Two significant things happened in the last week that have shifted the way I think, and I’d like to share them with you. Maybe you will find them useful, too.
I recently offered to try an experiment with my cohorts in one of my Master Mind groups, and it worked so well that one of them suggested I offer it as a service. I let that percolate for a few days. Then she came back and asked me to do it again – and said she wanted to pay me.
So we embarked on a process of figuring out what was an appropriate price from both of our perspectives. Now, that is really all negotiation is, but it is something that gives a lot of entrepreneurs a stomach ache, especially in service-oriented and creativity-oriented businesses. Negotiating with clients wasn’t that difficult for me when I worked for someone else because I was given pricing guidelines with upper and lower boundaries. Period.
But this was different. I was not only negotiating over my own products and services, but it was for something brand new that I wasn’t really sure how to price.
As we worked through the process, I got an uncomfortable feeling, a feeling like I was accepting charity. Luckily, I noticed right away and held it up to look at it, rather than brushing it off and stuffing it.
Why would that feel like Charity?
In holding it up to look at it, I asked myself, Why would letting a friend pay me for my services feel like charity? Not because I don’t think my time is worth it; I charge a healthy (though flexible) rate for my services. Was it because she is my friend? Was it because I knew she was trying to help me grow my business and develop a new service?
Well, yes. And yes.
And I realized very quickly I needed to reframe it. That she wanted to pay me is a sign of respect and that she values my contribution. (And the process gave me the opportunity to really explore what she found valuable.) For that I feel a different kind of gratitude, and I immediately stopped feeling like a Charity Case.
I also realized that perhaps she didn’t want to feel like a Charity Case either, or a User, and so by negotiating a payment that worked for both of us, we became equal partners in the deal.
That was very cool.
At the same time, I was mulling over a challenge put out by one of my cohorts in my other Master Mind group. The challenge: To spend some time thinking about our Priorities. She commented that she is more of a visual than a linear thinker, so lists don’t always work. It turns out that several of us are very visual, so we all talked about ways to explore this in a visual way. I committed on Tuesday to map out my priorities via a Mind Map…
…Which I finally sat down to do on Sunday.
And something interesting happened.
But first, a note about being an Entrepreneur (or Solopreneur, as the case may be). Unlike working for A Company where it is easy to take stability and a steady paycheck for granted, the price of being an Entrepreneur is the trade-off between stability and a steady paycheck for freedom and creativity. In other words, Stability? Steady Paycheck? Ha!
Will the real Priorities please stand up?
So I sat down on Sunday morning to spend some time thinking about my priorities. Since building my business is on my mind at the moment, the first two priorities that popped out were Develop Consulting Clients and Develop Coaching Clients.
But as I kept doodling and listing other priorities, such as Be of Service, Grow, Make Connections, and Have Fun, I realized that those first two weren’t my top priorities. But they kept showing up as off-shoots of my other priorities, such as Earn My Keep, Be of Service, Have Fun ->Doing Work I Enjoy, and Have Fun->Working with People I Enjoy. So they were clearly important.
Last week’s post about letting some things flow out of my life came out while all of this was percolating. So I realized that one of my priorities is to Let Go of Some Things I am doing so that other, higher priority, things can come in. So Let Go went on the mind map as a priority, too.
This has all had a profound impact on how I look at my business. It affects the way I create my to-do list, which is now shaped around my priorities. It affects the way I talk about what I do. It affects the things I say Yes to or No to. It affects the choices I make about what I want do, who I want to do it with, and what needs to happen next.
I feel a bit vulnerable sharing this thought process with you, in case you held the image of me as a brilliantly wise Consultant Who Is the Fount of Wisdom. Um, no.
I don’t really want to be the Fount of Wisdom* or a Smarty Pants Know-It-All Consultant.
What I am is a wilderness guide who is blazing trails through the woods of business and life and is happy to share those trails with you.
And this week’s trail-blazing lesson is this: I am neither a charity nor a charity case, and neither are you.
If you are a small business person, do any of these things ring true for you?
* Well, OK. Being a Fount of Wisdom wouldn’t be all bad. 😉
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