Confidence is the key to getting well paid. It’s a nice sentiment, seemingly belonging to a utopian world. But how does it work for you, here and now?
I know – clients may like and trust you more when they need a confident expert, but that doesn’t make them like their money any less.**
To explain how it works, I’ll first go front-to-back.**
It all starts with using the right combo of value drivers.
You get the client’s attention when you talk about value that matters to them. To their surprise, that attention will show they are closer to scrambling than you. That’s hard to find, so they will try to lean on your advice in the long term. That will give you the financial stability to take the time, push back when needed, and act confidently.
Ok now, back-to-front.
Starting with visible confidence, you create an impression of stability that clients respond to. That confidence is anchored in predictable revenue streams generated by longer-term relationships with clients. Using that business stability allows you the power to push back against bad practices and clients, and only do your best work. That in turn attracts attention, which you can use to educate them about all the real facets of value, all the potential impact you always wished they would pay attention to, instead of cost.
The rest, as they say, is history. The link exists and works well. So go out there, and use it.