“When you learn how much you’re worth, you’ll stop giving people discounts.”
Client Nathan Asks: I am completely frustrated. As the client development manager for my firm, I am expected to be the “idea person” when it comes to new business development and client relations. And I think I have a ton of good ideas at work. But whenever I get into a staff meeting, my ideas–even my participation in discussions–are almost totally ignored. I’m not a “rah rah” sort of person and maybe that’s what people are expecting. I’m pretty low key and I feel I’m presenting good ideas—it’s just that nobody’s hearing me.
Coach Joel Answers: It’s not unusual for people in almost any role to sometimes have difficulty getting attention, let alone get their ideas accepted and implemented. Here are three things I think you should do right now to improve your acceptance ratio:
- Build a support network
- Support the ideas of your colleagues
- Improve your presentation skills
1. Build a support network.
The key to your success is to consult others and build support for big initiatives before you launch them. When you want to introduce a new strategy, schedule a series of one-on-ones with different people within the company—or even outside the company if that’s appropriate. Present your idea and ask for their thoughts, a critique of your plan, and listen. Incorporate what input you can, and you’ll stand a good chance of gaining their buy-in. Be selective about who you choose to hear your ideas. Pick thought leaders, people who have had success implementing their own ideas and whom you can trust to keep it confidential until you’re ready to go public.
2. Support the ideas of your colleagues.
There are plenty of ways to increase your visibility in meetings, and one of the easiest ways is to say positive things about the work others are doing. While you’re planning your next big thing, begin to lay the groundwork for support by supporting others. If someone floats a new idea in staff meeting, find something to like about it and say so. You may even add a new piece to it, if that’s appropriate. It’s just simple psychology: people are more likely to support someone who they feel will support them. Pay a compliment after the fact as well: “That was a super idea for revamping the web page, Marcia. Let me know if I can help.”
3. Improve your personal presentation skills.
It’s all about having executive presence. To do this, you’re going to have to move beyond your comfort zone. You’ve fallen into the trap of not speaking up because you’ve convinced yourself that nobody’s listening, or worse—that you don’t have any good ideas. Drop those thoughts and begin to practice communicating clearly and decisively. Do this before you bring anything to the table in a meeting. Use Power Point or other visuals to add some spark to your presentation. This will make you feel more confident because you’ll have the information you need right in front of you. And practice, practice, practice.
Right now you and your ideas are being seen in black and white. If you’ll start implementing these three strategies, it won’t be long before you’ll be showing off every idea in HD color.
Do you feel like the Invisible Man (or Woman?) Joel has helped hundreds of clients develop and implement plans for getting heard and getting their ideas accepted. Why not email him today?