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| by Expert Copy Strategist, Charlon Bobo |
Another inspired week is upon us. To empower you with direct resources to increased, measurable results, this week's features include:
Charlon Bobo is the founder and team leader of EditCopyProof | Wordsmithing and Editing Solutions -- Transforming Words Into Profits. Proficient in many diverse writing roles, her expertise spans more than 25 years. This solid foundation offers you a single and final destination in your quest for extraordinary press-ready services including copyediting, copywriting and proofreading. Visit us TODAY at EditCopyProof to submit your Request For Proposal. |
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| Charlon Bobo |
Female Entrepreneurs: Stop Negotiating Your True Value
As conscious entrepreneurs, we artistically
combine our expertise with a focus on service
to humankind. In an attempt to "help" our
clients, we can find ourselves in the
position of negotiating our prices.
Let me ask you: How many $10K business events can you afford to attend right now? If you say, "None," you'd be joining with the majority of entrepreneurs in the same position. Do you think the speaker at one of these events is concerned that you cannot afford it? Nope. Enough can, and will pay the admittance fee because the content promised is worth every penny... and probably more. Is your financial situation the concern of the speaker? Nope. Should s/he even care that you perceive you're being excluded? Nope. There are tons of experiences you may not be able to afford. That's simply not anyone else's concern. And it shouldn't be. Let's look at this from another angle: It's very likely your products or services are not accessible to a portion of the worldwide population. Should you make special accommodations so they are accessible to everyone? Nope. Why not? Because that's probably not the reason you started your business. The bottom line is: You're in business to make money. When we provide a cost quote and our client says, "I just cannot afford it," the natural thing to do - especially as female entrepreneurs - is respond by making accommodations. We reduce our prices, throw in additional hours or products, or offer payment options. If we are willing to sell off and negotiate rates, we're essentially saying, YOU place on them." Yikes and holy, moly. You will be back into corporate chaos in no time if that's how you truly approach business. I heard it said recently that negotiating does two things:
Whew! That's harsh. Take a deep breath and read it again. If you see yourself in this discussion, it's never too late to begin honoring your value. Let's explore each of these points. How does negotiating reinforce my lack consciousness? Entering into negotiations is an activity that places you in a disempowered position. It leaves you explaining your rates. It forces you to invest precious time for which you will not be able to bill. It dishonors the thousands of hours you've invested in becoming a professional who has a valuable service to offer. When it comes to your value and your business, the last place you want to find yourself is tied up in the trunk! That's where negotiating leaves you. Instead you need to be in the driver's seat. Lack consciousness is the perpetual lie you tell yourself with your words, thoughts and actions. It is you telling you - in the most subtle and damaging way - somehow you don't deserve the rates you charge because you're just not worth it. Who determines our worth? We do. Before you sigh in resignation and think we have to delve into your childhood to find the answers of why you're where you are in life and think the way you do, relax. We don't have to dredge up anything. We are going to start right here, right now. I'm going to share something with you that contains the secret to unlocking a completely new approach... one that leaves you newly empowered and clear on the FACT that you are worth every bit of your fee. As soon as you encompass this, I want you to expand this concept and double your rates! Bold? Yes, that's why we're here... to continually push the edge of self-comfort and familiarity to explore what lies beyond. The secret? It's so simple. Every time you find yourself hesitating when someone asks you your rates, wanting to make special accommodations because your client "cannot afford it," or beginning to think of ways to make it work for your client, say aloud: I believe I was and am. I destroy and uncreate myself today." How does this set you on a new path of declaring your worth? Tell me yourself after you've said this AT LEAST twice daily (upon waking and upon retiring, and as circumstances arise during the day) for a mere 30 days. You will not be the same person. You will sit up straighter. Your voice will not falter when you speak truth to your value in the form of your rates. You will be deeply empathetic when fellow entrepreneurs express their woes in not being able to afford you, but still, your rates stand as-is. Doesn't that sound profoundly freeing and powerful? Isn't it worth a try? (A natural question surfaces: "When I destroy and uncreate, with what do I full the vacuum?" Answer: Nothing. Spiritually speaking, you cannot destroy or uncreate the truest essence of you, so you don't have to worry about undoing and end up as nothing. This exercise can only deliver a more aligned version of you; a version that knows innately you're worth even more than you're currently charging! And when you're ready, you''ll increase your rates yet again to match the ever-growing confidence to be compensated based on a value YOU assign.) How does negotiating reinforce my clients' lack