I’ve learned in my journey that we get the clients we ask for, the work we’re ready for and the results we strive for.
So, success is entirely up to you - Very important as we enter business planning season.
Years ago a prospect called me. “We want to help our salespeople grow by asking for the right price for the right work.”
“Yes!” I said. “It’s important to have their back, especially when competitors throw success away with discounts.”
“We think you’re the right person to give us a boost of confidence in our value and goals,” he continued. “So, what is your fee?”
I shared my fee. And then it happened:
“Oh, well, we would only need you for an hour. Maybe less. Do you have any wiggle room?”
I bit my tongue. Counted to 5. Twice. Then said, “Pardon me?”
“Um, it would be a quick session. You could be done by noon,” he started talking fast.
“No, I don’t think that will work,” I said.
“We’re at a great location,” he tried.
“I’m sure your people will enjoy it.”
“But it’s an easy gig,” he said. “Are you sure you don’t have a lower fee?”
“I am sure I don’t have a lower fee,” I said, “because I’m sure I don’t have a way to do a lower amount of work, with less enthusiasm, or less care for the outcome. I‘m couldn’t even tell my opening story knowing I hadn’t believed enough in MY value to tell OTHERS to believe in theirs.”
There was a pause on the phone.
“Listen,” I said,” I’m so glad you thought of me. But not every event is for me; and not every speaker is for you. It’s not about the price: making money is easy. Doing the right work - now that’s hard.”
But it all starts inside of YOU.
Your value isn’t negotiable. You may not be for everyone, for every deal, for all prices, but that’s neither your fault nor your concern. You can’t set aside a “piece” of your awesomeness to fit someone who wants the full YOU; and you’ll never have time for the right clients tomorrow if you’re bogged down with ones who don’t believe in you today.
There’s no line item for “Less than You” in your full plan for success.
I believe this more than ever. And the universe does too. How can I be sure? Recently I was booked entirely by text:
“Are you available?”
“Yes! And I love the topic!”
“Super. We will send you a link.”
“Do we need to discuss budget?”
“No. Just do your thing and send us an invoice.…”
“… we know you’re worth it.”
And I know YOU are worth it, too!
Now make a plan with that belief in mind.