Fake It Till You Make It!

When I started my coupon book business, I sometimes found it necessary to call on business prospects in person.

I would creep nervously into an establishment, introduce myself to the nearest staff member and ask to see the owner. Usually (big surprise), they were busy.

I’d sit down to wait, fidgeting with my briefcase. Often half an hour or more would pass.

This scenario took place regardless of whether I had an appointment. The owner would almost always keep me waiting an eternity.

Once, as I waited in a hotel lobby for nearly an hour, I saw the hotel manager stroll by casually, barely giving me a glance.

"Does she know I’m waiting?" I asked the desk clerk.

"Oh, yes," came the reply. "She’s very busy today. She’ll get to you when she can."

This reminded me of something a former boss once told me years ago. He arrived late one day to find several job applicants lined up outside his door for a job interview.

"Always keep ‘em waiting," he winked at me. "Shows ‘em who’s boss."

It was all one big powerplay.

The store owners kept me waiting because I was willing to wait. I needed them more than they needed me.

I thought about the service I was providing.

I was about to offer this hotel manager free advertising in my coupon book. Advertising that I COULD charge hundreds of dollars for. Advertising that would likely net the hotel thousands of dollars in profit. If she didn’t want to listen to my offer, plenty of other hotel managers would.

My frustration turned to anger. It was time for the power to shift.

"I’m sorry. I’ve got to go," I told the desk clerk.

"I’m sure she’ll only be a few more minutes," he said.

"Thanks anyway. I have another appointment," I said. "Have her call me."

I handed him my business card and walked out.

Now, you’ve got to understand that, in the beginning, it took a lot of guts for me to walk out on a potential deal like that. Especially when I didn’t really have another appointment lined up.

But I wanted to project an image of success. I wanted to prove that I didn’t need to jump through hoops to get business.

And you know what? It worked.

To my surprise, the next time I called on the hotel manager, she took me immediately (and she became a client, I might add.)

I made a decision right then and there. From now on, if the owner knew I was waiting, the countdown would start. If, after ten minutes, I was not face to face with my prospect, I would get up and leave.

Every time I did this, I got what I wanted – often right away. It never failed.

I found the confidence I needed to be successful by acting like I already was. And I discovered the secret of how to use, to my advantage, the old adage "People want what they can’t have."

Try this technique the next time you’re facing an apathetic prospect. Send your success stories to mailto:randy@randyruggles.com and I’ll publish them in a future article.

Or maybe I won’t.

Tags: internet marketing, internet marketing tips, niche marketing, website optimization, Jonathan Hook