How to Present Yourself and Your Business With a Clear, Authentic Voice

This is it! You feel mounting pressure since you know this is your chance to present yourself and your business. You’ve met someone who you believe will be an ideal customer and/or partner. You’ve made the initial connection and found a convenient time to share with them what you do. Now the day of the appointment is here—are you looking forward to it or secretly dreading it?

In previous newsletters I’ve discussed the importance of identifying your ideal customer and/or partner. I’ve also shared practical ways to find and connect with her. These suggestions aren’t going to help you if you can’t present yourself and your business clearly and authentically.

Where’s your focus? It all begins with your intention. Is your focus on a single sale? Or is it on creating a long-term meaningful relationship? The answer to this question will set the tone for your interactions.

Instead of focusing on “What’s in it for me?” - take the focus off of yourself. Focus on who you’re with—you’ll be amazed how this removes the pressure from you. Shift your focus to “What am I going to GIVE?” When your focus is on being of service you’ll no longer worry about what you have to say. Concentrate on making your prospect comfortable and help them feel they’re in a place of choice.

Nine Ways to Present Clearly and Authentically

So after you ensure that you have the right focus, then what? How can you ensure that you’re putting your best self forward? That you’re presenting what you do clearly and you’re doing so authentically?

Here are nine things I keep in mind when I’m presenting myself:

• Keep it simple and easy to follow, you’ll come off more sincere if it’s not too fancy and overly polished.

• Be direct: “I know you’re busy but what amount of monthly income would motivate you to take a serious look at this business?

• Provide the right amount of information. You want to give them enough information to make a decision without feeling overwhelmed.

• Allow your authenticity to shine through. Don’t put on a show. Let them get to know the real you. Don’t be pushy and overeager, but straightforward and sincere.

• Personalize your message and focus on what they need. If it’s someone you know well, use that to your advantage during your presentation to make it more personal. If you don’t know them that well this is your chance to learn more through good question-asking and listening. Tailor your presentation so it becomes much more than just a sales pitch.

• Look to find common points of interest. This will allow you to form an instant bond. Use FORM – Family, Occupation, Recreation and Money—to find common ground. How many times have you seen women bond when they talk about their kids?

• Keep it compelling. Tell your prospect your WHY. Why were you motivated to choose your business? This answer will create your connection. You can even share a compelling story. What’s great about a story is instead of feeling like a pushy salesperson; you’ll know you’re sharing something authentic and of value.

• Speak about the benefits of your company and products. Communicate the value of the products and the financial opportunity. Show your prospect how this opportunity will make her life better.

• Recognize that you’re already training your new potential partner to do what you do. (They don’t really realize this, but everything you do, good or bad, will be duplicated.)

These nine things are simple to do and they work. Instead of feeling worried or preoccupied you’ll come across as a competent, caring person. You’ll actually look forward to your appointments.

Building Relationships for Ultimate Success

What’s even better is with the right focus you CANNOT FAIL. They may or may not be a good match for your products or your business. Use this time you have together as a fact-finding mission about them and to share appropriate information.

When you’ve clearly and authentically presented yourself and your products, whether or not your prospect is interested, you’ve established or maintained a relationship. That relationship can benefit you in so many ways in the future—through referrals, future business or just the value of a solid friendship.

People—especially women—do business with those they know, like and trust. Focus on quality long-term relationships. You will enjoy how these relationships evolve over time and how they help you to become truly successful in direct sales and in life.