So what is it and why would you need it? Well, I have fully grasped the marketing message of selling the benefit before the function! So let me explain why you need it first and then describe what it is.
In order to promote your interests in business, the decision maker is likely to need to know, like and trust you – you’ll agree with me so far, I hope! Cultivating presence is a compelling business strategy for establishing credibility and trust. You show yourself to be a leader who:
- inspires confidence
- achieves a positive response
- gets remembered
- arouses respect
to win the sale.
These are all profoundly important because when someone is buying from you for a first time – especially if it’s for a high value product or service – the decision maker is buying on trust. And it might be that the decision maker buying an idea or concept from you, since they are a member of your board or even the chairman.
This strategy is a first step towards developing a “trusted adviser” relationship with the person you are selling to. When you are a trusted adviser, you get taken into the decision maker’s confidence, get asked advice from and are likely to be privy to the the inception of an initiative and can therefore shape it to your benefit.
OK, so what is it?
Presence is that magic ingredient that creates impact. It’s in:
- how you present yourself
- how you value yourself
- where you put your energy and focus
- how you hold yourself
- how you act
- how you listen
- what you say and how you say it
- how you position yourself
- how well you understand your audience
as to response you get from the decision maker.
`If you’d like to find out more, click here for 2 hours next Saturday (19th March) from 10am – 12noon at Fallowfields Country House Hotel for my Bite Sized Masterclass. Until midday tomorrow (Monday), your investment is only £47 (+VAT) to attend!
I’d love it if you came along.