| lLesley Geller Business Coache |
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| Lesley@LesleyGeller.com 609.730.1540 |
| Featured Article: Your Worth by Lesley Geller |
Master Card said it like no one else could. They invented the perfect tagline that would be
remembered around the world, because everyone could relate.
Umbrella, $10.00. Coffee, $3.00. Running into your old boyfriend as you leave the coffee shop in
the rain…Priceless.
Most things we can either justify or not, depending on the cost. We don’t even have to know much
more than how much we have and how much we are willing to spend. Although sometimes we have
a specific amount to spend, and the amount we are willing to spend on that item is more, which
leads us to the decision-making process. Do you leave it alone and assume it is not meant to be
right now, or do you find a creative way to purchase it? No matter which way you decide to handle the
situation, there is always clearly a price tag guiding you. A price tag that was created from an original
expense.
What about the other items though? The ones that Master Card labels, priceless? How do you
give a price tag to something that could offer tremendous rewards that possibly can’t be seen at the
moment? How do you put a price tag on what you are worth as a person that is capable of helping
another business? You can add up the pens, the paper, the calls and the expense of the gas easily,
but after that, how do you put a number on the part that can really benefit the company?
The hardest part, especially when you are in business for yourself, is creating a number that you
think they should pay you and then convincing yourself that you are worth it. How do you justify it? You
can prove how many miles you have driven by giving them receipts, but how do you prove that the
number you are creating, matches what they will receive in services?
Well, perhaps you can’t prove it yet, on paper, but the magic comes in being able to sell possibility.
There are a few steps you can take that will make the sale just that….a sale:
1 – Create the number that you believe they should pay you for your work.
2 – Remember that their purchase of your services is an investment, so create a visual for them
about what is possible by working with you.
3 – Believe in yourself.
4 – Stay focused on how much they need you. Not how much you need them.
5 - Then sell them, just like you sell everything…by selling yourself.
Keep in mind that whatever big opportunities you can sell them on, will be huge returns for you
and for them. If you begin to fear that you are creating something bigger than you really are at this
moment, then good for you! Always create something that is just a little bigger and a little bit out of
your comfort zone. In order to be a success, you will need to feel that knot in your stomach. No one
makes it to the top without creating something huge in their minds first.
Most importantly, get the sale and worry about how to get the job done later! That same knot in
your stomach that will help you to get the sale, will be the very same thing that helps you get the job
done as well. It’s also the knot that knows what you are truly worth. A lot.