Turn the “Scorching Hot Sweet Spot™” in Your Business or Career into Cold Hard Cash

One of the biggest complaints I hear today is that people aren’t getting the recognition they deserve. Whether they are a corporate professional looking to move up the ranks in their career or a business owner looking to land more lucrative clients and contracts, they’re struggling to distinguish themselves in an authentic and profitable way.

Recently, I’ve honed in on what it takes to turn what I call “The Scorching Hot Sweet Spot™” in your career or business into cold, hard cash! Once you’ve mastered that process, you’ll attract better clients, gain more recognition in the office, feel way more confident, set yourself apart from the herd, stop worrying about the competition and earn more money.

It’s a simple model. Think back to your high school algebra or logic class to the phrase “Venn Diagram”. The Scorching Hot Sweet Spot is at the intersection of 3 concepts:

1) Your expertise and passions
2) Your customers needs
3) Your offer, well-timed

 

 

Your expertise and passions
It’s critical you know what you’re really good at and it’s likely that you don’t. If you’re like most people, you undervalue what you know. When something somes naturally to you, it’s easy to assume that everyone is good at it too. Nothing could be stronger from the truth.

Take a trip down memory lane and ask yourself what you loved to do as a child or teenager. Recall the kinds of things people have asked your advice on over the years. When you’re clear about your expertise and focus your business or career around the expression of that expertise, you’ll be effective and experience less struggle. Work will feel graceful and full of ease. If you aren’t aware of and don’t effectively market the value of your skills, you’ll sound like everyone else when competing for clients or jobs. You’ll seem like a commodity and be easily replaced by someone with a lower bid.

When you focus on what you’re passionate about, you’ll also experience a feeling of fulfillment and joy. Time will fly by because you’re doing what you love.

Your customers’ needs
People will pay good money to someone who is perceived as being someone who can help them solve their most urgent issues. You have to know what keeps them awake at night and how your ‘magic’ will let them rest more peacefully. If you aren’t aware of their problems, your marketing messages to them will sound like that Charlie Brown teacher “Wah, wah, wah, wah, wah, wah, wah”. They don’t care how cool your process is. They only care about their pain and getting rid of it.

Your offer, well-timed
You must have a specific methodology you use to help solve those problems. That’s your “offer”. Having a trademark system in place gives you more credibility and positions you as an expert. Even if you’re an employee, you probably have a certain way you go about solving problems. When you can describe and name your process, it’s value goes up. It’s one of the steps I take my clients through in my VIP “Monetize Your Niche” and “Be Dream Job Ready” private consulting days.

The second component of this is the ‘well-timed’ part. You could have the most compelling solution but if it fixes a problem they’re not having now, you likely won’t get the sale. You must learn to recognize the buying signals that foretell a prospect is ready to take action.

When you clarify these three concepts and implement new activities in your business, you’ll be on the way to pushing more cash in the bank!

How to Know If Your Business Loves YOU

There are several prerequisites for having a business that loves you as much as you love being a business owner.

It’s tempting to delude yourself into accepting less than you deserve because you’re so enamored with the concept of being a business owner.

The reality of it can be a much different story.

When we live in a state of delusion, we’ll accept less than we deserve. We put up with and tolerate behavior that is not conducive to our well-being.

So how do you know if your business is being true to you? How do you know if it’s putting you above all else? How do you know if it would take a bullet for you?

“What’s a body to do?”, you ask.

Establish criteria and expectations that will allow you to lead a lifestyle that inspires you.

1. Schedule vacations

Without proper planning, you could end up working throughout the entire year. When you do your business planning (you DO do that don’t you?), decide how much time you want to take off and then block it out on your calendar. You don’t have to know where you’re going to go (although that helps), you just need to commit to when.

2. Work in your sweet spot

Most people go into business because of a passion or area of expertise thinking that’s how they’ll spend most of there time. Then they realize there is so much more that’s required in running a business. When you’re new you may not be able to afford all of the help you need, but before you think you CAN afford it, start outsourcing tasks you hate or aren’t good at. Doing so will actually free you up to be more creative and thus afford you the time to work on things that will generate more sales.

