As many of us are restarting business after lock down and it will be so easy to feel we have to win business by discounting. To be fair, money is tight and we might be tempted to discount or to extend credit. It’s the same for you too. You need to focus on increasing the value you provide and the results you achieve for the people you serve.
I recently read a story shared on LinkedIn by Adrian Standerwick who has a CCTV business in South Wales.
A father said to his son: You graduated with honours, I would like you to have this car.
Before I give it to you, take it to the car dealership and tell them I want to sell it and see how much they offer you.
The son went to the used car lot, returned to his father and said, “They offered me £1,000 because it looks worn out.”
The father said, “Take it to the pawnshop.”
The son went to the pawnshop, returned to his father and said, “The pawnshop offered £100 because it was a very old car”.
The father asked his son to go to a car club and show them the car.
The son took the car to the club, returned and told his father: “Some people in the club offered £100,000 for it, since it is a Nissan Skyline R34, iconic car and sought after by many.”
The father said to his son, “I wanted you to know that the right place values you the right way.” … If you are not valued, do not be angry, it means that you are in the wrong place.
Those who know your value are those who appreciate you and never stay in a place where no one sees your value.
Great story, eh!
I’ve taken something more from the story.
First of all, as you re-start your business, make sure you don’t look worn out. That goes for the way you appear in person, on your website, social media. Raise your energy, positivity, enthusiasm.
We’ve had enough of people telling us the sky will fall in and we will all die. We don’t need someone else with the same attitude. People are moved by certainty.
Secondly, if you think you are too old for all of this and feel like quitting remember the experience, know how and wisdom you have gathered over the years. Are you going to lock it away?
There has never been a better time to start a business. Many will. They’ll get taken in by ‘guru’s’ looking to make easy money through short cuts and bright shiny things that make everything look easy.
Old fashioned values of courtesy, respect, reliability are being lost. Getting back to people when you say you will. When the rest of the world is turning to AI (artificial intelligence), algorithms and call centres half way around the world there’s a place for someone with experience and decent values.
Helping you get in front of more people who want to buy your stuff so you can stop wasting time chasing people who don’t.