What is your face value?
There is a German proverb that goes something like this: “When 2 people do or say the same thing, it does not mean it is really the same”. During a recent business meeting I was once again reminded of how challenging this can be. A customer listened to information conveyed by one of my colleagues who used the same information and even words (verbatim) I had used in previous meetings with them.
Difference was that they intently listened to what my colleague had to say and they believed him. They had not done that when I had conveyed the very same information. I am sure that you have encountered very similar situations. Isn’t that fascinating? No need to get upset. It just is what it is. Sometimes we come across folks who will not value your input as much as others. At the same time cherish the connections you have with people who value your opinion over everyone else’s.
So what are some things you can do to maximize effectiveness and at the same time limit your efforts?
The first step is to realize this is happening to you. Being aware that your efforts do not carry as much weight with your conversation partners is really important. This way you can limit your efforts to an effective minimum without having to expend too much energy.
Then you should scan for people around you that have a much deeper connection with the people whose decision you want to influence. This can often take a lot of effort since sometimes the people you need may outrank you in your organization.
All of the above assumes that your “face value” is in good standing. There are a few things that influence your credibility. Do yourself the favor and boost your credibility to the extent possible.
- Do what you say, say what you do.
- Deliver upon your commitments. Manage them very well.
- Deliver predictable outcome.
- Always do a little more than is expected of you.
- Never ever gossip.
- Listen more than you speak.
- Pick a specialty or a passion and become an expert at it.
- Smile – it is the gateway to your soul.
When people tune you out it may be frustrating. It is not the end of the world though. Focus won what you want to achieve and then connect the folks that can connect better than you. Meanwhile focus your attention on boosting your own face value.