The Difference Between What You Do & What I Need

By Myriam Callegarin • November 11th, 2009

Choose me QUESTION: What do a Job Seeker, a Self-Employed Professional and an Executive who wants a higher position have in common?

ANSWER: They all want to convince someone to choose them.

In short: They all want to sell themselves.

This means, it’s all about Getting the Client. Who is the Client? It’s your future employer, your boss or the Top Management in your company, an organization or individual who purchase your services. There is no difference whatsoever.

Here’s what clients really want

Make more money
Save money
Solve a problem (that costs them money; or that helps them look or feel better)

Why should your client choose you among all other ones?

Give them a reason! Or many. It’s about selling yourself effectively.

So how do you sell yourself effectively?

1. Know exactly what BENEFITS you offer

What can you offer your employer/your client? For example:

10 years of experience
Excellent Communication Skills
Strong Problem-Solving Skills, etc.

This is fine, but it’s not enough. Everyone could say this: What does this mean for your employer/your client? What BENEFIT do they get from what you offer?

2. Know exactly what your employer/client REALLY NEEDS

Do you know exactly what your employer/your client needs right now? Even if you are great at supervising diverse teams, they may need something different right now. For example, they may want to establish a presence in the Chinese market. Or they may need to close a financial gap.

So find out exactly what your employer/your client needs.

3. Create the PERFECT MATCH

Considering the needs your employer/your client is facing, where can you help, and how? And don’t forget this: Is this something you would really enjoy doing?

Once you have clarified this, define your precise, powerful offer – and Get the client!