Posts about how your dream clients are underinvesting are popular here, here and here. You recognize that one of the biggest challenges you face is helping your prospective clients (and your existing clients) make an investment commensurate in the outcomes they need.
You know underinvesting is a mistake, and you know your dream clients should be spending more and producing even greater results. They are just too stubborn and shortsighted to see it.
But before you cast that stone, you may want to think about whether you are living in a glass house yourself.
Ain’t Nobody Got Time
Are you investing the time necessary to improve in all the areas you recognize need improving?
Self-improvement is almost always the first thing to go when you are busy. Because you are heads-down working, you don’t invest any time in your own personal growth or development.
What happens when your dream clients underinvest happens to you when you underinvest. Problems linger unresolved. Opportunities pass by without even being pursued. You stagnate. You wither.
If you don’t have 30 minutes a day for personal development and growth, spend an hour on personal development and growth. If you don’t have an hour, spend two hours. Invest time in the areas you need to improve.
Money, Money, Money, Money
How much money have you spent on your personal and professional development in this calendar year? Do the math before you move on. Is it more than you’ve spent at Starbucks?
“But wait,” you say. “Iannarino, I have bills to pay. I don’t have a budget for my own personal growth and development.” And as you read these words, who are you reminded of? You can see that client in your mind’s eye right now, can’t you? They say, “We don’t have the budget,” even though spending the money would make them more money—just like it would you.
You know your dream clients and prospects are underinvesting in the results they need. You can see it plain as day, even when they can’t. Can you see how you are doing the same?
You will never make a greater investment than the one you make in yourself. You will also never get a greater return than that investment.
If you want your clients to stop underinvesting, you go first.
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Filed under: Sales