‘Hannah’ turned up for our 1-2-1 session feeling frustrated and dismayed.
For the umpteenth time she’d had a wonderful strategy call with a prospective client who was on the verge of signing up – and had talked them OUT of it by saying:
“Oh that’s really easy – here’s how to do it yourself “
… and directed them to all the free resources they needed to do just that.
It kept happening and she knew it wasn’t a great way to support the people who were eager and willing to pay for her services.
“But why do I keep doing this, Linda?”
Here’s what we uncovered in our session. Lucy had a hidden belief that:
“if you can do a thing yourself, you have no business paying anyone else to do it for you. That would be a waste of money!”
Being a generous-hearted soul who wants to make a difference, of course she didn’t want to encourage people to waste their money.
And she saw immediately that it’s not a great belief to be running if you want to create a successful business doing what you love!
It’s also a clear sign that she wasn’t valuing her own expertise.
When we’ve been doing something for a while and it’s become second nature, it’s easy to assume that it’s simple and anyone can do it. Which is rarely the case.
What this feels like for the client
Let’s imagine you take your car to the garage to be fixed and the mechanic tells you what’s wrong, hands you a manual or directs you to a YouTube video explaining how to do it.
Or imagine you want a room decorating and the decorator says “Here’s where you can buy the paint and brushes, and this is what you’ll need, and all you have to do is this, this and this”. And then leaves you to get on with it.
Would you feel taken care of by an expert, that your needs are being met and that this person really has your best interests at heart?
Would you be wondering if they really want to work with you?
What if they think you’re The Client from Hell and would rather not work with you? In which case you’re feeling a teeny bit awkward for having approached them in the first place.
Perhaps you know how to do this thing yourself already, but you hate doing it. You want to free up your time to focus on that other thing that lights you up and is fun and easy for you to do.
Either way you’re not going to be paying this person for their services. You’ll go away and find someone else who is happy to take the money you’re equally happy to part with to get this thing done!
My challenge to you
Stop under-valuing what comes easily to you. Get clear on the true value of the expertise you offer and picture a world where everyone operates in their zone of genius AND gets paid for it.
Then commit to going full-out to sell your services generously to the people who need them, and play your part in making that world a reality.
Over to you
There’s a million and one reasons why you might be tempted to offer free resources to someone who clearly wants to pay for them.
Be curious about your underlying motives. Dig deep.
Would you feel a pressure to meet their expectations if they enrolled as a paying client? Or worry that you might not deliver results? What other fears or beliefs might be in there?
Do share what you find in the Comments below – we’d love to hear from you.
PS: Have you done the Quiz yet?
If you frequently sabotage sales and hold yourself back from the money and success you want and deserve, grab a copy of my free Quiz to help you identify the biggest internal obstacles standing in your way right now.
Knowing what your blocks are and what you need to do to clear them is your first step to freedom!