I have been out walking in a forest for close to two hours. The weather in Norway is amazing right now, and I have to pinch myself when I wake up in the morning. It takes me several minutes to understand if I’m dreaming or not. The weather is just fantastic. It’s been like this for close to a week now, and according to the weather forecast, it’s probably going to stay like this for another week.
The weather is part of the reason why I start walking at 6 am in the morning, and why I walk for at least one hour every single morning. But, the other part, is that it’s the perfect way to start the day, especially if you want to get some interesting and creative ideas. When I walk, and listen to podcasts, I always get ideas that I can’t seem to get if I’m in the office staring at the computer screen.
I love details
When I’m out walking, I think about the small details. I think about adjustments to my blog, I think about the first words I’ll say at my next speaking gig, and what kind of clothes I should be wearing for my next business meeting. Things like that. I usually don’t spend any thoughts on clothes, but after I started my own business I’m thinking about everything that can possibly go wrong, and everything that I need to do in order to create a sustainable business. And clothes and first impressions are important parts of any business.
To me, details are very important, because I have come to realize that the small details are always part of the big picture and many times, when I start with the small details, I end up with something wonderful (and huge). It’s not always the other way around. And, it’s when I focus on the small details that I get creative. And I just love the simple things in life, and the small details makes me realize how simple life really is.
Just as I passed a farm, two horses, and some dogs barking, I was thinking about a conversation I had with a client yesterday. This was the first conversation with this specific client after I started my business, and it was the opening lines of our business relationship. I already know the guy from before, because I have spent a lot of time in order to established our relationship before he turned into a client and I’ve done my best to create trust.
I have no idea what my real value is
Our conversation was fairly long. We discussed close to everything, and the business relationship was going great. I felt that it was more or less the perfect business conversation, until he asked me for the price. That’s right. His words were exactly, “but, how much does it cost?”
I already knew the answer. And I had practiced on telling him on the phone. But as soon as I heard his words, it was like I couldn’t speak. My mouth was all dry, and the sound that appeared was all squeaky. I was glad that I wasn’t in a business meeting and that he couldn’t actually see me.
I eventually told him the price, but before he could give me any sort of feedback, I gave him a five-minute speech to give him the reasons why my price was like set like that, and I ended up apologizing. I heard the words, and I just couldn’t believe that I apologized. Even though he didn’t have the chance to say anything, and even though my competition is a lot more expensive. I wanted to give him a lower price and a more simple product. I was destroying my business with my own words.
Right now, understanding my value, is one of my biggest challenges as a business owner.
The conversation ended
I was looking at the trees in the forrest. I was listening to the birds, instead of the barking dogs, and I was looking at the plants, and I was sort of thinking about my greenhouse and how powerful being personal in marketing is, as I discovered that I was really at the end of the conversation with my client.
I have a new client, and I’m so excited about it, and this client is huge. But, I just keep thinking about why I can’t just tell people what my real value is, without talking about my competition or giving a speech. I am being personal, bold and honest, and I almost told him that I have no idea what my value is and how much money he should be paying me, but I didn’t (and I’m so glad that I didn’t).
But, I had a really hard time talking about the price.
Let me just ask you this. Do you know your value? And if you do, how did you find out?