(Excerpted from Smart Women Know Their WHY)
Want to know my favorite business building secret?
Focus on transformation. The true way to create positive change in the world is to focus on the transformation of others. When you help other reach positive results in their lives and businesses, you also win.
Money is actually not the reason at all that people do or do not buy something. Money becomes relative in business when you focus on transformation. Said another way, when people really want the transformation you are selling, the price melts away. They will actually pay whatever you tell them to pay if they need the transformation you provide.
Most people will never believe the paragraph above. The have too many emotional attachments to the value of money and what it means for them. Yet, this concept above is what I know to be the truth for myself and hundreds of one-on-one clients I have coached and consulted with over the years.
The next time you sit down to create a product or service in your business, ask yourself the following questions so that you can focus in on WIIFT (What’s In It For Them).
o What is the transformation?
o What is the outcome or result of investing in the product or service?
o What are the consequences of your clients not investing in the product or service?
o What do they (your target market) want already?
o What have they already asked you for?
o What is their biggest source of pain?
Your job is to focus on making sure your products and services provide the tools for the transformation you promise. Now you can’t promise transformation itself. It is a journey that only your customers can take on their own. And many of them won’t take it. Do not have attachments to their results. They have to do the work to grow… but it is your job to provide the tools to allow them grow faster and easier.
Sheri McConnell is the CEO of the Smart Women’s Institute of Entrepreneurial Learning (formerly the National Assn of Women Writers-2001). You can visit Sheri, access her free article archive, and grab lots of free stuff at http://www.smartwomeninstitute.com. Sheri lives in San Antonio, Texas with her husband, their four children, a weenie dog, and three hermit crabs.