For hundreds of years people "broke" wild horses.
Bones too. It was a violent, rodeo-like affair. Then, a tiny minority with a more instinctive approach began to get more visibility. These "Whisperers" intuited the subtle language of horses and used it to "talk" to them. The idea of the horse whisperer has spawned lots of popular movies and documentaries. #TheHorseWhisperer #Buck People are fascinated with their Svengali-like ability to not just calm potentially dangerous animals, but actually inspire calm, obedient compliance. For someone who knows how to "whisper," it starts with a small signal from the animal. Once you know what it is, you can't unsee it. And the horse can't fake it. Same with people. And it's 100% learnable. As promised here is the first of 5 tales from real clients.
Unlike the other 4 stories I'll share in the coming week, this one is so common, it's almost every client.
Because someone who already knows how to do this already has employers and recruiters stalking them day and night with opportunities. People who master the "whispering" tactics have more options. The door opens and their career expands. They call to talk about strategy, salary negotiation tactics, options for negotiating out of restrictive clauses and so forth. The opportunities are already coming. Here are the 3 things that distinguish the Chasers from the Attractors.
Brutal truth: it takes a little finesse to get these tuned in, but the payoff is massive.
Here goes: #1 They clearly describe what they do in terms of a solution - usually this is the big problem you solve. Credentials and titles appear almost as an after-thought. In every industry or ideal job there's the "big problem."
It might be a trendy one, it might be the ultimate one, but how you solve it is where you start. It's the first step to being an Attractor. Yep, people are stubborn as a mule about touting and headlining their big title or credential. That's a chaser tactic. Big time.
#2 Next, they offer PROOF using "trigger" phrases their next boss wants to hear and one other word. What was your last bosses favorite work phrase? What words brought a wide smile to their face in a meeting? Was it about budget, details, team morale, timing, plans, documentation, scores, profit? Attractors use these "trigger" words and... Ka-ching. If you don't know the mouth-watering words that make them think, "DAY-UM, we need this person!"
go back to the drawing board. Get these words and use them in the three primary communications you make first contact with. #3 They don't doubt themselves. And this is the single biggest distinction between the two. When "chasers" don't get a response they think, "It must be me." followed by a litany of, "I'm too old, too inexperienced. I need an MBA. The market is over-saturated, recruiters are cruel, and hiring managers evil..." begins.
I've even seen mild paranoia set in.
One client thought he wasn't getting a job because someone on his old team (3,000 miles away!) put the "word out" about him. He acknowledged it sounded crazy, but said, "What else could it be?!" He was searching for any reason to make it his "fault," rather than trust the tactics to work. When attractors don't get results, they think, "I need to tune my tactics and language." They do and results follow. They believe in their ability to solve a tactical problem. Because of their persistence, they almost always do. If you aren't attracting, it's not your value, it's your tactics.
Try these three and let me know how it goes. Tomorrow, I tell the story #2 of a candidate plagued with Move On Not Up Syndrome and how we cured it. Courtney
In that spirit...
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