consciousness? As business owners, we are (hopefully) modeling good business practices. With our words, thoughts and actions, we must convey resolute confidence in our talents.. and service rates. If I negotiate my rates, I enable, or reinforce, my clients' false beliefs (that they cannot manifest adequate funds to hire me, as an example)... beliefs I don't even hold to be true. I become the last link in a very long chain of life experiences that reinforces their "truths" - beliefs founded in limitation (the inability to manifest funds to pay for professional services). I do them no favors by engaging or entertaining this notion. It is the essence of a co-dependent collaboration and in the words of one friend, "You will only see asses and elbows!" (Interpretation: I will run away as fast as I can from this scenario.) There are plenty of writers who will negotiate rates. I'm not one of them. I know my value and it is my intent to show you yours. Our clients need to know we are 100% confident in the value of our contribution to their success. You see, instills a level of confidence in our clients Perceived value is everything. If you are sure about your rates, it makes clients think, "Wow, Charlon must be really good if she charges $495 for an hour-long consultation. One way or another, I must find a way to work with her!" Now, no single negotiation is inherently catastrophic to our businesses. But, over time these actions serve to erode our sense of self-value. Don't even set this pattern in motion! As appropriate and inspired, we can occasionally barter, negotiate or even donate our time, but these practices cannot be the foundation of our business. How do you maintain a sense of service to others AND a commitment to maintaining the value of your time? Begin today. If this is an issue with which you struggle, it's simply an unexercised muscle. The Marines have a saying, "Pain is weakness leaving the body." There's no need to be pained any longer by the subtle and ever-eroding impact of negotiating. You will never grow a solid business on a weak foundation of changing the rules every time a client cannot afford you. If you're willing to trade your vast and precious life knowledge as if it has no value, it won't... for you or anyone else. Remember: We teach people how to treat us. How do you respond when clients cannot afford your rates or want to negotiate? The answer is obvious and simple. Without saying, "No," you plant seeds of thought and leave the future client (I'm being highly optimistic here!) with several options. Here are sample responses to give you some ideas:
As you can see, the details of this topic are manageable 100 different ways. The bottom line is: Stop negotiating. Your personal and professional values are at stake! Treat them as the treasures they are. |
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Words That Sell
One of my favorite copywriting resources is
Richard Bayan's Words That Sell --
More than 6,000 Entries to Help You Promote
Your Products, Services, and Ideas. I
reference it so often it's within arm's
reach.
If you don't already have it, you'll want it in your library. This 134-page must-have guide includes grabbers ("Opening with a Question"), descriptions and benefits (alternatives for "Indispensable"), clinchers ("The Call to Action"), special strategies ("Flattering the Reader") and a valuable Appendix ("Wordy Expressions"). The content of this book breathes life into bland copy and inspires you to think more about the power of words. |
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| Charlon Bobo |
"I did your bidding."
This week I was on the receiving end of one
of the sweetest gestures I've ever
experienced.
My beloved, Jeff, knows I'm a deep thinker and heavy processor. (So is he, by the way.) I am never negligent when it comes to taking full responsibility of my life or working on myself when I recognize an opportunity to do so. I never shy away from self-reflection or the hard work involved to continually grow. I refer to myself as a full-time work-in-progress! But then again, aren't we all? There's one facet of my life I've not yet been able to reconcile. Jeff has witnessed my frustration and often feels helpless to offer clarity although he's always supportive and provides profound insight. This week we were talking and he said, "I know how hard you've worked to understand this and still it doesn't flow for you. I did your bidding. I asked the universe to provide you some relief and insight." I asked him to elaborate on his process because knowing this always gives me a wider perspective. I asked him why he did this, what was behind it, and how it occurred to him. As I listened, I was dumb-founded. All I could do was sit in the space of gift recipient. My entire life focus is enriching and enhancing the lives of others and it is my greatest challenge to receive. So, to exercise that muscle, I did nothing but sit with it. It made me think about how many opportunities we all have to work behind-the-scenes with the positive power of our thoughts. Whether you pray for someone, or send them positive thoughts or vibrations, the words don't matter. What you're doing is bidding for them. In a time when I was so tired I couldn't try any more, without knowing it at the time, someone "had my back," someone was asking for divine help on my hehalf. I felt supported. I felt encouraged. And in the hours after this request was intended into the ether, something in me shifted. What, exactly, I cannot say. What I know, however, is when we call on the divine in service to others, miracles occur. In Sisterhood, Light & Love, 
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