The Desert of Arizona
Buckets o’ Rain 34 Degrees – 8:46 a.m.
And today Jason veers off the track into a business topic you’ll never read about in a business book:
How to make less money and win!
I get it that we’re all force-fed the “business is all about growth, all of the time” brainwashing everywhere we go.
And over the years, I worked really hard to do this. Grow, grow, grow.
And then I smartened up. Especially when it comes to moolah.
When you set a fee for a client project or a product, you have a choice. You can push the boundaries on that fee, or you can choose deliberately to LEAVE MONEY ON THE TABLE.
Crazy, right? “Heresy!” I hear someone shouting.
Now if you’re one of those alpha-entrepreneur types, “getting all you can” is usually sold to you as something you should wear as a badge of honor.
But it’s not. You’ve been duped. You’ll figure it out, eventually.
When you push the limit on the money part of your agreement and you “cross the line,” you probably won’t even know you did it. No one will tell you. The client will pay the fee, they’ll buy the product, they might even give you a great testimonial!
But you will never, ever, be able to remove the feeling that client has. At some level, they just feel it wasn’t “worth” it.
And that feeling will affect their future decisions.
My best advice is this:
If you want to build momentum in your relationships, your trust and your credibility, you might consider deliberately LEAVING MONEY ON THE TABLE in every exchange you have.
You don’t have to announce it, you just do it. They can FEEL it.
Why would you do this?
Well, it’s not because you want to maximize income. This approach certainly doesn’t.
It’s about how you want your client or customer to feel. You want them to feel like they won. This is how you build a relationship. This is the “capital” you use. Funny enough, it’s actually capital!
From my perspective, you don’t win through “pillage and maximum value extraction” but through a more moderate approach to “getting yours.”
When you do this, you tend to get more people coming your way. It’s not because you’re “cheap,” it’s because they know you actually look out for the quality of THEIR experience working with you.