I was traveling last week in the port city of Charleston, South Carolina. As I drove down Meeting Street, I saw about 50-75 dock workers standing in protest, holding up their signs. As I passed by, I honked my horn in solidarity. These workers were out there, fighting for what they believed they deserved.
Conversely, when I got back to my hotel that evening, I stopped by the bar for a little nightcap. In case you're wondering, it was Angel’s Envy Bourbon neat. While at the bar, I overheard a conversation between a couple of older gentlemen. One of them, a soon-to-be-retiring dock worker, mentioned that the union had been offered a 50% raise, but leadership rejected it without even putting it to a vote. He said he would have accepted the 50%.
As I sat there waiting for my whiskey, I resisted every urge to jump into that conversation. Didn’t they know the companies these dock workers were striking against had experienced up to 800% profit increases? Didn’t they know those gains were made possible through the tireless efforts of overworked dock workers, who kept the supply chains moving even during the pandemic?
The next day, I had a conversation with a colleague who was considering a job offer. They were conflicted and asked for my advice. After reviewing both the offer and the counter, I told them bluntly, “You didn’t ask for enough. You’re suffering from self-deprecation. You are worth more.”
Knowing Your Worth
Whether it’s dock workers fighting for a 62% raise or a professional unsure about negotiating their salary, the lesson is the same: know your worth and don’t be afraid to demand it. Too often, people—employees, entrepreneurs, and professionals—sell themselves short because they are afraid of being labeled “greedy” or “demanding.” But here’s the truth: the value you bring to the table is worth fighting for.
In sales, it’s not uncommon to face resistance or rejection, but good salespeople know their product’s value. The same should be true when you market yourself in your career. You are the product, and you need to position yourself effectively and confidently.
Applying Sales and Marketing Principles to Your Career
Here are two essential strategies to make sure you are presenting your true worth:
Position Yourself as the SolutionJust like in sales, where you frame a product as the best solution to a problem, you must position yourself as the best solution to your employer’s or client’s needs. Don’t just list your qualifications—show how you solve problems, add value, and deliver results. Think of yourself as the solution to their challenges.
Negotiate Like a Sales ProIn sales, we never settle for the first offer. Successful salespeople know the art of negotiation—you should too. It’s not about being greedy; it’s about ensuring that the value you deliver is fairly compensated. When negotiating your salary, fee, or job offer, don’t hesitate to ask for more. Back up your request with the value you bring and be confident in your worth.
The Bottom Line
The dock workers in Charleston fought for their 62% raise, and in doing so, they stood up for what they believed they deserved. You can do the same in your career. Know your value, present it confidently, and don’t be afraid to ask for what you’re worth. If you’re ready to learn how to effectively market yourself and apply these principles to your own career moves, check out our course “Smooth Operator: Sales and Marketing Techniques for Smooth Career Moves” on ronnell-richards-s-school.teachable.com.
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