The Importance of Being Earnest

When I was in college, I studied acting for a while... a really long while, like four years.  And in that time, I learned a little about acting, and a lot about myself, mostly that I'm a lousy actor.  But, I did learn that I enjoyed being in front of people and commanding an audience.  And that's why I'm SO lucky to be doing what I do, because I get to be on camera without acting...I get to be myself.  It's true, the person you see selling products on TV is exactly who I am.  When I laugh at something, it's because I genuinely think it's funny (catch me working with Robin Wall some time), and when I'm enthusiastic about a product, I'm really excited about what I'm selling.

It's authentic, it's real, and it's all I know how to do, because remember, I'm no actor.  Which makes it all the more strange to me when people new to the field always think they need to be someone else...some ideal pitchman they have in their head.

I train new presenters, so I get to see how hard it really is for them to be themselves.  They always want to be that guy/gal they see in infomercials. Now there is a school of thought that favors this method. Tony Robbins is one proponent of copying success...

If you want to be successful, find someone who has achieved the results you want and copy what they do, and you'll achieve the same results.

Tony Robbins

And in certain situations, that's excellent advice!  But not when it comes to selling products on live television. Because unless you possess some next level acting skills, people will know.  Sure, when we're watching a TV series or a play, we KNOW those people are acting. But, we suspend our disbelief and go with it for the sake of the show.  That's not the case with television retailing. When you're watching someone present a product on live TV, you want the TRUTH.  You want them to be earnest about their item, and to not pretend to be someone they're not.  It sounds easy, but it can take years of practice to be comfortable enough to just be yourself...on TV...in front of millions of people.

Of course, there's more to being a successful Pitchperson on TV than just being yourself, but that's another story for another day.  For now, remember step ONE...be earnest, and be yourself!