How many times have you presented a proposal to a client/prospect and you felt flat-out awesome about your performance? Maybe you finished the meeting and found yourself pumping your fist, in awe of your own sales prowess. Perhaps you even slapped a few high-fives with your fellow co-workers while waxing poetic about your own genius. You rock the house! Right?
Why exactly do you feel that way? Is it your own perception or did your prospect tell you that? If your prospect told you that, do you think they’re being honest with you? If so, how do you know?
Have they signed an agreement? Did you monetize the relationship? Did they friend you on Facebook? Retweet one of your posts? Anything?
Case in point…I recently had a conversation with one of our marketing automation partners about an end-user prospect he was pursuing. I have an existing relationship with this same end-user and, in fact, I fed this lead to the partner in question. The partner made a presentation and delivered a proposal to the prospect. The partner’s perception was that he “crushed it” and a signed agreement was only moments away. Moments turned to hours, hours to days, and days to weeks; zero response. Eventually, the prospect circled back with me and provided candid feedback on the partner and his proposal. He was underwhelmed and unimpressed on all fronts and wished to speak with another digital marketing agency. The partner may have been truly impressed with his own performance, but the client didn’t buy it (literally). Perception was significantly different than reality.
At times maybe you see this misalignment of perception and reality within yourself? Perhaps you see it within your own company. Bottom line, misalignment of one’s own sense of self-worth serves no one. You’re simply a blowhard if this is your pattern.
With this in mind, here are four suggestions geared to help create a more balanced view of one’s self:
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Embrace opportunities to get out of your comfort zone. Take risks!
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Ask challenging questions of yourself and those around you. Constantly.
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Minimize the number of “yes people” in your life. They serve no purpose.
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Practice yoga. Seriously, do it! It will change your life!
When you move to that place where perception equals reality and become more authentic with yourself and those around you, your true self shines through. You will find yourself managing expectations more effectively, communicating more sincerely, motivating your fellow team members and in my experience smiling a whole lot more. You’ll most likely close a ton more business as well!
Namaste!
