We spend abundant time, energy and even money on our vision, working from the outside in, but often don't truly understand how others perceive our worth. In Bring Your Worth, I argue that your own value dictates how others see you. However, as The Successful Speaker author Grant Baldwin attests, you still need a barometer to determine how you are viewed.
In a recent episode of So Money with Farnoosh Tarobi, Baldwin breaks down why this matters in thirteen words. Not sure why people aren't rewarding you for your vision? His response is golden.
How many words does it take?
Here's Baldwin's synopsis:
The longer it takes to describe you, the more your speaking fee drops.
Baldwin is focused on public speaking, but the same is true for investors in your new idea, publishers considering your new book or customers thinking about switching to your new brand.
The commonality is telling a new person why they should spend time with your vision. It is about getting people as comfortable with your big idea as quickly as possible. And that, of course, reflects the clarity you have with your own vision.
Not as easy as it sounds
I call it the cocktail test: How would you describe your important vision to someone you just met at a party? I took this quite literally early in my career, and I'd find myself stumbling and fumbling over what, exactly, I was doing as a writer. Every year, though, the vision would get tighter, and before I knew it I could tell people about my intention in one breath.
The process began again after I became an entrepreneur, and, after several years, my vision is clear: I'm debunking the myth that you have to sacrifice everything to make your entrepreneurial mark.
A double win for you
The power of a short, focused vision is two-fold.
First, as Baldwin puts it, it makes it so much easier for others to talk about you. Remember, it's not just a matter of you pitching yourself at the proverbial cocktail party and people supporting your vision. It is a matter of you talking to someone, and then that person ends up sharing your vision with someone else - like the ultimate decision maker or the actual consumer you're trying to reach.
It is a massive game of Telephone, and brevity wins.
Second, it naturally brings more value to your time and to your money. In my case, every thing I'm involved in - from keynotes to books to podcasts - all revolves around my short, focused entrepreneurial creed. It is simpler for me to create because I'm providing the same discussion no matter what the platform, making my time more efficient. It is also easier for investors, publishers and consumers to immediately understand my vision, bringing better sales and higher investment because they trust my expertise and clarity.
The one catch
There is one big caveat to using Baldwin's advice: You have to be confident in what you are not. This means giving up opportunities that you aren't even aware of because your description doesn't fit someone's needs; it means sometimes forgoing lower-hanging fruit for bigger, defining opportunities; it means staying "No".
The reward is people actually calling you because your crystal clear vision actually fits their desire. The reward, in business, is actually being yourself.