In Part 1 of this five part series I explained the psychological problem many lawyers face that inhibits their relationship building marketing. It’s that their ‘ego’ which doesn’t want to hear the word ‘no’ rules the roost. And the ego provides many good reasons to avoid ‘no’. So the lawyer who wants to market more needs some ‘workarounds’. I gave you my first workaround which is to Make Marketing A Time Management Policy. Here is another idea.
Be An Evangelist For Yourself.
Many people suffer from call reluctance for good reason. They are worried about embarrassing themselves during calls and meetings. Specifically, when phoning, they’re worried that they will sound like Telemarketers or, even worse, like they don’t know what they’re talking about. Either way it’s a convenient excuse to let the ego rule and reduce relationship building to a trickle.
The way to get over this kind of call reluctance is to really work on preparing to get the words, tone and manner just right. Then rehearse and practice it continually until you can get your message across just the way you want. When you have lots of confidence your ego will not get in the way at all. But don’t let your ego tell you you’re not ready. You may not have the words just right but every opportunity to practice will make you better.
One thing you must do to be an evangelist for yourself is to be sure you have something to sell that you really believe in. If, by some miracle, the cure for cancer fell in your lap you would have no trouble calling anyone to let them know. You must come to the same point in your pitch about yourself. Construct a message you believe in wholeheartedly and you’ll find it easier to let more people know about your qualifications. If you cannot construct a selling message for yourself that you are evangelistic about, ask for help or maybe you’re in the wrong line of work.
In the next articles in this series I will lay out three more things you can do to overcome call reluctance and market yourself more.
Jerome Shore is an Executive Coach in Toronto, Canada. Clients to look to Jerome for help with Marketing, Leadership and Stress Management. He can be reached at firstname.lastname@example.org or 1-416-787-5555.