29 Sep Is this you?
We train an Eloqui module called “Differentiators,” using interview techniques to elicit qualities that set our clients apart. Last week, an outstanding group of professionals dug deep into this exercise.
One was born to two deaf parents, so at an early age became the translator and manager of the family’s communications—from speaking on the phone to buying groceries. As an adult, we believe this professional will take care of clients with the same level of care.
Another’s mom abused drugs, so at a very young age, they had to knock on neighbors’ doors for food. This meant they had to grow up quickly and would apply this creativity to dealing with complicated issues for their clients.
And two others escaped war in Lebanon and Iran. Experiencing chaos not only made them grateful, but adept at interceding for their clients and dedicated to making their lives better. These differentiators made a strong and lasting connection that could not be achieved by simply listing their services.
To activate your creative juices, recall the following: What a mentor taught you; moving from your birthplace; a challenge/setback and what you learned; a sport or hobby that you excelled in, family dynamics, or a field of interest outside of work.
Your whole life is material. Many of us believe that we need to draw a curtain between our personal and professional lives. But differentiators are what Carl Terzian called “the back of the business card” and who you really are. The important part is to link your differentiator(s) to how it makes you good at what you do, and benefits your clients. We promise– your anecdotal evidence will strike a chord, because the elements that differentiate you will likely touch us all.
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