As a professional, would you still charge for your services, even though you felt someone else could do the job better?
In the late 90’s, I had a project to facilitate training at our branches around the country. The training was on software that the company was introducing to the salesforce. As in many industries and sectors, there was parity in the product ranges across all competitors. Their service offerings were very similar, and no one brand had a clear differentiator, or advantage over the other.
A part of the training addressed the salesperson’s approach to selling. Having training rooms full of salespeople, from novices to seasoned pros, each sharing their approach, revealed an interesting trait.
Successful sales folk believe they are the very best at what they do.
Even with other professionals in the room, some more successful than themselves, in their mind, they were the very best at seeing to their clients’ needs. Because of this attitude, they would take losing a client personally. It was like an admission of not being the best. In fact, their conviction of being the best is so strong, many of their clients believe it too!
Setting out on this quest, it’s best to be specific about what you do. So, if you are an accountant, instead of aiming to be in the top 20 accountants in the country, you could aim to fall in the top 20 accountants, specialising in estate taxation, in your city. Clearly define your niche.
The clarity makes the challenge real, there’s no room for wiggle.
Once you are invested in improving, the real work begins. Everyone at the peak of their game has done the hard work. They have known what the goals are. They have been honest with themselves that their will be sacrifices. There will be times when they feel like giving up. Importantly, they understand that their client also has a choice. They can choose someone else over them. Someone who is better at what they do because they invested more time and effort.
Asking, “Are you the best at what you do?” is not a question of the size of your ego, but of your contribution. What is it that your client wants and expects from you to fulfil their needs? If you are honest with yourself, do you measure up to their expectations? And if not, are you prepared to do what it takes to become your best?
Find and define your niche. Then, set about doing what it takes to be in the top 5% of your niche. That’s 1 in 20 people. With effort, that’s achievable.
Who wouldn’t want to be the best at what they do?
Have an awesome weekend!
Originally published at https://www.leapfirst.co.za on July 26, 2020.