Your strengths will sustain you

October 5, 2008
Filed under: Coach's Corner — Tags: , , , , — jonimar @ 5:00 pm

Q: I’ve just been promoted to senior manager, but I’m intimidated about meeting customers more senior than I. I doubt I have enough to offer someone so experienced. How can I overcome this immediately?

A: A new role can definitely push you out of your comfort zone, but if you didn’t have the potential to grow into the responsibilities, you wouldn’t be in this position.

Build your confidence by leveraging your current strengths. If spontaneity is a challenge, pre-plan your presentation.

Steer the meeting to showcase your unique strengths and knowledge. Promote whatever it is — your technical expertise, business systems integration or financial forecasting. Clearly outline how your solution benefits the client, demonstrating you really understand and care about their needs. Resist the temptation to over-compensate by exaggerating your expertise. They’ll see right through that.

Be honest about what you know and don’t be afraid to say you’ll get back to them when you don’t. Creating space between your interactions can buy you time to formulate intelligent responses.

Before each meeting, take several minutes alone to collect your thoughts and decide what kind of executive presence you want to project: trustworthiness, confidence, flexibility, determination or ingenuity? Think about how you need to show up to demonstrate those characteristics to create that impact.

Finally, enjoy this honeymoon period by giving yourself time to get acquainted with your clients. It is more advantageous to uncover what’s important to them than it is to show off how much you know.

Spend the bulk of your time being genuinely curious about them, what they want, need and how they define success. Forging solid relationships is a wise long-term investment for any promising up-and-comer no matter where their future sights are set.

Originally printed in The Province on October 5, 2008.

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