I will be eternally grateful for your great gift of taking in to the fullest extent what it is that I
have to offer, living it, and then reflecting it back in terms of the potential experience of others.
You have given words to a process that defies words. And you’re constantly in a position to help
me continue to hone that, deeper and deeper and more and more resonantly, who I am and what I offer,
which is truly invaluable. — Jon Hansen, 
Working together was absolutely key, and I think that’s what made it such a great
experience. I felt like you were my partner in this. I felt like my success was your
success. To me, someone who has that attitude and the skills to go with it —
that’s an unbeatable combination! — Daniel Stone, 
I have a website I’m proud of — but for me, the hugest benefit has been
increased self-confidence. Because of the process we went through, and the validity that
came with the process, I trust what I think and I trust myself to speak about it. I have
greater confidence and clarity in my message about who I am and what I do. — Bev
Dwane AICI CIP, 
What you’ve sent me is so darn perfect it hurts! It’s a sheer pleasure to work with someone
who writes as beautifully as you do — and in “my” voice. — Ariane Goodwin, Ed.D,
You have a real gift for words. You’re really, really good at it. — Sherry Essig,
Marketing and selling: got attitude?
I spend a lot of time watching and listening to see how different people present what they do.
And not just the successful ones. You can learn a lot by seeing who isn’t succeeding as well as those who are. (Or at least appear to be. Just because someone says they’ve made $X bazillion doesn’t mean they have, after all.)
What’s particularly fascinating is to compare two people who are offering essentially the same product or service.
The Southern California Renaissance Faire opened last week. If you’ve known me for a while, you know that every season I help friends of mine at their booth there (seven weekends in a row!).
They make beautiful stained glass windows and ornaments. Some seasons are better than others, but in general, they’re successful in selling their wares and meeting their financial targets.
A friend of theirs also makes beautiful stained glass windows and ornaments. Different style, but no less gorgeous and no less well made. Priced in pretty much the same general range. And he’s just as nice and friendly as they are.
On a good day his sales are about a quarter of my friends’.
A client runs a successful event planning business. Sure, she wants to deepen her connection with her market and take the next step up – that’s why we’re working together. But even with that, why is she more successful than another equally nice, equally talented and skillful event planner I know?
Attitude
I see it over and over again, in my own business, in my business partner’s work, in my clients’ and friends’ businesses. (And careers, too, for that matter.)
It’s all about attitude.
A coach I worked with years ago used to say, “Certainty sells.” He meant your certainty about the value of what you do. And that’s part of what makes up attitude – but only a part.
Going in through the front door
That’s what my business partner calls it. It’s a powerful image.
When I go in through the front door – when I show up as who and what I truly am – when I take the risk to put all of me out there, nothing held back, nothing hidden - there’s a huge difference.
A huge difference in how I feel.
And a huge difference in how people respond.
Looking at the people I’ve described here, and at others I can think of, I see the same pattern.
When you believe you’re going to struggle, it’s inevitable: you’re going to struggle.
When you hold back, even a little bit, for whatever reason – you’re going in through the side door. Or maybe even through the cellar door.
What if you were to go in through the front door?
What would it take for you to go in through the front door?
What help do you need to make that attitude your reality?
Yes, it can feel scary on this side of the door. But fear is just fear. It isn’t the end of the world. And the experience of stepping through the front door is worth every second of fear you might feel.
As my business partner said to me the other day, the doorway’s wide enough.
We can all walk side by side.
With thanks to my business partner, Jon Hansen, for his help in finding my own way through the front door.
Visiting the Southern Cailfornia Renaissance Faire? Stop by Crystal Magic and say Hi!
Need help going through the front door? Hop over to my contact page – and let’s set a time to talk.
Posted under Communicating your message.
Tags: Marketing, Sales
Comments
Comment from
Grace
Time May 3, 2010 at 9:02 am
Alistair – It’s always good to hear from you! and I’m glad you liked this post.
Going through the front door is definitely a powerful image. It’s simple, straightforward, and unambiguous.
It’s also not always easy to do, but that’s okay too.
Comment from Alistair
Time May 1, 2010 at 5:42 pm
Well, having been a bit busy, missed this when it first came around. But though late, since I actually liked the article a lot, think its worth letting you know that.
I think the point you make, and the examples chosen, are spot on. And the image of going in through the front door works for me, too. It is a very good mnemonic for a powerful attitude and mindset.