Following our discussion of the words we use to ask for money…
Some of your discomfort around asking for money may come out of the words you’re using. Being less than direct can make you feel like you’re trying to put one over on the person on the other side of the table. You may also be afraid that the words you’re using make you sound (or feel) like a sleazy salesperson.
This fear may actually arise from a lack of self-confidence or self-esteem, and be exacerbated by your discomfort with the words you’re using. Belief in your own value, coupled with deep-down passion about what you’re asking for, allows your own light of confidence to shine through. A clear definition of the value you bring (or the value your organization provides, or the value of your start-up’s idea) is the critical anchor of your request for money.
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Let’s use a couple of Super Bowl ads to make this point:
Monster.com’s commercial showed that their service is so valuable they could even help a Beaver Violinist get a job.
Snickers showed their candy bar is valuable enough that it could turn a muddy, football-playing Betty White back into the young male “one of the guys”, and the tagline “You’re not you when you’re hungry” reinforced their message.
Now, if you had enough money to do your own ad, you probably wouldn’t be concerned about building your “ask-for-money” skills. For the rest of you…
Conquer the Fear of Appearing Sleazy by listing the major reason your business idea/cause/consulting practice is important to you. Use your own words–don’t try to take on someone else’s style or phrasing. If the language does not ring true for you, change it. The person on the other side of the table will always sense when you are uncomfortable, and it will make them uncomfortable as well.
Take the time now to get your major reason clear, in your own language, and in your own style. These will become the basis for all of your communications–web pages, social media, email newsletters, brochures, business plans, etc. Make yourself comfortable, and your audiences will be comfortable too.
