It’s been 12 weeks since Ben asked me to help with his individual ‘offer.’
He has worked hard in the transition from back-room support act to become Managing Director of the family firm, the organisation that had earned his mum and dad a reputable business, a healthy clientele and a good living.
We had just left a brand new prospect for business. ‘Smithy’ and his board, are now asking for more. More on prices, more about deadlines and more about styles from Ben’s bespoke product range – always a sign of good things to come.
So I thought.
No regrets, no more looking back Ben?
‘I do understand the legacy I’ve inherited Charlie although I’m all too aware that I’m not my father! I feel inadequate that I can’t deliver his depth of knowledge, his connectivity or the rapport that I feel I need to deliver on behalf of those prospects looking for more.’
Ben, who was that in there? Smithy and his team don’t even know your father, they know the family reputation and now it’s all about you! Just have faith in the follow-up and your abilities.
Bring the individual offer to the table, be prepared to make stupid mistakes, do boring stuff, make idle conversation and be the difference that separates you and dad.
Self-confidence comes with the qualification of success Ben, you are certainly not your father (a strong character with an overriding presence) and although you should, of course, follow his example … it’s equally important to develop your own persona – clients like ‘Smithy’ are indeed asking for more, that’s great – more from Ben, no-one else.
Your existing customers already know the company, right?
The exciting thing is, after three short months they’re starting to get to know you now Ben – just as you are finding your feet, your own network is learning too. Be different … please … try NOT to fit in, you don’t have to ‘fit in’ everywhere, right?
It’s ok to be individual Ben, don’t compare yourself to anyone else, they just don’t come close.
People buy from people, be the change you represent and people will love you for it.