You Know How Great You Are – Don’t Be Afraid to Tell the World!

Selling your value means understanding your return on investment (ROI). You have confidence in your fullest potential, and you are constantly searching for new opportunities that will help you meet and potentially even exceed that potential. Whatever the opportunity may be; forget the advice about opportunity knocking. You have to go out knocking on doors, as many as you can find and at all times.

Now it’s time to let the world know who you are. You must convey what makes you different, distinctive and competitive (i.e., your brand). This statement is your definition statement. You will use this during networking, interviews to alert your current company and the outside world, your customers, potential and current employers about just how much value your brand truly provides.

Your statement has to be competitive internally to the organization, company or business that you are in, as well as competitive externally to the marketplace. If you are an entrepreneur, your statement must inspire and maintain the respect of your employees; and even if you work as a solo contractor, you must develop a statement you truly believe in yourself!

This is critical to gaining exponential personal and professional success internally while keeping you competitive on the open market, which provides you with the critical back-up plan in the event of downsizings, rightsizings, and economic slowdowns that may affect your current organization. In plain English, make sure your eggs can produce the world’s best omelet, no matter what basket they end up in.

Also remember that a closed mouth will starve you to death. You must passionately communicate both how great you are and how your greatness will spread throughout any organization you join if you want to dine on your aspirations.
For a perfect example of someone who always sold his value and never kept his mouth closed, let’s a take a look at the world of boxing.

Muhammad Ali in his prime was as great a boxer as you will ever see, and he would be the first one to tell you that. He first entered the pro boxing scene in the early 60s as a brash young upstart named Cassius Clay who simultaneously shocked and charmed America with his outlandish behavior and egotistical statements, always delivered with a wink and a nod that made them entertaining rather than annoying (except to his opponents!). The fact that he backed all his trash talk up by truly “floating like a butterfly and stinging like a bee” in the ring also made it easier for the public to accept.

Ali’s combination of exceptional athletic talent and natural showmanship made him one of the world’s biggest celebrities. Principled actions he took which at the time were socially controversial, such as converting to Islam and refusing to be drafted during the Vietnam War, did not lessen his public appeal and over time actually added to his heroic mythology. Post-retirement, he has strengthened his brand even further through numerous charitable and goodwill endeavors and the courageous way he has publicly battled Parkinson’s disease. Ali’s eggs truly produced the world’s best boxing omelet, and nobody since has come close.

To effectively sell your value, you must constantly check up on yourself to make sure you are properly equipped to do the best sales job possible. Following is a boxing-themed “heart check” to help you keep your sales efforts at their peak performance.

1. I have a clear understanding about my worth; I know what I should be paid.
2. I am comfortable with selling the value that I bring.
3. I know my ROI.
4. I have made the people who can add to my success aware of the value that I can bring to them and/or their organization.
5. I have a set of skills that is competitive internally (in my current job, business or career) and externally (in the open marketplace).
6. I have a fresh way of succinctly explaining my unique value proposition that will get me noticed, heard, rewarded and paid.
6.5 My passion is authentically represented in how I explain my value proposition.

Now that you’ve taken the test, let’s analyze your score:

If you scored from 7-13, you’re not answering the opening bell. Rather than examining yourself to find the unique benefit, value and ROI you deliver, you simply present your basic professional experience and qualifications with a smile and a firm handshake, like you’ve always been told to. Yawn.

If you scored from 14-20, you get knocked out by the first hard punch you take. You have probably discovered one or two unique selling points for your personal brand, but lack any originality in how you get them across to potential customers (i.e., employers and clients).

If you scored from 21-26, you can last a few rounds, but are not truly a contender. You are aware of your brand’s unique strengths and focus on them in your pitches, but still haven’t figured out how to truly differentiate yourself in an ultra-competitive marketplace.

If you scored from 27-33, you’re a contender who can go the distance, but may not be ready for the championship belt. You clearly demonstrate the benefit, value and ROI you deliver in a way that is fresh and engaging for the listener. You have gathered the skills and information to cover the many different scenarios you may be asked to justify your brand against. But you still hang back a little bit, are you waiting for opportunity to knock instead of kicking down its door (or laying it flat on the canvas)?

If you scored a 34 or 35, you are ready to wear the championship belt. Anyone you come into contact with knows about your brand and what it can do in any given situation, and you are constantly refining how you deliver your pitch to make sure your message is up to date with what you have to offer, what you are looking for, and what best suits the needs of the marketplace. You float like a butterfly and sting like a bee!