Leave It To Your Imagination

 ​Imagination - Webster's definition - “the act or power of forming a mental image of something not present to the senses or never wholly perceived in reality.” 

I was recently reflecting on successful trends of the professionals I have worked with and coached over the years. Was it hard work?  Natural ability?  Luck?  All the above?  Perhaps, but one word stuck in my mind – imagination. A powerful force that can work for you when fully embraced or against you if not managed properly.

I have seen professionals with imagination express more empathy with their clients, market more strategically, and introduce solutions that are more client centric. They are also able to communicate persuasively with confidence.

Embracing and leveraging the imagination can be a powerful approach to growing a business. At the same time, letting the imagination go unharnessed can stifle the growth of one’s practice.

​Imagination, when unchecked, can lead to unrealistic expectations, or overly optimistic projections about potential outcomes. I see this often with intelligent, overachieving professionals who would rather get the “Matrix download” on becoming an expert in business development with a snap of the fingers. They quickly grow impatient and either press too hard with prospective clients or give up overall.

Imagination can often go “dark” when we start to think of the worst possible outcome. How often have you sent out an email to a prospective client and never heard back from that person? Where does your imagination go then?

“Did I say something wrong in my message?”
“Are they already working with a competitor?”
“That prospect probably doesn’t want to work with me.”

And what typically happens in this scenario? Frustration sets in. Doubt clouds the mind. The BD mojo slows to a crawl or even a screaching halt.

While imagination can be a powerful driving force in growing a business, we also need to be cognizant of the times when it can stifle us. We are all human and can tend to think of worst-case scenarios, especially as it pertains to building new relationships.

Let’s not forget about the incredibly busy world we all live in today. How your contacts respond to your outreach may have nothing to do with you, rather with what is going on with them. I have often said that building relationships has everything to do with perseverance and timing. As much as we want relationships and opportunities to develop quickly, we won’t always experience that instant satisfaction.

I encourage you to lean on your imagination to grow your business in a positive manner. Get creative and think outside the box. Try new approaches and block out the "what ifs." While doing so, catch yourself getting pulled into the “dark side,” and push past that. This subtle shift in your behavior can make a tremendous difference in your growth.