BBC 018 : How To Differentiate While Staying Authentic (1 of 2)
You’ve been hearing it everywhere: If you want to be successful, you need to differentiate.
But how do you do it without losing what is uniquely you in the process?
That’s exactly why today, in part one of this two part series, I have asked JV Crum III to join us. Listen as he shares his views on heart passion and deciding what kind of coach you truly want to be. During this session, JV also drops some indisputable logic on you that should help to dissolve your fear and discomfort around charging for what you do.
Think that’s a lot? Just wait for part two!
JV will be sharing his views on abundance and why it is a mindset you must embody, even if you have a dire need for clients.
Episode outline:
Many people try to differentiate themselves based on a keyword that is easy to get to the top of Google, or a topic that is hot at the moment. The truth is while it may get you some success, it isn’t the key. People shouldn’t try to differentiate themselves with something that isn’t truly them.
If you want to truly obtain success through differentiation, you need to look inside yourself first, because who you are inside is going to be a match for a certain type of client.
To do this, JV suggests the three step process below:
Convergence factor – There is probably over one-hundred niches that you could work within. However, the niche you decide to focus your energy on should be one where clients are seeking what you’re excited about providing, and have the money to pay for your services.
One fact that may be important in obtaining this convergence is deciding what previous success a prospect must have had before you will accept them as a client. JV suggests that it is a lot easier to take a client from half a million turnover to a million, or one million turnover to two million, than it is to take someone from fifty thousand turnover to one hundred. This is because they already have the right mindset and reference points of success. The further up the chain the client is, the more they will be happy to pay you, the better client they will be, and the better results you will obtain for them.
JV suggests that once you find the right clients for you (your avatar), while staying authentic and true to yourself, then you will get plenty of business.
I try to do what I love, but I struggle to charge for it!
JV advises scarcity and abundance is a continuum and while no person completely embodies either, many unsuccessful coaches tend to be more scarcity focused.
The scarcity mentality suggests that there are not enough customers for everyone and there isn’t enough money to go around, therefore, we must fight for our part and not charge too much or clients may not be able to afford us.
JV proposes that the closer that anyone sits to abundance, the more profitable, financially successful and bigger the difference they can make in the world.
Why?
Ask yourself: If you pay $5,000 for something compared to $50 then are you more likely to want to get some value back? Of course. In short, you’re going to do the work to ensure that you do.
What about if you paid $50? Well, then it’s whenever you get around to it. Now, what about if it was free? Then there is very little chance that the information will be truly valued.
So are you imposing on people to ask for higher fees?
In general, people who go into coaching are good people. They have a good heart and want to help others. They have great skills and offer great value, however, unfortunately many of these good hearted people are also BROKE.
JV submits that it’s a mindset issue, suggesting that these people think, “I have these great gifts and it is my obligation to go out and change/help people.” He further states that because they feel obligated to do this, they think they should do it for free. After all, you can’t not help someone because they can’t afford it…right?
Wrong! In actuality, you’re going out to save them and you should not focus your time on helping people that aren’t helping themselves. JV Crum suggests that if you’re trying to SAVE people you should join a religion or create a non-profit, but if you’re going to be in coaching as a business you need to be clear about one thing: You give great value and you deserve to get value back. If you don’t, then you’re not serving anyone. The customer won’t value what they got from you. After all, you practically gave it to them, and you won’t be served, as not being able to pay your bills makes it incredibly hard to grow and help others.
So, let’s look at the numbers
If you’re going to work with someone for three months and as a result, you anticipate they’ll add an additional $25,000 to their bottom line, then you should get at least $5,000. If they are going to make $50,000, then maybe you should be getting $10,000. After all, if you look at the stock market, property, etc., where else are they going to get that kind of return?
Wealth is created by adding more value. If you charge $10,000 but return $50,000, then you didn’t take from anyone. You created value for them and you got value for doing so. You also helped your client create value out into the world for which they received value in return and so the butterfly effect goes out to the world. That’s how we grow an economy.
So, a coach shouldn’t have a mentality that they are taking from the client. They should see that they are providing value that is echoed eternally through their client to their client’s customers, etc.
About J V Crum III:
J V Crum III is a best-selling author, marketing and strategy expert, and founder of Conscious World Foundation, an international business coaching and training company that helps conscious entrepreneurs get their gifts out into the world and make a positive impact by building a profitable business. He holds a MBA, law degree, and a Masters in psychology. He is also a serial entrepreneur who has built and sold his own companies.
How can I find out more about JV Crum III?
Check out http://www.consciousmillionaire.com
Don’t miss a thing:
As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.
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My profile – https://matthewpollard.com/aboutmatthewpollard
The full show write-up – http://betterbusinesscoachpodcast.com
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