Impostor syndrome strikes all of us. Especially when we’re in front of a buyer who is “above our station” or at a networking event full of “important people.”
Recently, I coached an entrepreneur through impostor syndrome by sharing the mindset “I belong because I was invited in.”
This entrepreneur shared that they had been invited to a networking event filled with executives from large organizations and high-ranking government officials. As each person was asked to introduce themselves and spent minutes pontificating on their accomplishments, sounding like a verbal LinkedIn profile, this entrepreneur started thinking “why do I belong here?”
I shared with them that they belonged the minute they were invited in. What they might do at the event was reduce the chance that they would be invited back.
When we get invited to visit with a buyer, especially a prospect, they invited us in for a reason. That reason wasn’t that they didn’t want to do their expense report or read through a budget proposal.
The problem was they believed we can solve so we belong with that buyer because they invited us in. Our challenge is to get them to trust us enough so they share that reason and not say or do something that stops us from getting invited back.
When we believe that we belong we are more present, more confident and focus more on the other person, which usually means we get invited back again and our funnel fills with qualified opportunities.
Until next time… go belong.
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