19.01.2022

The Lifebuoy | Recuperate |Know Your Ideal Client

Hello there! Welcome to my weekly LEAPS. 

You’re receiving this email because you subscribed to my weekly Wednesday feature or our mailing list. Every Wednesday, I share 5 things using our LEAPS approach: 

Learn: something new or an idea
Energy: something that’s creating an energy and positive impact
Action: something to do
Processing: a question to consider
Shout out: something or someone that I want to celebrate or acknowledge

Have you taken the GLAS Understanding Assessment
and received your free report?

LEARN
Something Worth Sharing

Just Throw The Lifebuoy

This week is a ‘re-learn’ of something that I often tell others when they are pitching for work. Most of us have been guilty of going over the top and trying to create proposals (and websites, marketing materials etc) that have EVERYTHING in them - all the ways in which you can help them, including the kitchen sink! When we take a step back, we can often realise that we’re missing the obvious need that they have; they are just asking for “the lifebuoy”.

If someone is drowning there is only one thing that they want and need, they aren’t interested in the fact you may see the potential of turning them into an Olympic swimmer. Right now, in the moment, they are asking if you will save them by throwing them a lifebuoy.

Every potential client has a big question and unless you realise and help them with that question as a priority, you run the risk of falling at the most basic of hurdles. Of course, it’s right to have a bigger vision for them, but that’s not for today - just answer their question. In doing this we can then, over time, build trust and a strong relationship - and help turn them into the greatest swimmer in the world!

What are your clients ‘lifebuoys’?

ENERGY
Focusing on an emotion or positive energy; a stand-out word / s

RECUPERATE

This week’s word is inspired by our pup who is currently wearing the ‘cone of shame’ as he recuperates from an operation. I also wanted to explore the word as it ties into the current situation of the World continuing to try and recuperate from the Pandemic.

It originates from the Latin word RECUPERARE meaning "to get again". It is also related to RECIPERE "to hold, contain". To fully recuperate, we need to understand that we’ve lost something and are trying to refill and regain. This takes time and doesn’t always mean we need to replace what we originally lost, but think about what is now needed.

ACTION
Something small that you can do that might make a big difference

Close the Loop

This week, I’m encouraging you to think about anything that you’ve left unresolved or open, for example this could be: a conversation, a lightbulb that needs changing or a piece of work.

The action is to find a way to complete, resolve or close it.

PROCESSING
A question to think about and consider (you can discuss this with someone or write your thoughts down)

“Who is the most courageous person you know?

The reason for this question isn’t really just for you to say a name that comes to mind, but to explore the qualities of courage. Why have you picked whoever came to mind? What enabled them to have the strength needed?

SHOUT OUT
Who / what I think deserves recognition, my gratitude or to be celebrated.

Knowing Your Ideal Client

When I took over our family’s manufacturing business back in 2002, I “inherited” a lot of baggage. Some of that baggage included 20,000 clients. We don’t often refer to clients as ‘baggage’ and in our case, not all of them were, but many were ones we’d randomly gathered over 106 years!

As you know, The Pareto principle states that for many outcomes, roughly 80% of consequences come from 20% of causes. This is often true with clients too - most of the profit comes from 20% of them.

The more we can be ‘deliberate’ about working with the ideal client for us and shaping our best possible 20%, the more enjoyable and profitable it is. I LOVE my clients - they inspire me all the time. Clients that are less than ideal drain the energy and resources you could be using for others.

It’s a brave move to fire clients, but sometimes it’s the best thing for all concerned. Knowing who you really want to work for, and protecting the space to be able to work well for them, is a wonderful thing.

BONUS GIFT FOR YOU
This week’s little extra for you - from me

This week I wanted to recommend Brene Brown’s ‘Call To Courage’. This isn’t a book…it was a Netflix special. It is well worth a watch if you have time!

CLICK TO WATCH

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LEAPS is a process used by our team and clients all the time - and even my own family on a daily basis. 

I’ll be sharing a set of LEAPS each week with you and encourage you to do your own version:

• L: what have you learned?

• E: what’s your energy / feeling word

• A: what’s one thing you need to do?

• P: what are you thinking / processing?

• S: who or what can you shout out?