Exude confidence, even when you don’t feel it.
Christina Frey is senior account executive at Method Communications.
Even the most seasoned PR professionals get nervous and second-guess the advice they offer clients from time to time. Maybe you also have that inner voice planting seeds of self-doubt despite a track record of client wins, solid media relationships and experience? Chalk it up to the psychological experience best characterized as imposter syndrome. When a case of unwelcome imposter syndrome strikes, whether you’re on a call or meeting with a client face-to-face, here are simple ways to exude confidence (even if you don’t feel it).
Make time for prep
The saying goes, “By failing to prepare, you are preparing to fail.” Make preparation your superpower instead of winging it and hoping for the best! Before client interactions, review agenda items, progress on major projects and familiarize yourself with all recent client communications. Take the time to jot down 2-3 thoughtful questions around current projects to show your strategic thinking and derail imposter syndrome in real time.
While not always possible, aim to block 10-15 minutes on your calendar ahead of any client interaction to make those prep sessions a non-negotiable part of your routine. Giving yourself time to digest what you are coming to talk about will help boost confidence and show your client that you are completely in sync with their current game plan.
Keep fresh ideas flowing
It’s tempting to stick to agenda items on a client call to avoid any discussion outside of your comfort zone. Especially if you’re working with an unfamiliar industry or technology, make it a habit to review industry news ahead of time so you can come prepared with fresh ideas. Take a look at the company and CEO’s profile on LinkedIn for any new product developments or fresh thought leadership takes that could be repurposed. Scan social media comments on your client’s recent posts to keep an eye on customer sentiment.
This small amount of consistent detective work can result in a fresh trend angle to pitch, a new reporter to follow or simply an opportunity to show your client you are actively working to gain a deeper understanding of their space. When your team speeds through the agenda, having these ideas in your back pocket will help the conversation feel more meaningful and authentic. This extra bit of effort can be just as important as coming prepared.
Practice active listening
While preparation is important, be careful not to overprepare! Don’t be so rigid that you’re married to the agenda or what is already in motion. Your client wants to talk about the latest company all-hands meeting or an interesting article she read? Channel your inner Mel Robbins and let them! Even engaging in casual small talk about your client’s upcoming vacation or a hobby outside of work can go a long way towards building stronger client rapport. Remember to be agile and let the conversation flow so you’re able to respond and engage organically.
When that voice of self-doubt creeps in, try redirecting your attention to being fully present. Practice active listening techniques—making eye contact, asking clarifying questions, summarizing main points — to truly understand client needs instead of worrying about your own performance.
It’s natural to have moments of self doubt or anxiety ahead of important client interactions. The next time imposter syndrome rises up, take a beat and remind yourself that your clients value the unique perspective that only you can offer. Asking thoughtful questions and offering honest insights is exactly what they hired you to do. A focus on being prepared and authentic —over perfection—will help build trust for stronger client relationships and squash that inner critic for good!
By implementing these tactical approaches — preparation, idea generation, and active listening — you can transform imposter syndrome from a career obstacle into merely an occasional visitor that no longer undermines your confidence or performance.
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