3. Value your time an expertise

You deserve to be paid what you’re worth. Focus on sharing your gifts with others for recompense in addition to the pure joy of it. Don’t undervalue your knowledge and passion. People need your unique perspective and want help from someone who knows more than they do.

4. Work with people you adore

This is definitely one of the big perks of being in business. You get to choose your ideal clients. This is particularly true if you’re in a service business. You target the kind of folk you want to work with. You don’t have to make an ‘offer’ to everyone if you’re not interested. Or, you could add a premium to the price so it feels more palatable to you. I don’t strongly recommend that option. It’s one thing to charge more for work you enjoy less. It seems almost mean to do it for such personal reasons as not liking someone. Just say ‘no’ and move on.

5. It pays you well

I remember talking with a graphic designer 20 years ago when I first started my jewelry design business. I sold hand-crafted earrings and necklaces at Art & Wine festivals in northern California. As we were chatting about my new business (I was very excited), I revealed how much I paid in entrance (booth) fees for the more popular shows. Her reaction was “Oh. I guess you’re happy to just break even.”

I looked at her in dismay. “No”, I said. “I almost always make a substantial profit. And on those occasions when I don’t, I know it’s an aberration and I don’t do that particular show again (unless it was just rained out which was a rare occurrence).

Pristine Beach East Zanzibar
Image via Wikipedia

That jewelry business paid for a 3 1/2 week trip to Tanzania for a safari, a week in Zanzibar and a week in the ‘bush’ with the Masai. It was a great way to start off in the business world. And even today, my pricing reflects the value I provide to my clients not just the minimum to ‘break even’ and cover the bills.

So, if your business loves you, you’ll enjoy your work and your clients. You’ll have time to relax and enjoy live.

You’ll be valued by your clients and you’ll be paid what you’re worth.

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7 Steps for Setting Goals and Prioritizing Actions

In order to make substantive progress in life, you must have a clear picture, sense or description of where you’re going. Without that, your time will be consumed by life’s mini and major emergencies.

Even when you have that plan, things won’t always go that way. Never-the-less, make time to be strategic about your life, career or business.

Here are 7 critical concepts that will help you deal with almost anything.

1. Plan at least once a year
Block out time on your calendar and ask yourself where you want to be five years from now. Identify milestones and required accomplishments along the way. Anticipate potential obstacles you might encounter and figure out NOW how you’ll avoid or deal with them if they arise.

2. Bring  your emotions into play
Emotions create motivation. You’ll need some fuel to help you through the challenges and tedious times too. As you ponder your bright future, write down WHY it’s important for you to get there and how you’ll feel once you do.

3. Think big but plan small
This is like Think globally, but act locally.  Progress is made one step at a time. If your goal is big (and it should be) it might overwhelm you into thinking it’s not possible for you. When you break it down into small chunks, your brain will say “I can do that!”. And it will

4. Put activities on your calendar
If your plan stays in your notebook or pad of paper, it won’t be executable. Do somehthing every day (or at least every week) toward your goals

5. Schedule time for breakdowns during the day
Stuff happens. That won’t be avoidable. So anticipate the phenomenon and block out one-hour block for random acts of ‘stuff’. That way, when they happen, you’ll already have accounted for them and they’ll have less of an impact on your plans for the day.

6. Step into the abyss when it occurs
When something big breaks down (a body requiring an unexpected surgery, for example), you gotta deal with it. The emergency requires your full attention. Do what needs to be done.  If you resist, procrastinate or try to avoid it, it will just get worse.

Ask for help. Do things to take care of yourself. Pray and meditate or just think about the bigger picture. That will help provide perspective. Some emergencies are short lived. Other unforeseen circumstances last for a long time and require a lot of patience. Resist the urge to become a helpless victim. Stay true to your values. Stay true to yourself.

7. Keep your eye on the future
The emergency will pass so while you’re dealing with it, think about how lovely life might be once it’s behind you. Emergencies have a way of helping you prioritize what’s REALLY important. So ‘use’ the time to assess yourself and your goals.

Do these things and you’ll become ever stronger, more capable and effective.

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