Do you want to shift your focus from the Crank side of your business to your Flame? Here are tips to get started:
- Write or type three pages or more about your worldview — not the services you provide or the results you achieve for clients, but rather your beliefs about the way your work should be performed and why.
- Write about your ideal client. What problem do they bring you? Why is this your favorite type of work? How can you help this ideal client? What will be different for your client after they’ve worked with you?
- Think about the pain that brings your ideal client to you. How does that pain show up? What does the pain cost your client — not just in dollars, but in aggravation, lost sleep and other annoyances?
- Visualize yourself sitting with or talking by phone with a prospective client, and quoting him or her a rate that is fifty percent higher than your current consulting rate. Visualize your new client saying „That’s a big investment, but it’s worth it! I have a big problem.“
Many salaried people and many entrepreneurs have big, bright Flames that are obscured behind mountains of Crank-related problems, paperwork and action items.
Can you remember why you became a consultant in the first place, narrow your consulting focus to solve just the problems and work with just the clients who most badly need and will most value your services, and grow your business and your Flame in the process? I know that you can. Now is a great time to start!