Tag Archives: sales

How to Change and Still Be Yourself

DSC_0405“And the day came when the risk to remain tight in a bud was more painful than the risk it took to blossom.” –Anaïs Nin

Hello friend,

I have been at war with myself lately. I seem to be constantly wrestling with these questions: “Should I or shouldn’t I???” “Do I dare?” “Is this overkill?” “Am I just being annoying?” “Are my friends and acquaintances losing more respect for me by the day?” You may be wondering what vitally important topic I could be feeling this much angst and drama about. What could be so troubling to my usually-easygoing mind? Is it Love? Money? Freedom? World Peace? No, it’s bigger. It’s much bigger. It’s FACEBOOK!

I have shared with you before that I have been embarking on some pretty major career changes in the past year. My “regular job” has entirely changed fields. In addition, I have embarked on two new career ventures on my own. You see, one of the things I have come to know about myself—it has become crystal clear in the last couple of years—is that I should not have a boss. I do much better working for myself: setting my own standards and not having to answer to anyone or be let down by anyone. I crave independence.

Of course, as much as I want to do my own thing, I also have no real entrepreneurial spirit. PROBLEM! I am not inclined toward sales at all, as I have no interest in making people uncomfortable or telling them how great I am. It just doesn’t feel like my nature. I am inclined to help people, to make their lives better, to give them more choices and more freedom. I am inclined toward partnering with people to reach their highest potential. That really lights me up. That is who I am.

This calling to help people live their best lives provoked me to start Journal of You and these weekly letters to you. It also led directly to my two new businesses. The first one seems an obvious choice for my skills and calling: Life Coaching. The second one takes a little more explaining. I have become an independent consultant for a premium skin care company. The wrinkle here—pardon the pun—is that it involves direct sales. I have to actually put myself out there and tell people about the products and business opportunity if I am going to achieve that financial freedom that I long for. Argh!

It is just SO difficult for me to do that! I do not like salespeople. Not at all, I mean. When I spoke to my brother last month about this job and told him it involved talking to my friends and family about these products, he said, “Whenever a friend of mine approaches me with anything like that, it just makes my skin crawl.” Me, too. I am super cheap. I hate spending money. Thus, it makes me doubly uncomfortable when someone I care about asks me to spend money, because then obligation and guilt enter the equation. It is difficult to say no, but if I don’t, I may resent the entire experience and the friend later. So, I mostly just avoid people selling anything of any kind. And now, that includes me.

It probably sounds like the easy and obvious answer is to just quit this business and focus on the Life Coaching and the writing. And sure, I might be less stressed if I did that. But there is a problem: I actually believe in it. I do. The products work like nothing I have ever seen before, and the way they improve people’s confidence is so uplifting and right up my alley. If it were only for those things, I would definitely still quit the business without a thought. However, there is something much bigger going on with this company. There is a chance to directly help people make astounding shifts in their future by joining as a consultant (a.k.a. salesperson). I have seen a few family members and friends, within a couple years’ time, change their lives to the point of having total time and financial freedom. I have seen others make smaller changes, like going part-time and getting to stay home with their kids, paying for college funds, going on dream vacations, or retiring their spouse. The examples go on, but the key is that this business, like Life Coaching, taps into my calling to help people live their best lives. I truly believe that it is a gift and a way out and up for so many people.

So, I am stuck. I have world’s biggest aversion to selling, and yet I really want to give the people in my circle this amazing opportunity. And frankly, I want to give myself the opportunity. I want to succeed in the way that I have seen others succeed, because I am desperate for that time and financial freedom for me and my family. The way I will get that freedom is by sharing this business with others. It is the beauty of it. It is also the curse of it in my case. Sharing it with others—educating them–is a huge deal, because people need the tools to make an informed decision that could be the key to their family’s future. It is big stuff.

