For a long time, opportunities probably just… happened.
Whether you were moving up the ladder or finding your first clients, you relied on your reputation. You didn’t have to “sell” yourself because the quality of your work did the talking. A quick introduction or a casual coffee was usually enough to open the door next door.
But lately, the doors aren’t opening like they used to.
You’re reaching out to your circle, but the introductions aren’t leading anywhere. You’re having great conversations that end with “I’ll let you know if I hear of anything,” but the phone stays silent.
It’s easy to feel like your expertise has suddenly lost its value. But the issue isn’t your talent; nor is it that your network has stopped caring.
The issue is that your story is getting lost in translation.
The “Stale” Connection Trap
It’s a common situation for anyone who has been heads-down and focused for a long time. Whether you’ve been leading global teams or building a business, you’ve been too busy making a difference to spend time “networking.”
But when you decide to pivot into a new industry or find a new type of client, you realize the people around you are a perfect reflection of where you used to be. They know the “Old You.” They understand the dialect of your past sector.
When you ask them to help you get into a new space using that old vocabulary, you’re asking them to do the “translation” for you. Most people simply aren’t equipped to do that, no matter how much they like you.
Why People Hesitate to Put Their Name on the Line
We like to think of a referral as a favour. But in reality, it’s an act of trust.
When someone mentions your name to a hiring manager or a potential client, they are putting their own professional credibility on the line. They stay quiet because they don’t want to say the wrong thing. If they can’t clearly explain why you—someone with a different background—are the right person for the job, they won’t risk the introduction.
They aren’t ignoring you because they’re busy. They are staying quiet because they are unsure how best to introduce you.
They lack the “script” to tell someone else why your journey is exactly what’s needed right now. To wake up your network, you have to make it safe and easy for them to talk about you.
The Power of a Repeatable Story
Whether you’re looking for a job or a new client, your success depends on the clarity of the thought you trigger when your name comes up.
If your career story is too dense or complicated, it becomes impossible for someone else to repeat. And if they can’t repeat it, they can’t refer you.
To fix this, you have to take ownership of the narrative. You need to find the Red Thread—the single line of logic that ties the work you’ve done to the problems your next employer or client is facing. You have to translate your history into a language they already speak.
How to Describe the Difference You Make
To give people the confidence to speak up for you, you need to provide them with clear examples. You don’t talk to them about your responsibilities; you share with them the difference you made through your work and why it matters.
When you talk about your work, try to follow this simple flow so it’s easy for others to remember:
- The Situation: What was the “mess” or the challenge you walked into?
- The Action: What was the unique way you chose to handle it?
- The Result: What changed? (Did you save a budget? Build a community? Stop a crisis from happening?)
When you give someone a story built this way, you aren’t asking for a favour. You’re giving them a solution they can confidently share. You’re giving them the confidence to vouch for you because they finally have the right words.
Move past the translation gap.
Your career isn’t something you need to “fix” or justify. You don’t need a fancier CV or a more aggressive pitch to get noticed.
Your next move starts the moment you stop letting your value get lost in translation. It begins when you decide which story you are going to tell and give the people who care about you the words they actually need to help you.
When you make it safe and easy for them to speak up, you make it easy for the right opportunities to find you.
I’m now accepting applications for LinkedIn Brilliance Bootcamp. With open enrollment, you can get started on your career story as soon as next week. Over six weeks, we’ll work closely together to shape your story and optimize your LinkedIn profile so networking and referrals feel natural and effortless.