How to Overcome Intimidation
By leadership author and keynote speaker Ross Shafer
Do you get intimidated when you have to make a pitch to the Big Client? This week I want to talk to you about overcoming the feeling of being intimidated when you’ve finally landed a meeting with that major client. You want a sale but you don’t want to look – or sound stupid. Lets say you’re trying to convince a BIG retail chain or a major distributor to do business with you.
You knew someone who knew someone who had a friend…and the big client agreed to meet with you…but they have postponed your meeting three times and each time they cancel you feel less and less important. First, don’t take it personally. This BIG buyer is busy. They might have several meetings with people like you, every day. So How do you – the unknown – become important? I have two tactics.
Preparation and Surprise. Preparation means that you know your audience. Go online and read their mission statement. Research what they say on social media. Know what they already sell. For example, I wouldn’t try to sell logging boots to the Hallmark Stores (and people have made that pitch). Logging boots don’t fit Hallmark’s brand image.
But, if you ARE convinced that you have something that fits the Big Client’s brand image, think about YOU from THEIR perspective. They’re cautious. We already sell something similar…so why should we take a risk on you? That’s when you kick into tactic #2. Surprise. You’ll get the Big Client’s attention when you surprise them with something they’ve never seen before. When that happens they think, “hmmm, this is new. I can surprise my customers with this.” If you want to see what this looks like, I would urge you to watch a couple of episodes of CNBC’s Shark Tank. The Investors are very accomplished – and they are prone to dislike everything.
BUT when a new idea surprises them, they lean forward in their chairs and fight amongst themselves to make a deal….with someone who is unknown. There’s the cure for being intimidated. Preparation – and – Surprise. Be fully prepared and you can walk into any room and get the Big Client’s respect. When you are prepared, Even if they don’t buy, You might hear, “I can’t use what you’re selling but if you have other ideas, my door is always open.” Being welcome is an emotional victory over intimidation. And if you can surprise he big client – and they want what you have – you’ve leveled the playing field – and THAT also conquers intimidation. There is NOBODY too big or too famous that isn’t impressed by Preparation and Surprise.
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Ross Shafer is the author of (9) popular business books and (14) human resource training films. In a former career Ross won (6) Television Emmy awards for his work as a TV host, writer, and producer. Today, Ross is a sought after keynote speaker and consultant for Fortune 500 companies worldwide.