Don't Be Afraid To Charge Your True Worth
People are so afraid of charging their true worth, that they’d rather jump out of a plane… well, let me tell you about a time I did…”
By the way, I don’t like heights and I’m not really keen on planes either.
I’m driving with some other nutcases to Netheravon airfield in Wiltshire for the second time as the first time, although we hung around for ages, it had to be aborted due to unsuitable weather.
In the words of Ronan Keating, life is a roller coaster, just gotta ride it.
I don’t know if you’re aware but you only get 20 minutes training for a tandem jump and that’s when you meet your partner.
I'm in luck. Mine is a warm, cuddly guy called Lennie, dressed in a dalmation onesie, with 1,000 jumps under his belt and personality.
It’s always good to have great people on your team, isn’t it?
We immediately click.
We’re hanging around the airport for ages waiting so I turn to Lennie and say:
I’m going to powder my nose. A girl’s got to look her best for the photos hasn’t she?
Too right Vanessa.
As I come out of the ladies, I hear an announcement.
Vanessa Ugatti, your time is up.
Oh Lord, there’s no escape now, as spontaneous tears pour down my face!
This is being confronted with a big fear!
So much for powdering my nose, then.
There’s no turning back. On the plane up close and personal to my cuddly buddy, so we can get strapped together.
No time for shyness!
Then the dreaded moment arrives.
Vanessa – just lean forward and allow yourself to fall out of the plane.
You must be joking Lennie, I can’t do that. It’s just not natural.
Yes you can he replies softly. Remember what you were told in the training.
Just relax and let yourself go.
WOW Lennie it just feels like I’m floating in the air.
It feels wonderful. There is no sense of speed at all. Can you hear me alright Lennie?
Yes loud and clear. In terms of no sense of speed, that’s because there is no point of reference.
Ah I see.
How often is the thought of doing something far worse than it is in reality?
Lennie says it’s all going perfectly to plan, just relax.
So much for putting my face on, eh?
I look like Miss Piggy and they say pigs can’t fly.
Then he says: I’m going to pull the rip chord so expect a little jerk.
More like a big jerk, I say, as the parachute shoots upwards.
Yes, I have been called a big jerk before, many times.
Then the trouble begins as we are twirling round.
OMG Lennie, I’m feeling really sick.
And they said in training, if you’re sick in the air, it will go straight in your partner’s face.
Relax Vanessa says Lennie – totally unperturbed – it wouldn’t be the first time someone has been sick in my face.
Don’t worry, I’ve been brought up not to throw up in someone’s face, so no need for you to worry.
Finally, after what seems like a lifetime, we land safely on the ground and I crumple like a ragged doll.
Lennie, I did not disgrace myself by vomiting in your face. Instead I vomited on the ground.
Here’s the moral of this story in relation to getting paid your true worth.
You have to be willing to do something different even if it is scary.
Being scared is not a reason not to charge your true worth.
So asking for your correct fees is no more difficult than jumping out of a plane.
Arguably, it’s far easier because you can keep your feet firmly on the ground.
It is not as difficult as your noisy natter chitty chatter in your head will have you believe.
You may feel nauseous or nervous about the client’s response. As in the story, things may not always go to plan. Just remember, do not throw up in their face, just keep cool, calm and collected, even if you don’t feel it.
When you’ve finished the meeting, you can be sick, scream, cry or let out a roar. It doesn’t matter what you do then.
And give yourself a massive pat on the back.
In fact, do this now so you get used to doing it.
So where and when are you under-charging, discounting or over-servicing your clients, because you won’t take the plunge and charge your true worth?
Remember, mastering your mind means much more money!
I had an expert on my back guiding me to safety, perhaps you should consider hiring an expert to enable your people to get paid their true worth.
I’m Vanessa Ugatti, author of Amazon Best Seller, “True Worth”. I help professional services firms to increase revenue ethically, without having to work harder, by sharing my ground-breaking TRUE WORTH step-by-step methodology. Systematic under-charging, discounting and over-servicing can be banished forever, as my unique formula can be immediately applied, leading to a wealthier firm and healthier and happier staff.
Ready to talk?
For an initial no-obligation chat, call 00-44-1202-743961
or email firstname.lastname@example.org.