It seems that a considerable amount of marketing and sales advice to self-employed professionals is aimed at extroverts. “Go to networking events and meet new people,” the authorities say. “Speak in front of groups.” “Call people up and chat with them.”
If you are an introvert, these experts might as well be telling you to fly to the moon. What if you don’t enjoy public gatherings, dislike being the center of attention, and hate to call strangers on the phone? Can you still do well at personal marketing?
When it comes to getting your marketing done, you may have the best of intentions. You’ve set aside time on your calendar, outlined the actions you want to take, and called an accountability buddy who’ll check in with you in a few hours. And yet, here you are, stopped in the face of getting things done, wondering what the heck happened.
It’s likely your old friends fear, resistance, and procrastination have come to visit.
When this trifecta hits, it can be unsettling. You’re an accomplished person, running a business and taking care of those you serve. How can it possibly be that you’re finding it hard to do the marketing you said you were going to do? Especially when you actually want to do it?
There are days when you wake up ready to go, eager to get the word out about your offerings, and then there are other days when, well… you’re just not feeling as eager, or clear, or motivated, or… *sigh*
Is there anything you can you do on those days when it feels harder to do the marketing you really — truly! — want to (and need) to do? Yes, of course there is. Enter…
Many self-employed professionals believe they don’t know how to sell. You’re justified if you think that of yourself. You didn’t go into business to be a salesperson. You became self-employed because you wanted to help people with web design or personal training or architecture or resumé writing. In order to get clients, you need to have sales conversations, but they aren’t something you’ve ever trained to do. You may even believe you’re no good at them.
Let’s fix that.
Do you err on the side of not being assertive enough because you’re afraid you’ll come off as sharky when talking to a potential client?
I know I did.
Those early days of business, when I was eager to get clients, yet didn’t really know how to do that, I vacillated between being too assertive, AKA sharky, and not assertive enough. Those were some uncomfortable days to be sure!
To the average self-employed professional, following up with prospective clients feels awkward or even scary. You hate making phone calls that might not be welcome. You think you might be pestering people. You worry about being rejected. You aren’t sure what to say. After all, how many times can you ask, “Are you ready for us to work together?”
I get it. My clients and students share concerns like these with me all the time. I’ve even had them myself.