Are you adding value? Or taking up space?

Every time you communicate, you’re doing one of two things:

  1. You’re adding value…
  1. You’re taking up space. 

If you’re taking up space, you’re in trouble. You’re not contributing. You’re not building connections.

If you make a clunky cold call, or waste a customer’s time with self-promotional fluff, you’re viewed as an interruption rather than an asset.

Yet there’s another way to communicate— one that’s based on the way in which your personality is most likely to add value.

Once you know what makes you valuable to others, you’re more authentic and confident, and more likely to make a positive impression. 

Your personality adds value in a very specific way. 

There are seven different ways to add value, and communicate so that others want to listen and take action:

  1. If you fascinate with Passion, like me, you speak the language of relationship.
  1. If you speak the language of confidence, you use Power to lead with authority.
  1. Mystique thinks through decisions carefully and speaks the language of listening.
  1. Innovation will surprise your customers with creativity and bold ideas.
  1. Trust personalities are counted on for their loyalty and stability.
  1. You might use Alert, the language of details, if you watch the details carefully.
  1. Prestige continually raises the bar with higher standards and is the language of excellence.

By understanding your personality’s Advantages, you can shape your entire communication plan around it. Everything from your marketing to your email list to your social media. 

Here’s a little example. 

If you speak the language of creativity (Innovation) you’re far more likely to succeed with customers when you brainstorm big ideas for them and think of new ways to do things, than if you tried to follow a one-size-fits-all business model (which would probably feel unnatural to you – almost like drowning in metaphorical quicksand).

Your emails could be eye-catching and even a little irreverent. Instead of following the same way every other business in your industry is doing things, you could break out. You could be heard and remembered.

And the customers you want to attract would love you for it.

According to Nobel Prize-winning psychologist Daniel Kahneman, “people would rather do business with a person they like and trust rather than someone they don’t, even if the likeable person is offering a lower quality product or service at a higher price.” 

The lesson from this is simple: you add value when you’re communicating as your most authentic self. This isn’t something you have to learn or change. It’s already inside you.

So ask yourself… are you losing business (or failing to gain new business altogether) because you’re just taking up space?

The Fascinate Test reveals the way in which you are most likely to add distinct value. Log into your account and revisit your Profile today.

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About the author

Sally Hogshead

Sally skyrocketed to the top of the advertising world in her early 20s, fascinating millions of consumers for clients such as MINI Cooper and Coca-Cola. Since then, she’s published two New York Times bestsellers on the science of fascination, and is one of only 172 living members in the Speaker Hall of Fame. Over a million professionals have taken the Fascination Advantage® personality test to discover how others perceive their communication.

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