I’m at the point where I won’t work with a client who doesn’t have urgency behind their desire.
There is a big difference between:
“I’d love to have this but if it doesn’t work out, oh well”
“I have no choice but to create this because if I don’t there are real consequences.”
If we don’t have urgency we won’t do what it takes. We will take the easier path. We will put things off.
If there aren’t any consequences attached to the things we want then we simply won’t stretch ourselves to the place we need to go to create success (anything new does require stretching!)
This isn’t a reflection on the person – it’s simply human nature and we are all wired this way! (It’s easy to say that I’d love to lose 20 pounds but truthfully it’s not that urgent – so I don’t do what it takes to make it happen.)
Always explore urgency with a potential client! Ask them why they want to make the change they are making now. Ask them what the cost is if they don’t make this change now? What if they did nothing and were in the same place next year – how would they feel?
Pay attention to their answers – look to hear and feel the urgency. If they don’t really want it or it’s not really that important you need to be willing to say no to them (even if they want to work with you!)
You can’t want it more for them than they want it for themselves. I see this happen all the time, and it simply doesn’t work. People say they want something and you decide to work with them, but there is no urgency so one of two things happens:
1) They don’t take any action, which leaves you both frustrated (and you feeling totally disempowered because you really want to help!)
2) They blame you or the program for not working, which again leaves you both feeling frustrated (and could have you questioning your value!)
Bottom line is – if there is no urgency have the courage to say no to that client, even if they are willing to spend the money.
If you want something but can never seem to make it happen – explore your urgency. Be honest with yourself – are there any consequences if you don’t create what you want? Do you have an exit door or safety net of some kind that makes it OK if it doesn’t happen?
If something is important enough you may need to create your own urgency:
- Fire a client who no longer serves you, so you can create space for the client who will.
- Make an investment that goes beyond your comfort level – spending money you can’t afford to lose. <– I did this just last week!
- Presell something so that you have no choice but to create it, because people have paid and are waiting for it! <– One of my favorite strategies
Yes, urgency is uncomfortable and that is where the magic happens… for us and our clients.
I’m curious how you’ve seen this play out for your clients? And yourself? Comment below and let me know…