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Toot Your Own Horn
By Barbra White, MBA, Professional Coach
I had an interesting conversation with a client today about an area
that's uncomfortable for many people. We discussed what it means
to self-promote, or letting others know what's great about them.
What sets them apart.
I'm convinced that the failure to do this contributes to countless
numbers of lost opportunities. Simply put, if the key people around
you aren't clear
about the bottom-line value of your work, they won't
be able to help you move forward.
Being promoted, earning pay raises and bonuses, and attracting
better clients and projects all depend upon the image you project.
And this image is largely created by the information people have
about your talents and successes. Most of the time, however, your
colleagues, superiors, and potential clients won't see you in action;
and even when they do they see only a small percentage of your
total "acts." The missing data has to come from you.
Terry, the client I mentioned, is a manager for a financial firm who
recently learned the hard way about the importance of self-promotion.
She was passed over for a job promotion, even though she had the
qualifications and experience for the position.
Why? One of Terry's colleagues, who landed the promotion, had a
distinct advantage: she was widely known within the company for
achieving key results, especially among top decision-makers. According
to Terry, her colleague seemed to know how and when to call attention
to her own expertise and claim credit for her victories- without boasting
or bragging. She wasn't a better manager than Terry, she just knew how
to 'toot her own horn' more effectively.
If your goal is to improve your business, career, or earning power,
you need to know how to clearly distinguish yourself from others in
your field.
Here are 5 practical steps that help my clients develop their skills in
self-promotion.
RE-DEFINE SELF-PROMOTION --
I've had to pull information from clients about their accomplishments
because they didn't want to sound like they were bragging.
"Tooting your own horn" may feel awkward -- especially at first --
because it is a different behavior from what you're accustomed to.
But refusing to communicate the unique value and results you bring
to your work can interfere with your ability to be competitive in an
environment in which accomplishments are valued.
Re-define self-promotion and self-advocacy as taking more control
of your career, developing a clearer sense of your strengths, and
making others aware of your genuine commitment to your work.
KNOW YOUR BIGGEST STRENGTHS --
Think about the unique advantages and strengths you bring to your
work. What do you offer that others don't? What problems have you
solved?
Do you anticipate obstacles before they occur, saving your clients
or colleagues countless hours of hassles and frustrations? Do you
excel at building a strong network of alliances that allows you to get
things done in record time?
KEEP A LOG OF YOUR SUCCESSES --
If you don't recognize them, no one else will. Most of us minimize the
impact and results we've created in our work. Start by writing down the
three most significant outcomes you've produced in the last 6 months.
Be specific. What bottom-line result did each success create for your
company? Your clients? Or your boss?
SPEAK UP ABOUT YOURSELF REGULARLY --
When you talk to colleagues and superiors, mention what you're doing.
Tell others how you're working toward your current goals. Repeat
compliments you receive. State your activities, accomplishments and
knowledge confidently.
Consider other ways of communicating your successes to the people
who matter: preparing status reports, writing articles for the company
newsletter, communicating through coworkers, participating on committees,
gathering letters of recommendation from clients, and so on.
TAKE CUES FROM THE EXPERTS --
Notice individuals in your organization who are particularly effective
at self-promotion. Observe what they do and say, and how they say it.
Tailor their examples to your own style. Work with a mentor or coach
to learn the strategies appropriate in your environment for letting
decision makers know what you do.
Effective self-promotion takes commitment and practice. Be aware of
the opportunities to subtly and strategically feed information to the right
people. I encourage you to spread the word about the success of your
colleagues, as well. By recognizing the accomplishments of those around
you, you contribute to an atmosphere in which this kind of recognition is
standard. And, making others look and feel good reflects positively on
you.
Now, go and be bolder about what you have to offer…and see what
happens.
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Reading List
"BRAG: The Art of Tooting Your Horn Without Blowing It,"
by Peggy Klaus
"Take Yourself To The Top," by Laura Berman Fortgang
Great strategies to take charge of your career like never before.
By a widely recognized CoachU-trained coach.
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Copyright 2000-2007
Barbra White, MBA, ExecutiveCoach
(505) 271-1037
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