It’s a common saying in business circles, aimed at promoting confidence. However, an expert in human behaviour says that if this is you, you’re doing it all wrong.
The founder of the Demartini Institute, John Demartini, faking it until you make it “is not the answer”.
“Don’t try to be a know-it-all because that’s pretty well guaranteed to be not believable. You end up being a jack of all things instead of a master of something,” Mr Demartini told Real Estate Business’ sister publication My Business.
“The thing to do is to start with your core competence and master your skill and deliver quality service that meets needs. [Then] you don’t have to fake anything.
“If you truly care about your customer, you truly care about serving needs, people can pick it up. You can’t fake that. It’s real if it’s real. I would say find out what you’re absolutely, truly committed to, don't bull**** yourself.”
Being really successful in business and in life means connecting what you are good at with people who need those skills, not blankly selling something and hoping people will buy it.
“So many entrepreneurs project their own kind of assumptions onto the market and are doing things that they think the market needs, instead of finding out what the market really needs, and then banging their head against the wall trying to sell an item or product or service that people don’t even know and don’t care about,” Mr Demartini said.
“Find a need that is really out there. Find out what you would love to do. Find out where the overlap and the niche is. If you’ve found a niche, you’re going to take off.
“Caring enough about humanity to find out what [people’s] real needs are and then finding out where it overlaps [with your skill set and] what inspires you [will] make a huge difference to an entrepreneur’s [success].”