Let’s face it-there are some people who love to market, network and be around others all the time. Those mostly extraverted types seem to breeze through situations with ease and confidence and people are just naturally drawn to them. If you’re one of these extraverts then you can stop reading right now as you rarely have marketing phobias. Marketing is a joy for you.
Most of us, however are somewhere in between. I’ve realized, for instance that I can be an extravert at times but I can also be introverted. When I’m in my introverted mood there is absolutely no way that I can come across confidently when talking about my business. It would be best if I stayed home and wrote an article for my website.
You're not a natural born extravert-What Can You Do?
First just acknowledge that you don’t always like to market. It’s okay to say it out loud. (Shout it if you like). Then accept that until you have a full practice with a wait list or an excellent client referral base you’re going to have to market your business. Instead of trying to avoid marketing how about just figuring out what it is that you dislike about it the most and then making peace with your phobias.
Here is an exercise to help you look more honestly at your phobias and concerns. Often we don’t get specific about what we dislike about marketing and then we just repeat the same results over and over hoping for something to change…this is the definition of insanity! Once we clearly focus on what makes us uncomfortable we see it more as a “paper dragon” and it often just disappears.
Exercise
STEP 1-
Highlight all your phobias, dislikes and concerns about marketing/selling from the list below. Make additions to the list so it is applicable for you.
- I don't want to be seen as a pushy salesperson
- If I talk about how good I am at what I do I’ll seem egotistical
I want to be liked
I don’t like to talk about money
I don’t want to be intrusive
What if I can’t deliver?
I’m not good at talking about what I do
I feel like an imposter
I don’t feel like I’m being genuine when I’m marketing
When someone asks me about what I offer and how I can help them I go blank
When I give my “elevator speech” at a networking event I feel uncomfortable
People may say no and I’ll feel rejected
People may say no and then I won’t know how to reply
I am not as experienced as others
I might appear ignorant
I don’t want people to get angry or frustrated with me
I don’t want to seem desperate
What if I don’t sound convincing?
What if people ignore me?
I don’t want people to judge me
What if I can’t answer a questions?
What if I say something stupid?
What if I give inaccurate information?
What if someone challenges what I’m saying?
I don’t want to lose friends or colleagues
I don’t want people to avoid me because they think I want to “sell” to them
People may say “yes” and I’m not sure I can deliver
I’m uncomfortable asking for business or for referrals
I’m fearful that others will see me as a novice since I’ve only been in practice for ______ amount of time (fill in the blank)
I need to pay my bills and therefore I might take less than ideal clients to make ends meet
I don’t feel like an expert in my field
I might not follow up and will loose a potential client
I don’t know how to connect with the right people who could potentially support me
- Other __________________________________________________________________
STEP 2-
Take your top 3-5 phobias/concerns; the ones that give you the biggest charge and write them down on the left side of your paper. Now imagine that you are talking to a trusted friend, partner or colleague- one who is wise, doesn’t judge you and is there to support you 100%. You are telling them about your phobias and they are just listening with an open heart and mind.
Once you have this loving, wise, non-judgmental person in mind, write down on the right hand side of your paper the first response that your trusted friend gives you as you tell him/her about your concerns. (If you like, do this with all the concerns you’ve highlighted.)
Now read your phobias/concerns again and read your trusted friend’s response. This wise friend will have said something supportive and encouraging to you. They would not have agreed with your limited or fearful perception of yourself. They might have said , “ In the past you acted that way or did that but you now know more and can do better.”
The purpose here is to start to desensitize you by confronting your phobias lovingly. They may have served you in the past and perhaps you are ready to make peace with them now. You may be ready to take more risks and show up bolder in your life. Many of your concerns are not true and they hold you back from accomplishing what you want in your life and in your business.
Some of your concerns may be partially true but may also be things you did or thought in the past. Perhaps you remember a really awful networking experience or other situation where you felt unsuccessful. As you know more and experience more networking events you will do better. It is a learning process and you can improve with support and knowledge.
No one said marketing would be a breeze. For the majority of you who aren’t born extraverts, you can confront your phobias and realize which ones don't serve you anymore. May you be on your way to more enjoyable marketing experiences!