AccountHUNTER

The Daily Journal for Ad Agency New Business Hunters

Arrogance vs. Confidence

Posted by Shane Murphy on Wednesday, December 13, 2006

handshake1.jpgArrogant vs. Confident… have you considered the difference in your presenting? Do you know how you come off to a potential client?

This distinction popped out at me as I was looking around the net for something great to blog. I found it at BidBlog:

In short, arrogance kills listening skills. And where there is no listening, there is no learning. Where there is no learning, there is no way to determine the most meaningful way to differentiate your offering for the customer in question. Without meaningful differentiation, you are a commodity. When you are a commodity, you compete on little else but price.

I’ve learned in my days that when it gets to just competing on price, you’re in trouble. If your price is the best, you get the business. But what happens when your price, when your rate isn’t the best? Can you overcome that objection with confidence, or does your arrogance get the best of you?

I know, I know… you’re sitting there thinking “I’m not arrogant at all!”

Well, I’ve made that mistake many times over in my career. It’s still a struggle for me to keep my confidence appearing as such, and not spilling over into that ugly arrogant style. It usually doesn’t rise up and slap me in the face until I lose a deal and review what the devil went wrong.

Selling isn’t about just being the best. It’s not about being the best-priced. It’s about caring for the needs of the client. It’s about giving the client what they want, not just what we want. It’s about creating those win-win opportunities and working them out together.

It’s a little bit preachy, I know…

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