Confidence is one of the most studied, sought after, and revered human traits. We all aspire to have confidence. The confidence to ask for a raise, or a date, or the confidence to ask for the business. Nearly everything we do in life requires confidence. But do you know what ingredient is needed to super-charge your confidence? It’s conviction.
Years ago I found myself sitting in a meeting with the brilliant founder of Intuit, Scott Cook. In that meeting we were discussing why one of our product lines wasn’t acheiving the level of sales success we had anticipated. All of our research suggested it was due to a lack of brand awareness within that product category’s space.
At the end of our presentation Scott sat back and looked around the table. We were all quiet, anxiously awaiting his approval of the depth and quality of our work and findings. Instead he sat up, placed his arms on the table in a folded position and said, “I have a question. Raise your hand if you’ve ever heard of a Yugo.” We looked around the room at one another and quickly hands began to rise. Still looking around the room Scott then said, “Now keep your hand up if you’d buy a Yugo.” One by one hands came down and we now knew we were about to get schooled in the topic of brand awareness.
“Your problem is not with awareness. Your problem is that the market has no conviction in your product”. Scott effectively made the point that strong awareness without conviction equals failure. Our job was to instill conviction in the marketplace. Doing so required us to establish confidence first with our buyer. They needed to first “believe” we were capable of what we said we could do, and only THEN could they demonstrate their conviction to buy from us.
Establishing confidence begins with awareness, followed by increasing the buyers familiarity with your offering. Once familiar, the marketers job is to instill confidence. This can be done through a variety of ways including testimonials, surveys, samples, free trials, or a no-risk guarantee. Regardless of which method you use to instill this confidence it must be real before you can ask for the customers conviction to purchase.
To make this journey successfully you must be willing to truly hear what your customers are saying. You need to assess the marketplace. And perhaps most importantly you need to exude a personal conviction that by doing these things your business will grow with happy, delighted, and profitable customers.