How to Confidently Navigate Intimidating Business Interactions

Sep 18, 2024Press

Imposter syndrome is something even the most successful leaders experience. No matter how far you’ve advanced in your career, it’s easy to feel out of place in high-stakes situations. Even when you know your area of expertise inside and out, feelings of self-doubt can creep in. 

According to one study, “71% of chief executive officers and 65% of senior executives experience signs of imposter syndrome, including low confidence and feeling incompetent or ill-equipped for their role.” 

I can vividly recall a time when I found myself in this kind of situation. Here’s how it played out for me and some lessons I learned from it. 

 

Conquering Intimidation to Win a Big PR Consulting Client 

More than 15 years ago, I walked into a law firm’s sleek skyscraper in downtown Boston, ready to pitch my PR consulting business. My heart was pounding. The stakes were high. My company was still in its early days, and this firm was a big fish. Securing their business could set the tone for our future success.

As my colleague and I settled into the conference room, I couldn’t help but notice the polished wood table and the imposing lineup of at least ten partners waiting for us. They were setting up an intimidating atmosphere, whether intentional or not. I was in the hot seat, and I knew it.

I delivered my carefully prepared presentation, and when I reached the end, one of the partners asked a make-or-break question: “What journalists do you know in Boston, and what is the extent of your relationships?” 

I felt the weight of the question. My first instinct was to rattle off a list of names to prove I had the connections they sought. But then, something stopped me. I realized that no matter how impressive my list might be, it wouldn’t truly answer their deeper question: Can you deliver results?

So, instead, I responded with confidence, “It’s not who I know; it’s whether I can convince them you’re newsworthy enough to write about.”

That moment of clarity was paramount. I didn’t fall into the trap set before me. I didn’t allow the intimidation I felt in a room full of brilliant attorneys to obscure what I knew deep down: that I was there for a reason—and that I am good at what I do. 

I ended up winning the law firm’s business and represented them for more than a decade.

 

Owning the Room: Overcoming Self-Doubt and Embracing Your Value

Walking into a room full of intelligent and accomplished people, you can sometimes sense a certain vibe—the unspoken question of, “What is this person going to teach me that I don’t already know?”

But here’s the thing: no matter how intimidating the situation might be, you’re there for a reason. It’s crucial to remind yourself of that. Ground yourself in the knowledge of who you are, why you’re there, and the value you bring to the table. Channel the energy and focus that got you where you are in the first place. Remember that the story of self-doubt you’re telling yourself isn’t true; it’s just a narrative you’ve created in your mind.

Everyone has self-doubt, but the key is to walk into a room and be yourself. Present your true self with all your experiences and insights. If those experiences and insights resonate with the room, fantastic. If not, that’s okay—move on. One of the most important lessons I’ve learned in 25 years of running a business is that you can’t please everyone—and that’s perfectly fine.

 

Quick Tips for Mastering an Intimidating Business Meeting 

When facing an intimidating business meeting, having a few key strategies in your back pocket can make all the difference. Here are some quick tips to help you navigate these high-stakes situations with confidence and poise.

 

1. Be prepared

When you don’t take the time to prepare, it’s easy for that voice of imposter syndrome to creep in, making you doubt your abilities. Prioritizing preparation can help silence those doubts and give you the confidence to succeed.

 

2. Own your accomplishments

Many people struggle with promoting themselves, especially when it comes to highlighting their achievements and accomplishments. However, there are ways to showcase your successes confidently and authentically without coming across as boastful.

 

3. Focus on what you know

You may not be the smartest person in the room, but you’re skilled at what you do, and that’s why you were invited. People are interested in your insights and who you are—don’t second guess your place at the table.

 

4. Use storytelling to back up your expertise 

Incorporate storytelling to make your pitch more compelling. For example, if a PR consulting client wants to be featured in major outlets like the Wall Street Journal or New York Times, and I know from experience that targeting traditional and local media to build momentum first is key, I’ll tell a story about how that approach was successful for another client. For instance, the time when a New York Times reporter discovered one of our locally placed articles and asked to speak to the client for her national story. 

 

If you’re ready to overcome self-doubt and make your mark in any business setting, let me help you craft a compelling narrative that resonates. Reach out to learn more about my PR consulting services.