Last week, I met a management consultant who coaches leaders in a unique way. He delves into their personalities in a non-threatening way, so they learn how some of their own character traits or actions are holding them back, and keeping them from succeeding at what they want to accomplish.
What was most interesting about his work was how he wins over new clients. “I actually start to work with them from the moment we meet,” he explained. “Being with me and talking to me starts their learning process immediately. They get to live and experience what it is like to work with me. Eventually, they get so energized by the process they ‘sign on’ in a formal way, as a client.” Has that every happened to you? Here are the great lessons from that conversation.
First, know your own zone of genius
This phrase, “zone of genius,” was coined by Gay Hendricks in his book, The Big Leap. “In your Zone of Genius,” he explains, “even though the time you spend there produces great financial abundance… work doesn’t feel like work… (and) time feels completely different… time doesn’t fly – it flows.” Our Zone of Genius is what we do best – it is our unique gift.
For the management consultant I describe above, his great gift is the ability to work with leaders and to show them, through the experience of just talking to them casually, as he meets them or gets to know them, what it is that he can do for them. Because he is not afraid of sharing his Zone of Genius with them from the moment they meet, they are “hooked.” If they are people who want to learn more about themselves, or want to see how much more they can accomplish as leaders, they are intrigued and want to learn more. Soon, they become “clients,” reaping the benefits of the new relationship.
Second, your genius is your best marketing tool
Whether you’re a management consultant or you work in a larger organization or you run a team, there’s something that you’re really good at. People who have unique gifts that they use to make a living sometimes feel they need to hide them, be wary of others, and protect their greatest asset.
The problem with this is: no one will find out just how good you, or your product or service, really is! The moment you start to share – to give out “free samples,” as it were – people will sit up and take notice. What is it that’s unique to you, your product or your service? What is it that no one else does that you do?
Once you’ve figured that out – it’s time to share! Let others see – on an ongoing basis – what’s so unique and wonderful that you do, or your product or service does for others. Remember: people aren’t as interested in the process as they are in the results. Do you move people from being unhappy to being happy? Do you solve their worst issues or problems? Do you relieve them from worry? If you can say yes to any of these questions, it’s time to share how you do this!
Keep sharing, no matter what
One of the biggest issues with people who begin to share their unique problem-solving genius is that they expect “instant results.” Marketing doesn’t work that way.
While it may feel as though it’s taken a long time to realize your zone of genius and to start marketing your brilliance – sharing what it is you do to solve problems for your clients – once you arrive and start doing it, the results may not flourish immediately. Marketing is sometimes like gardening: once you plant the seed, it’s important to pour water over it daily, to be sure the sun shines on it, and to keep the conditions just right. Then, after a while, the fruits of your labor will grow and start to flower.
Not sure what your zone of genius is? Let’s chat and find out so you can start marketing yourself, your product, or your services to the world!