Fear

What are we so scared of?

THE DILEMMA WE PUT OURSELVES IN WHEN WE PERCEIVE THREAT INSTEAD OF POSSIBILITY

It was an important meeting. A meeting that would be the beginning of beautiful and important things. We would hatch fun and creative plans together. We would make an impact on the community. We would grow our businesses. The limits were endless.

We would talk all things of mutual benefit. Quoting big numbers, and breaking them down into practical milestones, and then into bite sized chunks we could then divvy up and assign to each other. Then, we would have further meetings, do work with each other, plan events, continue to build our relationship, and build a new world. A world of laughter. A world of success. A world of joy.

But alas, this is the meeting that never happened. It is the possibly that was shut down within minutes when the fear got in the way.

The fear of people stealing from us. The fear of people using us. The fear of being sold to. The fear of getting the raw deal. The fear of being inferior. The fear of failure. The fear of success.

Maybe it is all of these things, or maybe what has been proposed to us just isn’t interesting. It is not compelling. It is not useful, or of value.

This situation is such a tough one to crack. When working with other businesses (B2B), it astounds me how much push back there is to enthusiasm. When a small business, or a solopreneur approaches another business to do some simple cross-promotion, or to join in a partnership of some description, there seems to be a fear, or a scepticism that is stronger than any other force. But why? What is this fear? Where does it comes from?

The answer to this is probably quite complex. There are perhaps Ted Talks and Harvard Business Review articles proclaiming to tell us the core of this phenomenon. But of interest to me is the sheer volume of people that can’t see a good deal in front of them when they see it. The definition of strong business to me is strong community.

If I can help my next-door neighbour be a stronger business then that is good for me. If I can help my industry be stronger then that is good for me. Isn’t it?

The need to rid our instincts of fear is vital. The only way forward is to be brave. Be bold. Listen to offers. Be willing to be sold to. Be open to doing something new or different. Be ready to put a little extra effort in to try something new out.

This does not mean that the rules are off and a free-for-all is now the norm. No. All business decisions need to be analysed and every opportunity still needs to be deconstructed for fit and purpose. But, instead of rubbishing an idea, or an activity straight up, we need to propose ways we can do something. How about, we ask “how can this work?”

It is amazing where this sort of thinking can take us. It can even take us to a point where we realise that the person sitting opposite us cannot help us at this time, and we cannot help them. By exploring possibility and investigating the up-side, we can even say no, and shake hands with genuine pleasure and friendliness. Yes – it is possible!

We hear of luck in business a lot. We all need a little bit of luck along the way, right? This is countered by the argument that hard work and persistence brings more opportunity and therefore more luck. I feel that this sort of argument is bogged down by semantics. The core of it is that there are multiple opportunities which come to us every day. Opportunities to grow our business. Opportunities to answer our needs and help us smash through our obstacles.

The question is, will you let that fear drive your actions, or will you ask, “how can this work?”

I hope you do. It will most likely open many doors that were not there before. Just like magic. It’s exciting. Join the party.

Starting Out? 5 ways to build a client base using the Freebie Exchange

You may be a school leaver. You may be a cubicle-escapee. You may be starting the very post-trend “side hustle”, or a freelancing venture. Whatever your situation, it’s all very exciting with a large element of fear and anxiety. Recently I heard an interview with a business owner who’s venture is turning over in excess of $60m a year, and another that has over 20 000 users. Independently they both admitted that in the face of these achievements they still had times of doubt, and “weren’t sure if this thing was going to work”. There is no doubt – business is tough, and holds up a mirror to our fears. No matter how well we are doing, there are always dry spells and doubters ready to give their unwelcomed opinions at many-a-turn. So, what about when we are starting out. How do we break through and start gaining traction with no track record? You could use the Freebie Exchange – it will leave you with more than what you think.

The Freebie Exchange

What!?! You want me to give stuff away!?! At the most vulnerable time in my business, with no resources and no income you want me to just hand over my blood, sweat, and tears!?!

Yes. Yes, I do. And, I’ll show you how you will be getting extraordinary value out of the Freebie Exchange, and much much more value than the test clients you will be engaging with.

The key here is that this is an exchange. Every transaction is an exchange. For an exchange to be successful, both parties must gain good value. The value for the consumer in this case is obvious. They will receive a free product (or service) which meets their needs. But what about for you? The value for you is actually multi-tiered. Here are your 5 ways to use the Freebie Exchange to catapult your business forward from the starting blocks:

  1. Pick the right customers. You will pick a limited amount of people which can vary in number depending on the nature of your business, but 10 is a good solid number to use for most small businesses. It is all about the quality of these 10 that is critical. They must fit into the description of your perfect customer. That means they share the same values as you, they have a need that suits your product to the letter, and they are a pleasure to deal with. Please don’t underestimate the value of this last point – servicing the right clientele will heavily influence the profile of your future clientele and it will be a big influencer on your happiness and health within your business down the line.
  2. You will gain feedback which will help you make the product better. These initial customers will need to provide you with key feedback. Consider these people your test bunnies. They will help you smooth out the product design, delivery, effectiveness, and you may end up doing some drastic changes to your product after going through this process. Then you will be ready to launch to the masses with confidence that you have your product spot on.
  3. You will gain research that will help you with your marketing. During the feedback process with these initial customers you will gain insights into the customer expectations, needs, experience, and overall perspective. The insight will be invaluable. There will be certain phrases and comments from these test bunnies that will end up being pure gold. This is where inspiration strikes and game changers appear.
  4. Word of mouth. Yere, yere, all businesses rely on word of mouth. I know this one… Well, the one thing that annoys me about business owners that say they get most of their clients from word of mouth is that they hardly do anything to accelerate the rate of client acquisition through this avenue. Your initial clients are getting the freebie. One of the exchanges is that if they are happy with what they get out of the product, they must tell the world about it. This could be a casual thing, but I highly recommend that you set up a link, or a coupon, or an offer that is easy for the test client to distribute to everyone they know that could benefit from your product. On top of this, be sure to let the test client know the market value of your product, and that they are in line for further freebies based on how many clients you gain through their recommendations.
  5. Re-sell through reciprocation. It is the worst kept secret in small business. Give value and attention to someone (without having a desperate air about your offer!) and they will feel indebted to you. So much so, that when you re-sell to them at the market price, there is a part of them that will buy because they feel that they owe you their loyalty. And, if they have gained good results through using your product, then why shouldn’t they? I have test clients of my own, that to this day are on-going loyal users of my service because we have built a great relationship, and they gain great results from my service. This is the ultimate reward from the Freebie exchange, and speaks volumes of what you’re doing and how you are delivering.

A key addition to this, is that you can discount instead of giving your product away whole. I mean, there is no harm in gaining a few bucks from your test clients… is there? Well, usually there is not, but be very careful to ensure your product is not devalued. A one-off freebie can instill value in a product more than a discount. Either way, it comes back to point number one – pick your test clients carefully. And be sure to communicate your offer and expectations to them clearly and specifically. Once you have agreement, you are on your way to building your empire.