Discovering Your Business Sweet Spot

A Business Fable About Shedding The Three Fears That Sabotage

Fear of Losing the Business

Put your self at stake even when there is a risk to lose that business or jeopardize the relationships.  Honest and self assured consulting is the best approach here.

Principles:

• Always consult instead of sell – demonstrate value by serving
• Give away the business – give away advice and be generous even before they are a client.
• Tell the kind truth – Protect the client needs by telling every truth. Its presented with kindness and respect but never sugar coated even if the service provider will be sacrificed as a result.
• Enter the Danger – Step right into the middle of any uncomfortable situation to fearlessly deal with an issue that others are afraid to address. This grows great loyalty and shows integrity with an opportunity.

Fear of Being Embarrassed

Making suggestions even if they might make them look foolish.  Clients learn that this is a way to trust the provider.

Principles:

• Ask dumb questions – Asking more questions and possibly obvious questions shows courage and results in uncovering
• Make dumb suggestions – Suggestions without confidence often turns into a great insightful suggestion and is what is remembered, not that some suggestions are ignored or denied.
• Celebrate your mistakes – Being wrong is an inevitability and perfection is never expected, so acknowledge mistakes

Fear of Feeling Inferior

About getting past trying to look superior with a high level of standing or expertise.  To get over this, the service provider must be willing to purposefully put themselves below the client and make the needs of others (no matter what it is) more important than their own.

Principles:

• Take a Bullet for the client – Finding moments when we can sacrificially relieve some burden from the client and then confront them with the kind truth
• Make everything about the client – A powerful tactic by focusing on helping, supporting and honoring the client
• Honor the client’s work – Take an active interest in the client’s business
• Do the dirty work – Be willing to take on needs of the client regardless of the level of the work and do it humbly to earn gratitude and loyalty
• Admit your weaknesses and limitations – General weaknesses should never be covered up since it prevents you from doing best in areas you can thrive

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