Issue 367 | September 23, 2021

“You can lean over backwards so far that you can fall flat on your face.” – Ben H. Bagdkian, American educator and journalist

How do you communicate your value?

This is a topic we often talk about with clients. We want them to do their research and not undervalue themselves as they negotiate job offers.

But what about you? Do you diminish your value when you are talking with clients?

This can be a little less obvious, so here are a few other ways I see this appear in conversations with career services business owners.


First, is thinking that telling your client about additional services is salesy. What if they could really use that service and you don’t share the option with them?

One of my coaches talks about being “committed, but not attached.”

You are committed to serving your clients. That is a good thing! You openly share resources that might help them – free and paid. But you are not “attached” to their decision to purchase from you. This will bring a different feel to your conversations.

Second, the idea that if someone does not achieve their goal with the first service, we should offer them more for free.

Jan Melnik shared a great analogy in our Career Industry Authority Exclusive Training today of going to a hair salon. If we paid someone to cut our hair two weeks ago, we wouldn’t expect them to give us a trim or color today for free.

But I frequently see coaches offering additional services for free when the resume hasn’t landed the person a job in a few weeks.

It is important to check in and listen to their story and make sure we're understanding the problem. And, it often indicates new problems they need help with (focus, interview prep, job search coaching).

These services hold their own value and are not devalued by the fact that you wrote the person a resume two weeks ago.

One of my top tips for avoiding this “negotiation with yourself” (my husband’s great term for the mental process we go through when we start diminishing our value): have a pricing structure for ALL of your services, even if you don’t make it public.

You know the costs for interviewing coaching, a follow-up session on how to approach an interview thank you note…any service you offer has a price tag.

On this sheet, capture the value and benefits to your client. What does that thank you note mean for their search? What does it save them? Bring them? A few specific examples will remind you of that service’s value.

When you do that, you’ll be much less likely to falter in sharing the price.

This is one of my favorite aspects of our upcoming Digital Branding Strategist program. We spend an entire 90-minute session going through social selling, including naming and designing services and programs that speak to the value for the client…often challenging ourselves to get clearer and use more powerful language (just like we challenge clients to do!).

Do you have questions about the Digital Branding Strategist program? Hit reply and let me know!

Marie Zimenoff
CEO, Career Thought Leaders

Certified Digital Branding Strategist
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    • Digital Branding Strategist Starts September 30
    • CTL Associate News & Opportunities


      • Workforce Trends: Labor Shortage = More Robots?
      • Diversity: ADHD in Job Search
      • Job Search: Share Vaccination Status?
      • LinkedIn: Find Someone’s Email on LinkedIn
      • Hiring Trends: New App
      • Career Change: How to Change Careers


          CTL & RWA Events

          • Trend Tuesday Live
          • Digital Branding Strategist Certification
          • CTL Annual Symposium


          • Asperger's/Autism Employment Coach Certification

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            SEP 30 | Certified Digital Branding Strategist Program Regular Registration Closes

            Building a digital brand is no longer a "nice-to-have." It is a necessary step to building a sustainable business, advancing a career, and quickly transitioning in the global world of work.

            Digital branding for job search has also become more complex, with 66% of recruiters looking at Facebook, 25% sourcing or screening through Instagram, and technologies that scan all online activity to score candidates on personality traits.

            In the Digital Branding Strategist training program, you get new tools to help clients craft an integrated social media strategy built around the differentiation, power, and value of a personal brand.

            You'll walk away with processes and coaching tools to:

            • Overcome the insecurities you and your clients have about increasing online visibility
            • Deal with client anxiety around being forgotten and passed over as a virtual employee (opening a new coaching revenue stream for you!)
            • Stand out from the crowd and build a digital brand that's unique, memorable, and authentic
            • See tangible results, like increased qualified leads for business, jobs, speaking engagements, promotions, and more
            • Stop worrying about what to post and when and develop a consistent process that leads to engagement and visibility

            You get done-for-you tools to implement with clients (and yourself!) right away:

            • Audience research tools to guide messaging that hits home every time
            • Coaching plans to guide clients in using any of the top social media channels (LinkedIn, YouTube, Twitter, Facebook, Instagram)
            • Coaching tools for building visibility for clients online and in virtual meetings
            • Resources for working with entrepreneurs, business owners, leaders, job seekers, and more
            Plus, you get one-on-one support, an interactive program, and a community of career and branding professionals who share the latest on social platforms to keep you one step ahead of clients!


