If you’ve ever felt like you’re saying all the right things in your business, but you’re still not making the sales, then it’s probably because you haven’t included your Unique Human Proposition (UHP®)
People don’t buy perfectly polished offers; they buy YOU!
Your Unique Human Proposition® is what sets you apart in a world full of similar services, products, and marketing messages. It’s the human layer of your brand, and the part that can’t be copied, templated, or outsourced.
When you understand your UHP®, selling stops feeling forced or icky and starts feeling natural.
Let’s break down the five elements that make up your UHP®.
Values: The Soul of Who You Are
Your values are the foundation of who you are. They guide how you show up, how you make decisions, and how you build trust.
Don’t think about your values as nice words for your website or LinkedIn profile. They’re so much more than that. Your values are the energy behind everything you do.When your business is aligned with your values:
- You attract the right people (without chasing them)
- You make decisions faster and with more confidence
- You feel grounded, even when things feel uncertain
Clarity around your values helps your business feel natural and authentic, not just for your clients, but for you as well.
How do you figure out your core values? I do a fabulous exercise with my clients to help them get clear on who they are. Here are a few of the questions I ask them:
- What do I stand for, even when no one’s watching?
- What matters more to me than money or growth?
- Where have I compromised in the past, and what did that teach me?
Strengths: What Makes You Brilliantly You
Yes, all the skills you have are your strengths, but what about everything you do with a natural ease that others find difficult? Think about how you hold space for people, how you tackle uncomfortable conversations with diplomacy. What about your ability to spot opportunities others miss or the way you explain something simply?
These are the qualities that light you up and energise you personally and professionally.
You might hear people say, ‘How do you do that so easily?’
These strengths are the quiet skills that make you who you are, and when you sell using these tools, your confidence increases, and everything feels easier and more natural.
- Why do people consistently come to you for advice or help?
- What feels easy to you but valuable to others?
- When do you feel most in flow in your work?
Leaning into those moments is where your UHP magic lives.
ISMs: The Quirky, Memorable Bits
Your isms are the things people remember about you long after the conversation ends. When I did a talk for a Women in Business Conference a few years ago, I asked some of the other speakers to send me photographs of things they love. As part of my keynote, I shared these images and asked the audience to guess who they related to.
Every single audience member connected the images to the right person because each speaker regularly shares their quirky isms with their audience.
I’m not talking about being strategic or curated. I’m talking about being unapologetically YOU!
Your laugh.
Your go-to phrases.
The colours you always wear.
The way you tell a story.
Your slightly chaotic but brilliant way of doing things.
These are the details that make you relatable, recognisable, and unforgettable.
Where everyone is trying to be professional, or using AI, your isms are what make you human. Instead of keeping them hidden, be proud to share your personality isms, and see what a difference it makes to the connection you make with your customers.
Language: How You Connect
Language is more than words. It’s your tone, pace, rhythm, and your ability to nurture and listen as much as you speak. This is where emotional intelligence lives.
When you understand how you naturally communicate, something shifts, and your conversations start to feel easier, your content feels more authentic, and connections or opportunities happen faster. When you stop trying to sound like everyone else and embrace yourself, everything improves.
What should you consider?
- Do I write and speak how I naturally talk?
- Am I overcomplicating my message to sound professional?
- Where can I simplify, soften, or strengthen my voice?
Your ideal customers aren’t looking for you to be polished; they would prefer you to be clear, honest, and human!
Stories: Your Most Powerful Selling Tool
It’s through your stories that a real connection happens. Forget the highlight reels or the perfectly wrapped-up, put-together version you think you should show up as. Customers want real moments, to know that you understand their struggles because you’ve been through something similar. They want to hear about your lessons, turning points, and growth.
Stories matter because they create emotion, and emotion drives decision-making.
You don’t have to take my word for it either, as there’s actual science behind this!
Stories trigger oxytocin, which builds trust. They create dopamine through suspense and resolution, and spark endorphins through humour and warmth.
Psychologist Jerome Bruner discovered that facts are 22 times more memorable when presented within a story. Customers are moved when you share your experiences and will become loyal cheerleaders, telling others how you made them feel. Think about this from a customer experience perspective.
If you struggle to turn your experiences into stories, try using these prompts:
- What moments shaped the way I work today?
- What have I learned the hard way?
- What would help someone feel less alone right now?
Bringing It All Together
You don’t need to invent your UHP® as it’s already part of who you are. All you need to do is uncover what’s already there – your values, your strengths, your quirks, your voice, and your experiences.
When you bring these elements together, selling feels easier, your messaging becomes clearer, your confidence grows, and your customers start saying, “This is exactly who I’ve been looking for.”
Are You Ready to Explore Your UHP®?
If you’re ready to stop blending in and want to stand out in a way that feels natural, grounded, and genuinely you, it’s time to explore your Unique Human Proposition.
The Live It Love It Sell It blog has an abundance of articles to help you start building an authentic business.
When your sales approach is rooted in your Unique Human Proposition®, it doesn’t feel icky or forced. Instead, it feels aligned, helpful, and natural, because you’re inviting your customer into a conversation that could change everything for them.
“Jules is all about doing it right! Right education, right training, right attitude, right outcomes for all! If you want to do it right, speak to Jules White.” Asvin Chauhan, CEO Pharma Wealth
Want to find out more? Schedule a virtual cuppa with me, and we can have a chat about my coaching services.
Are you seeking an experienced and inspiring Keynote Speaker ready to captivate and entertain the audience at your next event? Get in touch to discover more.