WLS Quicktip: Detach Yourself from Introductions April 15, 2008

Start to tremble when someone asks what you do for a living? Want to join a networking group but don’t–simply to avoid that “30-second commercial”?

I found that I froze up when giving an introduction for my business…yet, had no problem introducing someone else’s. Why was this?

My theory was that I was simply not attached to that other person’s business–or what anyone thought of it. I couldn’t control whether people would be interested and my threshold of concern for that wasn’t as strong as it was for my own thing.

So I decided to pretend that when introducing my own business, I was actually just a rep for someone else. In doing so, I was able to detach and my concern for whether or not that person liked me, or my business idea, dropped dramatically. I took things less personally and was less worried about feeling rejected; I was able to embody the “my business is not for everyone” philosophy, and thus didn’t take it personally when someone didn’t join my group.

It’s always easier to refer someone else than to put your own best foot forward, so for those of you with this difficulty, try pretending you work for a nameless boss who owns your business when making the introductions. You may very well find that you speak more freely and without fear of rejection!

WLS QuickTip: Brochures Aren’t Save-Alls April 15, 2008

Brochures should be used–and only expected–to generate interest. If it could close the sale by itself, you wouldn’t need salespeople. Design your brochure to focus on key benefits (NOT the features of your product or service), use some photos, keep white space, make it easy to contact you. Don’t try to cram everything under the sun in there and blindly mail it to everyone thinking the calls will just roll in with people frothing at the mouth to buy from you. There’s a reason why brochures are only done on one sheet of paper!

Think of your brochure like a resume: you don’t expect to get the job by sending it in–only an interview. Treat your brochure the same way and you may very well land more interviews!

WLS QuickTip: Find Your Niche April 15, 2008

A great way to figure out what your niche is: ask a dozen clients what they think you do. Whatever answer you hear the most is likely what your niche is. Compare those answers to what you planned your niche to be, and see if you need to make any adjustments.