Document Actions

What are you afraid of?

In my work with business leaders, sales professionals and professional services experts who are looking to grow their business, I find no one is immune to fear.

Whether it's being afraid to ask for a referral, making a cold call, or not being comfortable doing an account review, we all have fear. If fear is too strong a word for you, call it discomfort. There are things you need to do to grow your business that you are not doing. Some of this is fueled by procrastination or a lack of focus. At the baseline, there is usually some element of fear.

We are so afraid of scaring people off (prospects or clients) and losing business that we play it safe and get "careful." When this happens, we are unable to say what needs to be said and ask what needs to be asked.

Finding and enrolling the right kind of new prospects efficiently requires boldness and courage. You must ask that next, uncomfortable question that you know you need to get an answer to. Deepening your relationship and finding new opportunities with existing clients also takes a willingness to put it all on the table; to be thoughtfully, radically honest. You have to be willing to hear the good and the bad, what is working and what is not.

Are there questions you want to ask your prospects or things you want to say to your clients that you are not? Is there a place in your client engagement process where you get nervous about pushing back and not following the prospect's process? Where do you lose your nerve in negotiations and important communications?

As you are meeting with prospects over the next few weeks, notice a question you want to ask or something you want to say that you get afraid to bring up. Notice your fear, then say it anyway. Watch what happens. Next time you are meeting with a client, think of a question you have for them that would be really helpful to have the answer to that you have never asked before. Notice your discomfort, then ask it anyway. Watch what happens.

Having more meaningful, productive, honest conversations starts with following your discomfort and facing your fear. If you think it, say it. Bring it up. Ask what feels important to ask. Say what feels important to say. Be bold, with high intent, and you will give yourself a better chance of getting that new account and finding more business within your existing ones.

Tom Batchelder,
Founding Partner

Blog Question: With a recent prospect or client, what did you get afraid to ask or bring up?

Tuesday, July 10, 2007 | Permalink | Comments (0)

Sections

Document Actions

What are you afraid of?

Blog Question: With a recent prospect or client, what did you get afraid to ask or bring up?