Svaha: the time between seeing lightning and hearing the thunder
I will be eternally grateful for your great gift of taking in to the fullest extent what it is that I have to offer, living it, and then reflecting it back in terms of the potential experience of others. You have given words to a process that defies words. And you’re constantly in a position to help me continue to hone that, deeper and deeper and more and more resonantly, who I am and what I offer, which is truly invaluable. — Jon Hansen, The Remembering Room, Richmond, Illinois
What you’ve sent me is so darn perfect it hurts! It’s a sheer pleasure to work with someone who writes as beautifully as you do — and in “my” voice. — Ariane Goodwin, Ed.D, smARTist® Telesummit, Millers Falls, Massachusetts
You have a real gift for words. You’re really, really good at it. — Sherry Essig, Priority Ventures Group, Raleigh, North Carolina
You’ve built such integrity of message in your company. I know that’s because it springs forth intrinsically, but you stay so focused at your core! I can’t think of a better way to phrase that laser-beam focus you have. It’s funny, because in someone else, laser-beam focus would be intense, but somehow you manage to make it much more kind and easy. — Jessica Albon, Thrive Your Tribe, Winston-Salem, North Carolina
I’ve never worked with anybody in the way that I’ve worked with you in terms of trusting in your abilities to the level that I have. — Catherine Hajnal PhD, Eight Branches Consulting, Vancouver, Canada ... facilitating and nurturing joyful living
You have an uncanny ability to see through what is being said and surface all the “unsaid” issues. Then you quickly give candid feedback and have a tremendous toolbox to help me move forward through your expert guidance of the right tool.
I have worked with many facilitators/coaches/counselors relating to work and personal situations. Your skills are exemplary and moved me faster than I ever expected. — Jennifer Baker, Fishers, Indiana
You bring both a spiritual perspective and some real-world hard-headedness. — Janet Bailey, Mindful Time Management, San Francisco, California
Brava! I wish I could draw a picture of me — you’d see me in a deep bow to you!
I read your newsletter as soon as it hits my in-box and you’re always right on with your advice. I had to let you know that this issue is particularly brilliant.
I will definitely keep this info — and your contact info — in a secure place.
Thanks so much for sharing your insight and wisdom. — Debbie Rodgers, CGA
Please understand — it’s nothing personal, but — it’s not all about you.
Whether you’re an independent consultant seeking clients, jobhunting, or happily employed and hoping for a promotion — it’s not personal. Whether you’re agonizing over your bio or resume, or pitching your cause to your boss, potential client, or potential employer, try to remember that. It’s just not about you.
Making it “all about me” is a mistake I see people make over and over again.
And I completely understand. When you’re looking for a new client, a new job, or a new promotion, you’re putting yourself out there. You’re vulnerable. And there’s money on the line. All of that makes it very risky. You want to present yourself in the best possible light so that the other person will like you — and want to pay you.
That’s when you start thinking that it’s all about you: how to make yourself look good, and how to make yourself likeable. And yes, there’s a certain aspect of that involved.
But if your resume or bio starts with an “objectives” section, the very first thing someone sees is a statement about what you want. When you start a conversation with a potential customer by talking about your process, you’re talking about yourself. And when you explain why you deserve that promotion, once again, it’s all about ... you.
You may be thinking that you have to tell people what you want, and that they want to know about your process. And to some extent, that’s true. But there are ways to do it that make it all about them — and therefore a lot more attractive and interesting to them. Consider these questions.
When you write your resume or bio — whether you’re pitching your services to a client or applying for a job — start by getting a very clear understanding of what you’re applying for. Exactly what does the the request for proposal or job description say? What’s the problem you’re there to solve?
Now create an introductory paragraph that specifically and objectively addresses those wants, solves that problem. This isn’t your career objective (because that’s all about you). You might call it a summary — an executive summary if you’re a senior-level person. Or you might not need a header at all.
Whatever you do or don’t label it, make sure it’s all about them — and how you can help make their lives better.
And yes — this means you do have to update it every time you want to send it out. It’s worth the effort!
Many people looking for the next client, promotion, or job are justifiably proud of what they’ve accomplished.
But don’t let your pride of accomplishment blind you to what that potential client, the hiring manager, or your boss actually needs.
I’ve been a hiring manager and a department manager, and I’ve evaluated services and products on the corporate and individual level. I can’t begin to tell you how frustrating it is to be faced with an applicant or vendor who’s obviously got no clue what I’m looking for. Jobseekers who haven’t bothered to read the corporate website; sales reps who don’t understand my business; and people trying to sell me things that I have absolutely no use for — if it wasn’t so infuriating and sad, it would be funny.
On the other hand, it’s delightfully refreshing when someone clearly has taken the time to do their homework beforehand. When you demonstrate that you know what someone’s problem is and you understand the issues they’re facing, they’ll start paying attention. Then when you tell them how you can help, you’ll have all their attention.
Take the time. Do your homework. It’s worth the effort!
What are your results? Do you know?
This is classic marketing — and yes, each of these three situations, whether you’re clienthunting, promotionhunting, or jobhunting, is you marketing yourself.
Results, not process.
When you talk about results, your credibility is at stake. What proof do you have that you actually can produce? Put it in context. When you say you wrote 10 articles in 10 months, that means nothing unless you also say that this was twice as many as your peers produced.
Coming up with results is hard. Your work may not be easily quantifiable. Get creative with whatever numbers you can think of — percentages are good if all else fails. And don’t round your numbers off. If it’s 21%, say 21%, not 20%. The unrounded number adds credibility.
You don’t have to have to support everything on your bio or resume with hard numbers. Aim for at least a third, and half is better. Your other accomplishments will gain credibility simply by being in the neighborhood of all those numbers.
This isn’t just for bios and resumes. When you bring your results — quantified results — to a discussion about a promotion, you’ll be far more impressive.
Testimonials are a great tool, for jobseekers, promotion hopefuls, and client hunters alike. A hiring manager will be intrigued by a short, pithy expression of appreciation from an executive at a previous employer. Your boss will likewise be impressed by a few to-the-point writeups of your skills and talents from senior-level staff in the company. And of course testimonials from clients are crucial to help potential customers overcome their doubts or concerns about working with you.
Do the work it takes to document your results, in hard numbers as well as with testimonials. It’s worth the effort!
In fact, reminding yourself — over and over again — that it’s not about you, and it’s not personal is worth the effort every time. It allows you to relax within the situation, which of course also allows you to be more fully yourself, more open to the other person — and therefore more likely to land the job, promotion, or client.
“When they discover the center of the universe, a lot of people will be disappointed to discover they are not it.” Bernard Bailey, award-winning American businessman
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