Messy Lesson: Know how to explain “you” to the people that matter.
“What do you do?” asked the inspirational leader you have been trying to connect with for years.
Their words send your brain into a reactive tail spin if ill prepared, or open doors of opportunity if you respond with measured confidence.
The conversation is a T-junction moment in your career. Your response, the determining factor as to which direction it takes…..no pressure!
A generic response such as, “I’m a sales person” throws itself to the wolves of interpretation. They are words that in isolation, become influenced by the listeners assumptions, potentially blinding them to our true potential.
While we know the meaning behind our professional title, to our listener they are merely words on a page. A generic description that says little about; who we are, what is important to us and the impact we make to those we serve.
It is a response that makes the listener do the work to progress the conversation - if they can be bothered.
For our response to provoke intrigue, (and see the conversation last longer than a hot minute) we need to make it easy for the listener through:
a succinct personal narrative that brings our job title to life.
How do we craft and confidently deliver a response to this question that makes the person we are speaking with consider “I want what you offer” or “I know someone you need to meet”?
We need to create an impactful and influential narrative we can confidently deliver. Not easy when “selling ourselves” can feel self-serving and uncomfortable – if we make it all about us.
If we shift our focus to those we serve, not only does it become easier to express, it becomes more relevant to the person we are talking to. It provides a context that can be universally interpreted.
It makes what we do compatible across industry and broadens our professional opportunities.
How do you create a compelling personal narrative?
Bring your client front and centre. Here are a few questions to get you started:
What problems do you solve for your client?
What are the solutions you provide your client?
What does success look like for your client when you collaborate?
How would you client describe you?
If I take my own example to demonstrate:
Reflecting on my career in medical device sales, made me realise that the skills I developed during that time was an education in life. The job title alone, “Territory Manager” never did the job itself justice.
Years ago, I would have answered the question “What do I do?” with a generic response -“I sell spinal implants”
How do I answer that question if asked today?
“ I built commercial partnerships with Melbourne’s spinal surgeons, provided education in new surgical techniques and rolled out the implementation of new technology in the operating room.”
Depending who I am talking to, that is enough.
I’ve found it is a response that sets an immediate scene of complexity, high standards and provokes natural curiosity of an unknown.
In practice, it has opened doors to new industries by enabling my listener to find compatibility within their own world.
Of course it is then up to me to build the connection and progress the conversation.
Another blog, another time!
Peta x
Don’t forget, a job title is emotionless and has little influence, until we intentionally bring the words to life.
Further insights in my book: My Beautiful Mess (available now via website)