The ‘Iceberg Illusion’ isn’t a new concept. But recently it resonated with me, as I have had a lot of conversations about knowing your worth and letting other people know your worth. 

What is the Iceberg Illusion?

Let’s jump back a step.

I hear you saying ‘What is the Iceberg Illusion?’. To everyone’s disappointment, it has nothing to do with the Titanic. Or with lettuce for that matter. It is ok if you are disappointed about the lack of lettuce in this article. I am as well.

What I am talking about is when someone sees you do something and assumes it must be easy to do. Because what they see is just the ‘tip of the iceberg’. Below the surface is what makes a successful outcome. It’s the sacrifice – the training, school, university, internships, and of course the stress eating.

These are the sacrifices we made to get where we are.

It’s the number of failures you had. The things you got wrong and your ability to learn to never do them again. Never. Ever. Again.

You know the one…

When someone sees you complete a task quickly and well, they don’t see the disappointments that came before. They don’t see the hard work, persistence, and dedication. They don’t see years spent refining what it is that you do: educating yourself, practicing your craft, training, and upskilling. You can do a task quickly. Obviously, it is because you are awesome. But it is also because of these unseen factors.

Show your worth

If you feel you are undervalued, come up with a plan to show people your worth. Because understanding the value you bring to the table means your clients and customers will understand the benefit of engaging you at a better price.

It’s too easy to fall into the trap of thinking that Marketing and Communications are just what we do to get exposure and leads. We think it is all pumping out ads and content.

No business is too small for a Communications Strategy

Conveying your worth is about how you communicate with your clients, and a communications strategy is an often neglected aspect in small businesses.

I want you to take a minute and think about what happens after a client has connected with you. Could you communicate better and show your value? 

You have little to lose and a lot to gain by taking a moment to assess your strategy, and how you communicate at every step in your client journey.

Never forget that every interaction is a reflection of your company and is an opportunity to convert or lose a client.