If I interviewed you today, could you confidently share your message of what you do, what connects us so I want to work with you, and what the results will be if I work with you? If you read last week’s post about the elevator pitch, you should have an answer. But there’s another question everyone’s asking and nobody is saying: What makes you different? For most of us, we are only one out of thousands of people with the same career. It can be frustrating to feel like being professional and competent aren’t enough. Does everyone need a unique, standalone differentiator? Yes. If you want to be remembered and seen as number one in your area of expertise, you need to be unique and know it. This can seem like an overwhelming task. But discovering what makes you unique is easier than you think. The people around you already know it. Listen to the questions people ask you when you talk about work. Brainstorm all the questions you have been asked over the years: Whether they’re friends or colleagues, what sort of expertise do people already look to you for? When people ask what you think, they’re placing a little bit of trust in you. Your job is to grow that trust in everybody you speak with. Listen attentively and respond confidently.
Genuinely try to help them with their questions. Over time, you’ll build a reputation for knowing about a particular subject or type of problem. For some professionals, this specialization grows into having a particular niche or niches.
Let’s say you’re in real estate: Since you’ve decided to listen and pay attention to the questions you’re being asked, you’ve noticed that a lot of people are asking you about warehouses. So you make sure you have an informed answer for everybody who gets asked about warehouses. You never meant to be the go-to person for warehouses, but since people keep asking you you should know about them. These people talk to their friends, and soon enough you’re known as the best realtor to ask about warehouses. It may not be all or even most of your business, but your unique quality in that area sets you apart from your peers.
If you start listening to what questions you are being asked, you’ll probably find at least three unique questions that come up repeatedly. Being known as an expert in these fields will give your reputation and boost and your business will prosper as a result. When it comes to speaking, it’s easy to get lost figuring out what to say. Instead, listen first. Find out what others see your value as and then surpass their expectations. Whatever it is that makes you unique, everyone should see you for the capable, helpful professional you are.