So, on one hand, I have something that feels like it is completely not in my nature. On the other hand, it is exactly who I am. I am torn. This is my own civil war. And this is where Facebook comes in. I have vowed to myself to only ever post things that are authentic to me, that feel like a representation of who I am. The way my skin care business runs is by connecting to my network, most commonly through Facebook. So, I suppose the crux of my war is, “Can I post about my business—i.e. sell—and still be authentic?” This question causes me much stress. I guess that, for me, it represents a much bigger question: How do you “Be Yourself” while trying to grow and change your life? I think of the quote, “If you want something you’ve never had, then you’ve got to do something you’ve never done.” I know I have to go well beyond my comfort zone in order to achieve the goals and lifestyle I am shooting for. My challenge is stay true to my principles and my purpose while taking my activities past my normal limits.

Up until now, I have been very hesitant about posting about my business. Maybe once per week was all I dared to do for fear of feeling like a phony or having my Facebook friends think I was only on there to sell to them. What I am coming to see now, however, is that I have just been playing small. I haven’t been true to myself, because I actually want people to know about this company. I think it would be a great service to them to get involved in it. It could change their lives. Holding back for fear of their opinions of me was just me being weak and inauthentic. So, I am now beginning the process of convincing myself it is okay to share about the company, as long as that is not all I share. I want to put my other passions out there, too: my kids, Journal of You, and maybe even some Life Coaching ideas as my practice develops. As always, I want my posts to share who I am and also offer something that uplifts the people seeing them, whether that is the smiles of my children or an amazing story of transformation on one of my skin care posts. Happiness and positive change are central to who I am, and I am beginning to realize that it is okay for me to share that in whatever form it takes on a given day. In the end, authenticity must captain the ship.

Amidst all of this doubt and insecurity about posting and sharing transformation stories on Facebook, I received a message last week that put the wind back into my sails. It was from an old high school buddy whom I had not heard from in over twenty years. The essence of the message was this: “I noticed your posts and shared them with my wife. It is time for at least one of us to escape the rat race somehow. Do you have time to talk with her?” It blew me away, truly. One of these posts–that I had so tortured myself over–had gotten through to someone! A few days later, she became one of my business partners and was so excited about her future possibilities. I was absolutely thrilled to have had a small part in what will be a huge event in the story of her life. My purpose was being fulfilled! I could feel that. I was finding my bearings just outside my comfort zone. A new normal was being established. I was alive and well—and completely myself—at my growing edge.

How about you? Where is the end of your comfort zone? Open up your journal and think about the purpose of your life and the fears that keep you from living it. What makes up the real you? What do you believe is your life purpose? What is the best version of yourself? What fears or insecurities keep you from living that purpose and that best life? What gives those fears so much power? How much do you fear looking bad (or fake or dishonest or whatever) in the eyes of others? Why do these people have so much power over you? Have they earned it? Name some examples of times when you have stepped out of your fears and into your purpose. How did it feel? Exhilarating? Liberating? How far out of your comfort zone did you have to go to get there? Was it worth the trip? I think it is true that the people who make it their norm to chase their limits and expand their comfort zone are the most vibrant and successful people. Do you agree? If so, why do you think most of us don’t dare go out on that limb very often? Do you? How true to yourself are you? On a scale of one to ten, how authentic are you? Do you think if you faced your fears and stepped out of your comfort zone more often, that your authenticity number would go up? What is one thing you can do today to take on your fears in the service of living your purpose? I dare you to do it! Leave me a reply and let me know: How can you make a big change and still be yourself?  

Be the one and only YOU,

William

Shy, Humble, or Totally Afraid?

IMG_1811“Courage is not the absence of fear, but rather the judgment that something else is more important than fear.” –Ambrose Redmoon

Hello friend,

I am an introvert. I never realized this critical fact while I was a child, or even as a young adult. I had friends. I socialized. To be shy seemed like a thing for “nerds” and the otherwise socially impaired. It never occurred to me that I might be shy or introverted. Never. As with everything else up through those years, I saw myself as having the characteristics that everyone else expected me to have. Shy was not one of those characteristics.

