Okay…not literally!

What I’m talking about is one of the most powerful strategies to employ when selling to the women in your audience.

When you’re introducing yourself at the beginning of your presentation, your behind-the-scenes intention is to quickly build credibility with your audience and create vulnerability, so that they know you have been where they are.

When you’re on stage, your audience sees you as an authority. You’re a role model. You inspire them. If you build on that during your introduction, your credibility goes way up.

Then you bring in vulnerability. You don’t diminish yourself in any way, but you humble yourself.

In essence, you communicate: Yes, I have accomplished all of that. But here I am. I’m just like you.

That’s what I call “showing them your panties.”

Show your audience how you’ve struggled and what you’ve overcome. You don’t need a dramatic story of being homeless or nearly dying. I haven’t experienced any of that, but I have plenty of stories of where I’ve tried, failed, and gotten up to try again.

Vulnerability is a powerful tool that women, especially, respond to. Perhaps because it connects us heart-to-heart, and women love to connect.

So trust the women in your audience with your vulnerability and they will trust you.

For more about how to honor, serve and inspire women to say YES, check out my How to Sell to Women virtual training Feb. 6.