My son once asked me how I persuade people when selling to them. He said he didn’t think he would be able to do that. I told him that when you are selling, you are not doing something to someone. Instead, you attract them to your product by providing them with what they want, when they want it.
I have a friend who is an expert fly fisherman. He’s in constant motion, checking the time, looking under rocks to determine fly types, and finding the perfect bend in the river where the fish might be hiding. When he casts into the water, he manipulates the line so that it looks as natural as possible, drifting down the current. He knows he must attract the fish with his bait.
He cannot force it to bite.
When you sell yourself, you are offering your unique “bait”—your particular blend of talent and skills. You must be valuable to your prospects to attract their interest. Your attractiveness and value in the marketplace will grow as you build a base of expert knowledge. You cannot force this attraction. Instead, it develops from a solid foundation of expertise, based on your skills and experience. Becoming an expert at anything is a long-term commitment. People go to school for years and encounter numerous situations in life to gain the skills and experience they need to become excellent.
Will Smith, the only actor to star in eight consecutive films grossing over $100 million, once said that you have to “beat on your craft” continually by working harder than anyone else to become an expert in your chosen field.
Most successful people will tell you that it took them longer and required more energy than they expected to achieve their goals. Be prepared to commit your best efforts and a lot of your time to gain the skills and experience you will need to succeed.
How do you determine if you are pursuing the right craft for you? Here are a few indicators:
- You are infused with energy.
- You become unaware of time/appetite.
- The work seems easy and effortless.
- You feel peaceful and happy while working.
- People compliment your ability.
A positive psychologist, Mihaly Csikszentmihalyi, coined the term “flow” to describe this state. When you are perfectly challenged and perfectly interested, your experiences become fun. Seek for chances to experiment until you experience “flow.” Your value will increase as you become a proud craftsman.
Most of us start our lives without a clear vision of what we want to become. As you accumulate knowledge and experience, you will begin to have greater clarity about the kind of goals you want to accomplish. This vision will enable you to better articulate your goals to others.
If you currently feel unsure about your strengths, consider these ideas for increasing understanding of your interests and potential:
- Take personality or interest tests. Career placement centers and online resources offer many of the most popular assessments. Though not definitive, these tests can be a helpful first step.
- Accumulate education and experience, seeking specifically for “flow” experiences.
- Ask for and accept feedback from people you trust.
- Use inspiration and intuition.
Not only is knowledge of your abilities essential for setting goals, it is also essential for attracting the marketplace. Seek for a better understanding and awareness of what you have to offer, and you will be better able to attract an opportunity that is right for you.
