Your hidden
gems are rare nuggets of knowledge and skills you've either overlooked
or not yet recognised. When found, they inspire confidence and help
secure important contracts.
Gems are not tangible features and benefits. They arise from extraordinary
and often unexpected incidents where people or products performed
beyond expectations. Rarely are they recorded or integrated into
the company's website or promotional documents.
Some years back I was working for a large aerospace company.
During informal discussions with engineers, I discovered the 'gem'
that would give them an important
negotiating advantage.
The company designed and supplied carbon brakes to major airlines.
They also equipped the 'land speed
record-breaking car' (Thrust SSC) with carbon brakes. The British
driver said American engineers told him 'if both parachutes fail,
it'll be impossible to stop the car at 600mph using disc brakes.'
During tests, both parachutes did fail and the brakes succeeded
in stopping the
car - exceeding everyone's expectations and proving their reliability.
Dramatic anecdotes like this are often discussed privately among
colleagues. They inspired people more than sales pitches because
they're genuine and emanate from your own experience.
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There are many examples of teams facing difficult
challenges, and by everyone pulling together successful outcomes
were achieved.
Tips for discovering your
hidden gems
1. Your experience is unique to you.
Be original by tapping into your
hard-earned knowledge. Keep a record
of your achievements and encourage your team members to do the
same.
You won't use everything, but you'll be amazed at what you discover.
2. Avoid quoting experts and their opinions. You're promoting
your business - not someone else's. Always demonstrate ideas using
practical examples from your own experience.
3. Keep a skills inventory. You'll find it a useful source for
generating ideas and clarifying your direction.
Expert copywriting - organising your knowledge
into convincing sales propositions - online and print
Read more…
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