As I got into my twenties, found my voice, and struck out on my own, I started spending time alone for the first time in my life. Whether it was camping out in the mountains or navigating the anonymity of big city living, I came to know what it was like to keep mostly my own company. Before I knew it, I had grown to like being alone. It wasn’t long before I preferred it, even. Finally, I started demanding it. I roadtripped solo up the coast, hiked the mountains of Montana, and wandered for months across Europe, hardly speaking to anyone along the way.

I felt myself growing and thriving more than I ever had in my more social years. I loved solitude. I craved it. I also recognized that it was in solitude that my battery was recharged. It was in solitude that I built up my reserve to “act normal” in social situations, something I had never been aware of or had to work at before. In this realization, I was claiming my natural introversion.

Most of the jobs I have worked in my life have involved being “on” in public and speaking with groups big and small. I have had to teach, inspire, console, and take entrée orders. I laugh now about this with the realization of my introverted nature. I guess I needed all the alone time outside of work to charge my battery for the stage of work!

The other part about my past jobs—or at least the way I played them—is that in all of their social-ness, I rarely had to really put myself out there. I didn’t talk about myself much, because, whether it was educating someone who came to be educated or serving someone who came to be served, the unspoken expectation was that I should make it about the student/customer/person paying my rent. I find that people who do best in service industries have a way of making the client feel as though you are friends even as the focus is almost exclusively the client’s wants and needs. The service provider has to be present and empathetic to the client’s concerns and their story, but the client doesn’t need to reciprocate. For me, this worked into my personality just fine. Some of it played into my introversion, but there was more to it than that. I liked to think of it as me just being humble, neither requiring the spotlight nor thinking my feelings and my story to be worthy of the client’s time and attention. I didn’t want to impose upon them.

This is also why I was never a good salesman of my services. For many, many years, it was my job—in theory—to sell tennis lessons. I can honestly say that I don’t think I ever tried to sell anyone a lesson in all of those years. I figured that the benefits would speak for themselves and that I didn’t need to impose my will on anyone else. I especially didn’t like the idea of putting someone in the awkward position of having to say, “No, I don’t want your services.” I know that for most people, it is difficult to say no to a direct offer, and I never wanted to make anyone uncomfortable. So, in my combination of self-professed shyness and humility, I never sold my services or my story. I never asked anyone to believe in me or how my product could benefit them.

Fast-forward to now and the two businesses I have just jumped into: Life Coaching and skin care consulting. From one perspective, both are right up my alley. They fit with my mission of helping people to gain more confidence and lead more fulfilling lives. I get to work with people individually and get to make a positive impact on them. I get to make a difference. Perfect! Oh wait, I forgot to mention the other perspective. Both involve extensive networking and self-promotion. I have to ask people to take some time and listen to me. I have to share with them how my services and products can be of great benefit to them. I have to put them on that spot that I have spent my whole life NOT putting people on: The Are-You-Interested-In-Me? Spot. Ugh!!!

So of course, I am in a bit of a panic. Network marketing and self-promotion seem completely antithetical to all that I am. I have spent years justifying myself by clinging to, “I’m an introvert” and “I’m humble.” But, as the reality of these two self-chosen businesses settles in, I am beginning to feel those two comfortable, sympathetic sentiments be bowled over by what may be my greater truth: I am scared.   Scared to put myself out there. Scared to not do it well enough. Scared of making people feel awkward. But mostly, I am scared of rejection and failure. What if no one wants my help? What if they tell me I am not worth their time and money? What if my calling is something that no one answers to? What if I have to reset my dreams again? What if I am not as great as I believe I am? What if I have been fooling myself? What if…..?

