The Client Letter
June 5, 2013
The Northland
Rain 41 Degrees
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I’ve been writing the Client Letter now for a few years. Looking back, I can’t really remember how I got the idea to start doing something like this.
It’s funny, but I don’t completely recall why I thought it was a good idea to start. I certainly am not the same person on the inside I was back then, so the past is just a little bit fuzzy. But I don’t exactly remember the thought process that led me to this. Maybe there wasn’t much of one, I don’t know.
But you know what? I’m grateful for that. Because if I had allowed my mind to get involved in the process, I probably would have screwed it all up and quit very quickly.
That’s what I call grace. Some part of me knew better, and led me to start writing to you every day.
Today’s issue is focused on something I’ve realized about leadership. (Leading is what you’re doing with your clients.)
You don’t lead by bending down to serve someone.
You lead by empowering the person you’re serving to stand up and, in the process, risk discovering the secret that they were able to do it all along!
Over the past few years, working with service providers of all shapes and sizes, THIS has become obvious to me.
Do you know what happens when you “bend down” in an effort to serve someone?
That someone looks at you funny. They wonder what you’re doing “down there.” All of a sudden, you look like a normal person to them. And once that happens, the opportunity you had with them passes.
What was the opportunity exactly?
The opportunity was to use the brief moment of attention they gifted you with to remind them of the greatness in them that they cannot yet see.
Your position, skill or words spoke to them. You did it in a way that opened the door in their mind to the POSSIBILITY of them transforming into a better version of themselves.
Why does the stereotypical “wise old teacher” sit at the top of the mountain? Do they like mountains? Are they trying to annoy people by being so hard to reach?
No. The mountain represents the journey the student takes on which they learn they are capable of things they never dreamed they could do. On that “struggle” up the mountain, they discover parts of themselves they never noticed, they discover skills and qualities they didn’t know they had, and they develop a new depth of understanding about who and what they are.
All from climbing a mountain!
It would really mess with the process if the guy at the top of the mountain walked down to the base of the mountain to meet people. All of that growth required for the CLIMB would never happen.
And what a disservice that would be.
I will no longer bend down. I’d recommend you don’t either. Instead, I will remain where I am, doing what I do. I will continue my work to be the best version of myself. And from that position I will empower, I will inspire, I will guide to the best of my ability.
If you’re trying to motivate someone to do something (like your clients), “lowering the bar” isn’t the way you do it. I know, I’ve tried, many times. “Lowering the bar” could mean a lot of things. It could mean lowering your fees, giving away “free” work, or a ton of other things.
You don’t “lower the bar” and ask people to jump over it. Instead, you raise the bar and empower them to jump up FOR it. THOSE are the people you can help. The ones that already know to JUMP.
Understand this…
Most of the challenges you encounter in the client business have little or nothing to do with your clients. They have everything to do with you not being fully WHO YOU ARE, without fear, out in public where everyone can see it.
So that’s the work to be done. And as you do it, don’t be afraid to take it out for a spin and see what it can do–to see what YOU can do.
Are you bending down to meet your clients? Or are you inspiring, empowering and directing them, through your work, to realize every ounce of potential THEY have?
It’s your choice.
Watch out though, you might just transform the world.