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Strategies For Overcoming The Fear Of "Doing Business"

 

-By Angel True

There are plenty of things to be afraid of in life: getting hit by a bus, cancer, being hurt by a loved one, financial failure…but "doing business" doesn't have to be one of them! Yet all too often actually engaging clients and asking for business is EXACTLY what entrepreneurs and business professionals are afraid of.

The common concerns many business owners express around their fear of "doing business" include:

1. I don't want to appear pushy
2. I'm uncomfortable asking for money
3. I don't know what to say

Overcoming these fears is as simple as having a few techniques lined up or simply understanding what's actually happening. Let's take a look at each of them individually and see how they might be addressed.

1. I don't want to appear pushy
The old "pushy car salesman" adage is typically the fear of business owners. In a society where we are already over marketed and over sold the fear is somewhat reasonable. However, the solution itself is rather simple. The pushy salesman is someone who asks multiple times and uses high pressure tactics. For the typical business owner or service provider the sales ask can be as "Do you think this is something you'd be interested in?" Other approaches might include "Would you like to setup an appointment to discuss it further?" or even something as simple as "What do you think?"

The simple issue is to remember that "asking for business" doesn't have to be pushy but it does have to happen. Keep it casual, be sincere, leave options open and remember….they are interested in your products and services!

2. I'm uncomfortable asking for money
Obviously you are in business to make money so being afraid of that can present a serious challenge. It can be helpful to remember that the business you do is equivalent to a paycheck you might earn at a job working for someone else. If you think of it that way would you consider working for someone for no paycheck for very long? In order to avoid this issue it helps to have clear price structures determined up front. Knowing whether payment is due in advance, after services are rendered or on a payment schedule agreed to in advance. By creating pricing plans and payment agreements the discomfort of asking for money can be avoided.

3. I don't know what to say
Many business owners find talking about their business a challenge. This can lead to a lack of business as potential clients attempt to get information. The easiest solution is to relax and remember that you are just having a conversation. Start with a simple description of your business and what products and services you provide. Next see what questions your potential clients might have and answer them. Keep things simple, understand what is most relevant for your business and listen to the questions being asked.

Overcoming fear is about taking easy steps to address the issues being presented. You need to make sure you have a basic grasp of your business and take some simple steps to presenting yourself appropriately. Doing business doesn't have to create fear if you can make some plans for the areas that typically cause problems. Just keep practicing and keep connecting with potential clients!

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