like Motel 6. Your show clothes say Armani, but your street clothes say Walmart. Your confidence beams par 64, but off stage you’re low wattage.
You need consistency.
Clark Kent wants to keep superman a secret, but you don’t want to keep your character or your performance quiet, do you?
When you meet people in your daily schedule are you Clark Kent or Superman? Most people wouldn’t believe Clark Kent could be powerful, confident, and heroic? His traits exhibit the contrary. What are you promoting with your presence? Do you exude the qualities that you want or are they contrary to your brand, goal or purpose?
Many small businesses I meet are Clark with no sign of Superman.
When you meet a potential client outside of the show, performance or service, are they meeting the stage performer or you ? If you are Clark and you want to convince a potential client that you are Superman, what will you need to do so? You will need to have Superman’s qualities shine through you. Your behavior, image, marketing materials and videos are paramount.
I am not saying you need to be Superman all suited up, but the client needs evidence of Superman in order for you to have a case.
Action Items:
On the document you started for “Return On Image,” fill in your information.
Compare yourself to your performance.
Start by describing the qualities you want to convey regarding your performance. Make a list. For example, for my company, The Meeting Maximizer, these are the qualities I want to convey:
- Professionalism
- Customization
- Efficiency
- Connection
- Fun
- Credibility
- Creativity
- Expertise
- Inclusiveness
At your meeting with a potential client, they need to be able to sense these qualities without you verbalizing your values. Are you convinced when the baker says,” these are the best chocolate chip cookies in the world”? Or would you prefer to come to your own conclusion by smelling and tasting the cookies yourself? Think about your client, what do you think will sell you better?
Wow! What a shot in the arm. We talk about it with energy but in person it is an effort to keep it “up”. Thanks for the encouragement. I have to go practice now!
I would use this more for my sales pitch, reading Barry’s article First Contract with a Producer (https://www.mbd2.com/forum/balloon_Animal_Blog/index.php/2009/contact-producers/) using your suggestions along with Barry’s suggestion can make for a strong sales pitch.
On our list you list 9 items, would you say that is typical? Or is this more of a perception that your trying to relay to the client. These are not sales point but more self awareness?