Making the Scariest Decision can often be the Best Decision
What have I done?
One of my clients was in pieces at 3am. He called me the day after, convinced that he’d made the biggest mistake of his life.
“I’ve just turned down £100,000 worth of work, QJ. I think I’ve made the biggest mistake of my life.”
“Okay” I said, “Tell me exactly what’s happened.”
He went on to say that one of his clients had offered him 200 days at £500, and he turned them down. He’s a consultant trainer and coach, what we’d call a jobbing trainer.
He and I have been working on getting his rate up to £1,000 a day (£750 being his average just now), so you can perhaps see why this offer was not what he was looking for.
Now we’ve all heard of ‘buyers remorse’, you know, when you’ve paid good money for something and afterwards you regret having spent the money and you make up all sorts of reasons why you shouldn’t have done what you did. Well, this was kind of the same thing but different, if you get my drift.
He started this steady (or, should I say, unsteady) toxic diatribe of negative consequences that he felt he would now be facing, including having to sell the house, never being offered any more work by anyone, and basically being ‘all washed up’! Who was he to think he was good enough? How dare he imagine that he was really worth £1000 a day!
I let him rant, of course: he needed to do this to get it out of his system and share with an empathic listener. But this stuff is hard. Actually it’s VERY hard!
AS I LAY IN BED
So as I lay in bed this morning, around 6am, warm and cosy under the duvet, I reflected on just how different we feel when we are comfortable and ‘snug as a bug in a rug’ compared with feeling terrified about our current situation and what the world is likely to throw at us next.
These two feelings are at opposite ends of our emotional continuum!
The thing is, under that duvet, all warm and snuggly, we’re very happy to stay there, not get up, not get out of bed, because it feels just lovely: safe and secure.
Whereas, as soon as we get up, out of bed, get dressed and get ready to face the world, our thoughts transform into something very different: fear, trepidation, anxiety, but maybe excitement as well!
Which is really my point.
MY CLIENT WANTS TO RAISE HIS GAME
My client has been going on now for ages about how he wants to raise his game. He’s worth more than they’re currently paying him. He has skills and assets that could be worth a lot more to the right clients if he could only position himself or perhaps sell himself in a different way. Bottom line is, he MUST get into a position where he’s PERCEIVED as being of great VALUE to the people he’s selling to.
Then, and only then, will people pay what he is actually worth.
Now of course, he knows this. He’s not one of those deluded characters that we see on X-Factor that thinks they can sing when in fact they can’t.
This guy is truly AWESOME. His work is amongst the best I’ve ever seen. And his client testimonials are ‘TO DIE FOR’. Even I don’t get as brilliant client testimonials as he does!
So, back to the story.
What did we do next?
We quietly talked through all the REASONS why we thought it was a good idea in the first place for him no longer to accept work at less than £1000 a day. We re-explored the LIFE-CHANGING IMPACT that earning more money would have. He’d be able to spend more money on the family, on the kids, on going to the theatre, on holidays, on champagne! He’d be able to afford 1st Class flights instead of just Business Class. He’d be able to take his wife to all those fabulous destinations around the globe where they would spend intimate, fun time together and make mad passionate love at any time, day or night (sorry reader, I’m only reporting what he said).
And much more.
And through this process, he was able to clarify in his head that despite how scary the decision he’d made was, ultimately IT REALLY WAS THE RIGHT DECISION.
THE RIGHT DECISION
We also talked about what might happen if he had accepted £500 a day and suppose it had all gone tits-up!
We talked about someone we both know well who had done precisely that. They’d accepted a large number of days at what looked like a phenomenal daily rate. They’d taken the work, but after a couple of months, the plug had been pulled and the work stopped. There was no redress, nothing they could do.
And in the meantime, all their other clients had written them off, because THAT’S WHAT HAPPENS when you sell your soul, when you are owned by just one client. Everyone else forgets all about you!
It took this other person about a year to recover!
But that was their story: this is ours.
So I’m delighted to report that my client is now stronger, more determined, and more convinced than ever that they made the right decision, the scariest decision, because sometimes that’s exactly what you have to do: come out from under the snug, warm, cosy duvet and take on the world with courage, belief and faith, HEAD ON!
Congratulations client – you know who you are – you are truly AWESOME!
Thanks for reading. Have fun with your business.
But above all, have an insanely great day.
PS I’m still running the daily RockStar tips on Blogging on my Facebook Page
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Posted by Create A Rock Star Business on Tuesday, 7 January 2014