Transforming the Way You Think About What You Do
Have you ever made a comment in passing, only to have the other person jump on it with great enthusiasm as though the ordinary (to you) item you mentioned was a ground-breaking insight?
I was talking to a client the other day and she was telling me her internal struggles with the idea of raising prices and how she’d fought against my advice to do so because she felt inadequate even though she often had people say how marvellous her work was and how it changed their life.
In her words:
“It wasn’t until I actually followed the strategy you laid out for me that I realised how much more impact I created when I charged higher prices in the context of everything else you helped me set up.
Suddenly my clients paid more attention and followed instructions better… so guess what? Their results multiplied and my business grew even faster!”
The trigger was my simple statement:
“For you, it’s second nature. For others, this is life-changing.”
Here’s the deal, when you don’t put yourself out there and share your expertise because you assume that people already know the information you have, you’re not merely depriving yourself of sales and opportunities, you’re preventing other people from moving ahead and solving their problems too… and that’s a serious problem!
You probably remember the old saying: “One man’s meat is another man’s poison.”
It’s a dramatic way of stating that we’re all different and therefore, you should never underestimate the unique value you deliver to your clients.
At the same time, never underestimate the value that others can deliver to you and don’t just measure things in $$$ terms.
When you give yourself real credit for the value you deliver to clients there’s an almost magical transformation that takes place in yourself and your business. I’ve noticed that the week we work on this in my Profitable Business Accelerator is often the week that everybody reports a shift in their profits and other measures of success.
So ask yourself the question today:
“What is something that is second nature to me, that would deliver huge value to others who don’t know what I know?”
… if you can’t think of anything immediately, I can guarantee that you are shortchanging yourself and undermining your own confidence.
We Don’t Give Ourselves Enough Credit
Often, the things that come easily to you are highly valued by your colleagues and clients. If you reflect on what specific things these are, you will feel motivated and appreciated and you will find that others will accept your ideas and proposals more easily.
Accelerate Your Sales Challenge
This week commit to spending at least 10 minutes before you start each workday making a list of all the things you can think of that add value to your clients. Review your list and keep adding to it each day.
… Tip: stick with it for a full 10 minutes (set a timer) even if you are sure there is nothing to add. The review will cement what you already know you are good at that adds value in your mind, and once your unconscious mind know that you are going to persist anyway it will offer more positive contributions.