I have had a lot of these thoughts in recent days as I try to gather the courage to announce myself. It is why Redmoon’s quote at the top resonates with me. In my strongest moments, I can see clearly that the difference I can make in someone’s life is worth acting on. Despite my introversion. Despite my humility. And, most importantly, despite my fear. Helping someone live the life of their dreams through my Life Coaching practice, or helping someone like what they see in the mirror for the first time through my skin care products—these things are more important than my fear. I am going to do my best to remember that and to be courageous. Will it still be awkward for me? Absolutely! Will I still need to go home at the end of the day and be alone to recharge? Sure. And will I still be afraid of rejection and failure? Almost certainly. But I am going to choose to follow that fear, to face it and conquer it, buoyed by a courage borne of a belief in a greater good. I am ready!

How about you? How willing are you to tell your story and share your importance? Open up your journal and do a little self-psychoanalysis. Where do you land on the introversion-extroversion or shy-outgoing spectrum? Has your position changed as you have aged or stayed pretty steady? Do you like to talk about yourself? When something new happens in your world, how willing are you to share it? Are you comfortable sharing it face-to-face and over the phone, or do you only share things in the relative anonymity of Facebook or other social media? How humble are you? How much of a part does that humility play in your willingness to tell your story or advertise your value? Is humility in this case just a cover for insecurity and fear? How about that fear? When you think about sharing your new ventures with people, to what degree does fear take you over? Beyond just sharing, how fearful are you of selling your skills or products to others? Is it more or less scary to sell to strangers? How much does fear paralyze you? I think that for most people, the answer is “A ton!” So, don’t be afraid to admit it. It’s your journal, so honesty is the only rule. Finally, what is important enough to you to face your fear and find the courage to act, to put yourself out there, to take the risk of rejection and failure? What in your life is worth it? Leave me a reply and let me know: What are you courageous enough to share?

Do something that scares you today,

William

What’s Your Elevator Speech?

DSC_0600“Every job from the heart is, ultimately, of equal value. The nurse injects the syringe; the writer slides the pen; the farmer plows the dirt; the comedian draws the laughter. Monetary income is the perfect deceiver of a man’s true worth.” –Criss Jami 

Hello friend,

Teacher. Waiter. Tennis coach. Maid. Actor. Retail manager. Personal trainer. Construction worker. Courier. Painter. Secretary. What does this seemingly random list of professions have in common? These have all been, at one time or another, my answer to the age-old question that defines social gatherings in our society: “What do you do?”

Now look at that list again. If you and I had just met, made it past the names, and arrived at the inevitable “What do you do?” question, which of my answers would have interested you enough to start a real discussion or made you consider either employing or referring me in the future? Let me answer for you: “Very few!” Maybe the actor made you at least curious enough to ask, “Have I seen you in anything?” Maybe if you were really into tennis or fitness or desperately needed your house painted, you might have asked a follow-up question about my services. Otherwise, my answer was probably a conversation dead-end and an encounter you quickly forgot. The next time you needed a courier, a maid, or a secretary, you did a Google search—or Yellow Pages back in the day I was doing some of those jobs—and found someone, because our conversation certainly didn’t hold me in your mind.

But what if, when you asked, “What do you do?” I had said, “Have you ever invited a special someone over to your place for the first time—or agreed to host a party for your job–and desperately wanted to hide the fact that you haven’t dusted since, well, EVER, and that you aren’t even sure you know how to use the vacuum cleaner? Well, I work with people like you to take care of all their cleaning needs so that they can be free to focus on the more enjoyable things in life, like getting dolled-up for that date or making hors d’oeuvres for that party. That way, they can be at their best when it matters most.” How would that grab you? You just might ask to get my business card, because you either A) are that messy person who wants to impress, or B) know someone who is. In either case, I have your attention and will probably come to your mind the next time you need a maid. Behold, the power of the Elevator Speech!

An Elevator Speech gets its name from the idea that if you got on an elevator several flights up and someone asked you the classic “What do you do?” you could, in the thirty seconds or less it would take for you to arrive at the lobby, interest them enough with your answer that the person would ask for your business card. It is a marketing spiel, of course, but its purpose is not to sell something immediately but rather to begin a relationship.

