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Idea to Action

 - a newsletter for people who want to design their lives and small business

Issue 18

03 March  2011

Greetings!

As we journey through life we pick up things along the way.  Not all these things are desirable. Some are useful for a season, then become irrelevant. Some are more burdensome than useful. At soem point we  need to let them go.   This is the topic of my first reflection today.
  
In the second piece I look at how you can develop your credibility among potential clients.  
  
  
Sincerely,

Jaki
LifeSkills Coaching Consultants
Jaki
IN THIS ISSUE
LET GO
WHEN YOU ARE YOUR BUSINESS
NEEDS AND VALUES WORKSHOP
LET GO

 

IDEA TO ACTION QUOTE: One problem with gazing too frequently into the past is that we may turn around to find the future has run out on us - Michael Cibenko

 

letting go1I imagine that if you tied a rock to your ankle and walked around it would be mighty uncomfortable. At least, until you got used to it, because you can.  Much like lugging a heavy bag around.  You don't realise how heavy it is until you put it down. This is what happens when you have issues you would do better to let go of.

While you are carrying them around, it feels much like the rock around your ankle, or the heavy bag. And if you have been shouldering them around a long time, you may have forgotten what it feels like to be free. Letting go gives you freedom to be you.

What does it look like?

 

It might mean pulling out all those old and beautiful clothes that don't fit you anymore because you are now 10 kilos heavier than you used to be.  Pull them out and give them to a worthy cause.

It might mean visiting your mother's grave and telling her you have been angry enough at the way she neglected you, and now you are ready to move on. It may be packing up that room that belonged to your beloved who is never coming back.Perhaps it's a simple as deleting an ex's number from your phone. Or looking your child in the eye and saying "I am going to be the best parent to you, no matter what kind of parenting I had".

As the following   affirmation by Larry James says, you are not your past, nor does letting go mean you are giving up:

"I know that the only thing I lose when I let go of something I am afraid to live without is the fear itself. I am stronger than anything that frightens me! I let go of the past, and I am free to think clearly and positively in the present. I am not my past. Letting go is the natural release which always follows the realization that holding on is an energy drain and it hurts. Letting go does not mean giving up."

 

What will letting go get you? This paragraph from Kubler-Ross and Kessler in Life Lessons sums it up:

 

"There is a wonderful freedom in knowing that who we were yesterday does not absolutely define who we are now.....many of us wake up every morning and shower, washing off yesterday's dirt, yet still carrying around yesterday's emotional stuff. It doesn't have to be that way. We can become new and begin anew......When we are not living in the present we don't really see each other or ourselves. And if we are not living in the moment we cannot find happiness."

 

Today you have a choice to start the rest of your life without baggage from the past. You have a choice to let go.

 

WHEN YOU ARE YOUR BUSINESS

IDEA TO ACTION QUOTEIf I were less than honest as a critic, I think people would spot that right away, and it would destroy my credibility - Leonard Maltin 

  

 credibility curve

If you want someone to buy wedding cake from you, you can get them to taste samples, to see pictures of what you made for other clients.  They can even see what you are in the process of preparing for a customer.  It is hardly conceivable that someone would purchase a wedding cake without tasting your work. How do you get potential clients to 'taste' your services?
 

The Economist described services as "anything that cannot be dropped on your foot". In fact, most products are a combination of goods elements and service elements. In some cases the service will be the essential element of the offer (as in hairdressing or Life Coaching); while in others it may simply support the provision of a tangible good (for e.g. a loan facility to purchase a piece of land).

 

For most services people are at the heart of the marketing mix. Infact, for professional services, you are often both the 'service' and the 'service provider' , meaning  you are at the centre of the marketing mix. This makes it critical that you are visible and credible. 

To develop the credibility, you must start off with the necessary competencies, including any required licences or certification.  Being a member of your relevant professional body helps with continuing education to keep you updated about changing trends in your area.

The diagram illustrates the credibility curve. In selling, when prospects believe that the risk of being your customer is greater than your credibility, you end up in the red zone, and you will not make a sale. Only when they believe your credibility to be greater than the risk of being your customer will they place you in the green zone. 

 

If you are just setting up your professional consultancy, it may be useful to remember this, because your efforts at building credibility can take  years, before you begin to see results. In fact, some people estimate that over the first few years you will spend at least  75% of your time  building credibility.

Another concept to consider from sales is 'hit rate'.  Not every prospect you meet, and make a sales presentation to, will buy. In the same way, you may write dozens of articles before a single one is written about your expertise. You may speak to hundreds of people before word of mouth recommendations reach critical mass and you are propelled onto the 'expert stage'. This doesn't mean your efforts are going to waste. it just takes time. This is also illustrated in the diagram.

 

 

NEEDS AND VALUES WORKSHOP

Do you have unmet needs? How do they drive you?

What are your core values?

Are you honouring your core values by the way you live?

 

If you are unsure about any of the answers to these questions come to our

Needs and Values workshop

 

Date:  5 March 2011

Place : 1st Floor Luther Plaza

Time: 2.30 pm to 5.30 pm

Your investment: 2850/= including  workshop materials, snacks and parking.

 

 

CALENDAR OF EVENTS

 

 

 

 Dec workshop

 

 

 

 O5 March 2011

 

 

 Needs and Values Workshop  

 

 Register Here

 

 

 

 

 

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International IDEA TO ACTION

WORKSHOPS IN 2011