Going from Invisible to In-Demand
SUMMARY
Do you sometimes feel like nobody can see you, that you're being overlooked? Or if you need to develop your own client base, you feel a little bit out of your depth, and you're constantly trying to get out there and be seen?
Well, that's a common problem that you need to work through so stick with me this week because I'm going to help you start a journey so that you are the only one they see.
No matter what profession or industry you're working in, there are a lot of people who do what you do, and therefore there's a big pool from which people can choose. Sometimes, you can get missed out; other times, you can be seen for the wrong reasons.
Being in demand means more people wanting a piece of you. No, it means going from being seen as a generalist, like everybody else, to being a thought leader—someone who stands out and is known for their expertise.
We'll also explore ways for you to be seen as different, not better because better is a judgment word.
We're not going to focus on competing with others; instead, we'll focus on how you can work on yourself and portray yourself in a way that, whether in your career within your organisation or working externally with the clients you want to attract, you can rise above what others are doing. You can be seen without being overly concerned about what they're doing.
Join me this month as we explore this conversation. We'll examine the shift in your positioning and help you go from invisible to in demand, on your terms.
I'll see you next week.
TRANSCRIPT
Do you sometimes feel like nobody can see you, that you're being overlooked? Or if you need to develop your own client base, you feel a little bit out of your depth, and you're constantly trying to get out there and be seen?
Well, that's a common problem that you need to work through so stick with me this week because I'm going to help you start a journey so that you are the only one they see.
Hi, this is Grant Herbert, leadership and sustainable performance coach, and today I want to continue our conversation around the 9 Crucial Shifts that every leader needs to make in this volatile, uncertain, complex, and ambiguous marketplace that we’re leading in, by helping you go from being invisible to in demand.
Last month, we finished off talking about your performance and moving to a place where you are more sustainable and can avoid burnout. This month, we're going to shift gears, and the whole conversation will be about helping you to be seen.
Depending on your situation, there are 2 ways to look at this. Firstly, if you are employed by someone else, this is about being seen in your organisation and being recognised on your career path. However, if you need to hunt, gather, and bring in a client base, this will also help you attract and retain clients who are the best fit for you and your organisation.
No matter what profession or industry you're working in, there are a lot of people who do what you do, and therefore there's a big pool from which people can choose. Sometimes, you can get missed out; other times, you can be seen for the wrong reasons.
I know for me this has been a journey. When I started doing the work I am doing now, after leaving the corporate world about 15 years ago, I tried to invent or reinvent myself so that people would look at me differently. They would see different skills and different ways that I could help them. However, along that journey, I did what a lot of people do, just like me, and I confused my marketplace.
I remember someone saying to me, "Grant, I know whatever you do is fantastic because it always is, but can you tell me what you do?" It was a wake-up call for me because it meant that I was confusing everybody about what I did. This also led to people pigeonholing me; they thought they knew what I did, what I stood for, and how I could help them based on the limited interaction they'd had with me around one particular area.
As I evolved in my practice, I shifted gears and niched into other areas. I went from being very general to being more niche, noticed, and seen as a thought leader in a particular area. This journey is still ongoing, and there have been some shifts and changes that I've learned along the way. I'm going to share those with you over this month.
We'll look at how you can put yourself out there to be seen, but not just as an influencer, like someone on Instagram who gets all those vanity likes. Instead, you'll get seen by the right people at the right time, who will give you the best opportunities out there.
As I mentioned, there are a lot of people who do what you do. Unfortunately, both internally and externally, sometimes people look at what you do and think, "Oh, everyone's the same.” For example, if you're a lawyer, the marketplace might think, "This is what a lawyer is and what a lawyer does, and therefore they're all the same. It doesn't matter which one I go to; I'm going to get the same result." You and I know, whether you're a lawyer or in some other profession, that that's not the case. There are not only different disciplines within law but also different ways of going about things.
This is about being able to rise above the day-to-day work ‘in’ your practice and start working ‘on’ it.
I know that a lot of people don't like this part of what they do, often due to identity issues we've discussed before. It's not about what they're doing or what's happening; it's about what they make it mean about themselves, often influenced by external opinions and rhetoric they've been listening to.
In the case of sales, we often call it business development because that sounds a little less salesy. You might not want to be seen as a salesperson because of the perception you have of what that means. You believe that the people you deal with will share that perception and may think less of you, question your abilities, or doubt whether you belong.
As we move into this 5th shift, you can see how identity and intelligence areas really come in as the foundation.
So, what's this shift all about? It's about going from invisible to in-demand.
Now, what I'm not saying is that being in demand means more people wanting a piece of you. No, it means going from being seen as a generalist, like everybody else, to being a thought leader—someone who stands out and is known for their expertise.
Over the coming weeks, we're going to explore things that will help you achieve this. We'll get clear on who you want to be seen by, and we'll examine why behaving and thinking in certain ways will help with that. We'll look at what you need to do to be seen by those people at the right time to seize opportunities. We'll work on your messaging. As I mentioned, that was my challenge. People obviously liked me and what I was doing, and I have always been quite successful in most things that I do, but they didn't quite know what I did, or they misrepresented what I did when talking to someone else about it because they had a different understanding of my work. This confusion was due to my message being conflicting and confusing. I knew in my head what I wanted to say and how I wanted to be perceived, but I wasn't conveying it in a way that helped.
We'll also explore ways for you to be seen as different, not better because better is a judgment word.
We're not going to focus on competing with others; instead, we'll focus on how you can work on yourself and portray yourself in a way that, whether in your career within your organisation or working externally with the clients you want to attract, you can rise above what others are doing. You can be seen without being overly concerned about what they're doing.
I may have confused myself a little bit as I said all that, so hopefully, you got the message I wanted to get across. Starting next week, we'll look at how you can determine what your message is and who it needs to reach. We'll identify your perfect fit clients and how to speak in a language that will attract them.
Marketing is crucial, and yes, every single one of us is marketing our own personal brand. People don't buy from organisations or hire from recruitment companies. They look at the individuals when choosing who they want to work with. So, it's about your personal brand, and yes, you do need to market yourself. As I mentioned, it's not about your Instagram profile. We’re not going to focus on that. Instead, we'll work on identifying what you know, what you stand for, and who needs to know that.
Join me this month as we explore this conversation. We'll examine the shift in your positioning and help you go from invisible to in demand, on your terms.
I'll see you next week.