The relationship you are trying to open is not necessarily with everyone but with your target audience. When I was the maid, if I had given you that speech in a crowded elevator and you were compulsively neat, it would have had no effect on you. But, that handful of slobs sharing the elevator with you should have been completely captivated by my speech to the point that they pulled me aside as we got off in order to get my card. If your Elevator Speech is truly tailored to your desired audience, that audience should automatically gravitate toward you when you give it, eager to learn more.

So, what makes a good Elevator Speech? I think it starts with authenticity (as just about anything good does, right?). It has to come from your heart and not feel canned. It should sound conversational. Metaphors and examples are great, as humans tend to think best in vivid images and stories. Clearly conveying the benefits you can provide for your audience is crucial; that is, not just telling people what you do, but, more importantly, how it makes their lives better. If people think you are authentic and they can clearly visualize how your product or service can benefit them, they are going to want to find out more about you. If you get that far, you have a good Elevator Speech.

Being new to this whole concept and to marketing in general, I asked my wife if she has some version of an Elevator Speech ready for when someone asks her what she does. She runs a multicultural center at a college, so I thought that such a spiel might be the farthest thing from her mind. Much to my amazement and delight, she immediately (and so casually) replied, “I create opportunities for people to have authentic dialogue with each other about difficult issues in order to learn more about their own and others’ perspectives.  Ultimately, the goal of my work is to facilitate dialogue and create spaces that allow people to build effective relationships across difference and develop a mutual understanding of each others’ experiences.” WHOA!!! This woman is good! She is very, very good. (Writer’s Note: It is really cool to still be impressed by your spouse after a million years together.)

So, what about me? I have only been learning about this stuff in the past week as part of my Life Coach training program. By nature, I have approximately ZERO INTEREST in sales or marketing. None. I guess I have always taken the mindset of, “If I deliver a good product, word will get out, and people will come.” That has been my version of marketing. It is no wonder I am not a salesman! However, my teacher has been hitting me over the head with the idea that, no matter how great of a Life Coach I am, if I am not willing to put myself out there and talk to people about the benefits of working with me, I am going to be a broke Life Coach. So, it is time to start talking!

This is what I have come up with so far:

“Do you know those people who are really driven to reach their full potential? Well, they often become frustrated—even stressed-out—about how to best use their time and their talents. I work with those people to CLARIFY WHAT IS MOST IMPORTANT TO THEM, and to eliminate the distractions that drain their energy. What’s so great about that is that they can then direct all of their efforts into FOLLOWING THEIR PASSIONS and LIVING THEIR PURPOSE.” 

What do you think? Did that peak your interest at all? Maybe make you want my business card to learn more about what I could do for you? If it did, awesome! If not, either the speech needs a lot of work—which is definitely true—or you are not part of my target audience. I actually kind of like it, though, at least as a start. Well, maybe it is not so much the speech that I like but, rather, I like that I get to do those things it talks about. It is good to appreciate your job, to feel as though you are adding value to the world. I am right there with this new gig. Now I just need to tell people about it!

How about you? What do you say when someone asks what you do? Take out your journal and write about your work. Do you usually respond with a couple of words, such as “I’m a nurse,” “I’m in sales,” or “I work at a grocery store”? How often do people ask you for your business card or for more information based on what you tell them? Do you like your job? Do you think if you liked it more, you would be more eager to use an Elevator Speech to describe it? Does it even interest you to find out what people do for a living? I tend to be a bit repulsed by the question—similar to talking about the weather—because I think most people ask it simply as a reflex. I would rather know what someone’s hobbies or passions are. But maybe if people gave more Elevator Speeches, I would like the “What do you do?” question. Have you ever used an Elevator Speech? Did it work? Did it surprise the person who asked you? I think I would be shocked to hear one, just as I was when my wife dropped hers on me. If you could come up with one now, how would it go? Leave me a reply and let me know: What’s your Elevator Speech?

Self-knowledge is a wonderful thing,

William