If you are anything like me you have probably already invested a fair bit of time and money into your personal and professional development over the years. Maybe you have, like I did, made some great and some not so good choices when it comes to choosing the programs you attend. I am grateful for both they taught me some good lessons.
Have you ever asked yourself: Is it possible to build a million dollar business (or whatever figure is yours) with complete integrity and honesty?
I have created at least 3 times that amount in value for my clients.
That is my real aim and that’s what I am totally focused on. I happen to create monetary value for my clients so it’s easily measurable, and I believe that everyone can use this formula. Just think of the value you create for your clients in terms of health, happiness etc. What is that worth to them?
There are 6 Golden Rules that I am applying whenever I need to make a decision about how to act in any given situation. These rules make it simple (not necessarily easy) to make decisions, keep my conscience clear and give me the confidence needed to stretch myself out of my comfort zone.
Here are my six golden rules:
1. Be yourself at all times
That means ‘on stage’ and off. You have probably seen my videos, may have heard my voice on my blog or on a teleseminar. What you see/hear is the real me. I don’t put on a show, I am just myself. It works well, because I only attract those people to me that like who I really am. So I never feel pressured to ‘live up to expectations’ as far as my personality is concerned, because you already know what I am like. It also means that the people I attract will love being part of my ‘tribe’. That’s the group of people that I work with and communicate with on a regular basis (meaning you). Most likely all of these lovely people share my main values and are therefore easily going to bond with each other as well. And that group bond is a massively powerful thing! It creates a forcefield that can propel us all forward in a really exciting way!
2. Underpromise and overdeliver
I don’t believe in hype. The value I promise is the value I deliver. I like delighting my clients by giving them value they didn’t expect to get. I can’t see the point in promising people everything and the kitchen sink. I am clear about the value I deliver and will base it on what people can reasonably be expected to achieve. I always provide testimonials to back up these claims. Getting testimonials is my first goal when rolling out a new program. They provide proof from someone other than me which is much more powerful than me claiming things myself. Testimonials, when done effectively, are one of your most valuable assets in business. I will show you how to have clients write them the right way so they will work for you at my Market your Brilliance Intensive.
3. Make clear rules and stick to them
It is really important to be clear about the rules of engagement upfront. That includes the guarantee, the expectations you have of each other, payment and cancellation policies etc. This keeps you in a powerful position. The way you make decisions then is based on your rules, it’s not personal. This ensures everybody feels fairly dealt with and it also means you won’t be roped into making special arrangements for people where you really shouldn’t. This is important not only for your bottom line but also for your powerful role as a coach.
4. Be compassionate
While you want to stick to your rules to prevent becoming a pushover, you also want to be compassionate where appropriate. This is where you need to and can trust your own judgment. Not everything is black and white. If someone makes a substantial financial investment with you and then finds out they have cancer and can’t participate, would you refund their money? I certainly would. That doesn’t mean that every change in circumstance warrants a refund. Again it’s down to your judgment. I always remind myself, business is done with real people so I make decisions I can stand for as a person.
5. Ask for and be open to receiving feedback
This isn’t always easy, especially when you have just taken all your courage and stepped out of your comfort zone. Make sure you are selective about whose feedback you take on board. I suggest you listen to your most valued clients and the mentor(s) you trust and model and then still trust your own judgment. Feedback is really important for you to improve what you do, and therefore your bottom line. Learning to accept it gracefully is a skill worth learning and practicing for life.
6. Focus on reaching as many people as possible rather than focusing on selling what you have to everyone that presents themselves.
Not everyone will need your services right now, not everyone that contacts you is someone you will enjoy working with. The more people you can reach, the more you have the choice. My focus is not ‘where will I get the next client?’ it’s ‘how can I get my message in front of as many people as possible?’ Doing this means the people who are ready and suitable will be attracted to what you do and will come to you. That’s a much nicer way to do business, don’t you think?
Overall, nothing makes it easier to follow all the above rules as having more than enough clients and potential clients. And having a system that creates client abundance is what I teach.
Yvonne McIntosh is a solo entrepreneur business coach Australia specializing in helping coaches, consultants and wellness professionals to Brand their Unique Brilliance. Yvonne’s also provide business coaching services and business growth coaching for entrepreneurs to break through their limiting beliefs and growing their business.
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