            CTL Associates, be sure to check the Associates area of the website for details on the following opportunities:

            Want to get in on these opportunities? Join as a CTL Associate today!

            Be on the Lookout: Watch for emails from CTL with invitations for various writing, coaching, media, and publishing opportunities. Emails go out to all CTL Associates several times each month, so be sure to check them out!

            VISIT OUR SHOP

            Check out our products exclusively for career services professionals on topics like business development, resume- and profile-writing, coaching, and more!

            Which one is your favorite? Reply and let me know!

            If you share these on your social media, feel free to tag us and we'll help you start the conversation with your network. We're @CareerTL or @workwithpurpose on Twitter and you can tag me (Marie Zimenoff) or Career Thought Leaders on LinkedIn!

            Workforce Trends: Labor Shortage Leading to Robot Workers? How Businesses Are Trying Them Out (International Business Times)

            There is growing concern from employers around labor shortage. I talked in my live last week about how employers are using tech to find the “hidden talent,” and this article talks about how they are bringing tech into the workplace in a different way to address the gap.
            Read More

            Diversity: I Don’t Think My ADHD Is a Problem and Neither Should You (Community Centric Fundraising)

            This article gives insight into the experience of ADHD and how it is impacting job search via employer assumptions (also helpful for us as career professionals to understand). If you want more tools for working with neurodiverse clients, check out the Asperger’s/Autism Employment Coach Certification.

            Read More

            Job Search: Job Hunters Are Sharing Their Vaccination Status. Should You? (Market Watch)

            The share of postings on requiring vaccination rose 242% from August to September. If your clients are vaccinated, this article shares how going public with that information might help them. Read here for the latest on EEO laws around vaccination status as possible discrimination.

            Read More

            Digital Branding Strategist Course

            Starts September 30
            Tools to Build Visibility & Credibility Virtually

            Click Here to Learn More

            LinkedIn: How to Find Someone’s Email on LinkedIn Simple and Easy (Robotics and Automation News)

            Do you have a job seeker who wants to reach out to someone who is not that active on LinkedIn (no posts to engage with, likely not checking messages)? These might be steps and technologies to consider. And they have you to help them make sure the message is engaging and not spammy!

            Read More

            Hiring Trends: Skip the Headache of Traditional Hiring & Job Hunting with this New App (Yahoo! Finance)

            We’ve been talking about the huge influx of funding for hiring technology, and here’s another example focused on texting and chat technology. Are you using texting or chat with your clients? I’d love to hear how!
            Read More

            Career Change: How to Change Careers: Resume, Job Search & Interviewing Tips (Career Confidante Radio)

            Career change requires different strategies throughout a job search. Listen in as Kyla Duffy shares her amazing story of career change and tips for how your clients can be more effective as they participate in the Great Resignation.
            Listen In

            CTL & RWA EVENTS

            September 28, 2021 | 4:00PM-4:30PM US ET
            Trend Tuesday Live
            Join us Live every Tuesday at 4 pm ET to talk about the latest trends in career services, leadership development, and all things career. We’ll be sharing some of the insights from the latest trends white paper based on our annual Career Jam event. You’ll also get updated on the very latest in the industry and trends in job search, LinkedIn, branding, resume writing, coaching, business development, and more. RSVP to get weekly reminders.

            September 30, 2021 | 3:00PM-4:30PM ET
            Digital Branding Strategist Certification
            This innovative certification gives you everything you need to coach your client in creating and executing a social branding strategy to expand their thought-leadership, build and nurture their network, and do their job better. The result: your clients gain competitive advantage and increase their influence and confidence. They expand their brand community. They increase their performance and reach their goals. Learn more and register.

            April 10-13, 2022 | 8:00AM-5:00PM US PT
            Career Thought Leaders Professional Development Symposium
            Join us for our annual professional development event! We will be downtown Philadelphia for 3 days of learning and connecting around our theme: "Flourishing in the Future of Work." Learn more and register.

            PARTNER EVENTS

            September 30 - November 18, 2021 | 4:00-5:30PM US ET
            Asperger’s/Autism Employment Coach Certification Fall 2021
            The Asperger’s/Autism Employment Coach Certification is an 8-week program that features live instruction and mentoring. It focuses on how to assist individuals to choose the right career, find a job, and stay hired. Weekly sessions are live over the Internet, and feature discussions, interactive exercises, and case studies. Assignments include readings, short answer questions, and case study reviews. Participants gain hands-on experience during a 6-week supervised practicum. Group size is limited and an application is required. Information is available on the Forward Motion Coaching website.

            Marie Zimenoff

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