The Key In Your Pocket
Open The Door And Invite Them In
ADVANCE CONFIDENTLY!
“Let the people discover you! You might have the key of the locked doors in their lives! Open yourself to the world; you might be the magic the world needs!” ~Mehmet Murat Ildan
The key in your pocket may not open your door. As a matter of fact, there is no way to know for sure how the key even found its way on to your ring.
The lesson you learned 10 years ago or 10 minutes ago may be the lesson your potential client or customer needs to learn NOW! Your willingness to share your experience might mean the difference between success and failure. What if what you have to share could save thousands of dollars, save a contract, or shave months or years off your clients learning curve? What might that be worth to them? To you?
It’s not knowledge that creates value. It’s the proper application or exchange of knowledge that creates value. Here’s an illustration:
In the early 80’s when a local factory experienced a mechanical failure that brought production to a screeching halt, they quickly called the city’s most renowned local experts to resolve the problem. They tried but were unsuccessful.
Hours passed with no solution in sight…
Every minute the factory remained idle was costing them thousands of dollars. With a looming contract project deadline and a six-figure bonus for finishing on time hanging in the balance, the owners were desperate!
The CEO commanded his chief engineer to go global. The search began immediately. It was quickly discovered the world’s foremost factory expert had recently retired and was unavailable for the job.
Undeterred by this news and refusing to take no for an answer, the CEO personally called the expert and offered to pay him whatever price he thought was reasonable to come out of retirement and resolve their issue.
After careful consideration, the technician agreed. The CEO sent the corporate jet to pick him up and bring him to the factory which was located minutes from the airport.
Upon arrival, the technician was scooped up by a very efficient limousine driver and quickly whisked away to begin his work at the factory.
Before beginning the job, the technician demanded a guarantee of payment from the CEO no matter how long it took to complete the work and that the job would be paid in full immediately upon completion.
The CEO agreed.
Ten minutes later, the factory was whirring, spinning, buzzing, and back in business.
A smiling technician presented himself to the office of the CEO where he requested payment for services rendered.
The CEO, checkbook in hand, had a big smile on his face because he knew it had only taken 10 minutes to fix the problem.
When the technician confidently asked for $50,000 the smile vanished from the CEOs face. He said absolutely not, it only took you 10 minutes to fix the problem, how on earth could it be worth $50,000 for 10 minutes? Unless you can produce an invoice that demonstrates the validity of the price you’re asking, I refuse to pay.
The technician, unbothered by the rude response, quietly and calmly asked for a piece of paper on which he wrote the following words:
Up until the time you called me, I was retired. I came out of retirement because you were desperate. Here is my itemized invoice for services rendered:
Fee for getting the factory back online $500. Fee for coming out of retirement and knowing exactly what screws to turn and what circuit breaker to reset, $49,500.
Thank you for the opportunity to serve and share my expertise, I am grateful.
Amount now due in full, $50,000. Solution Services Inc.
“For someone who doesn’t have the key, the door becomes a wall; for someone who has the key, there is no door.” ~Mehmet Murat Ildan
The technician then very deliberately presented the note to the CEO for review. As he read the note, the technician could see a shift in posture, the puffed out chest receded, a deep breath was taken, and the defiant look slowly became a smile.
The CEO suddenly understood. No more words were required. He happily wrote the check as he thought about his own salary and why the company paid him what they did to run their business effectively and efficiently. Just before he handed over the check, the CEO asked the technician to write the name and number of a trusted associate on the invoice, just in case they ever had another breakdown… The technician complied and the two men shook hands, each with a smile of respect and admiration.
The lesson is simple. We are not compensated for our time; we are compensated for the value we put into the time. The $50,000 wasn’t for the 10 minutes, it was for the knowledge of knowing exactly how to solve the company‘s problem.
What problem do you have the knowledge to solve for your customers or potential customers? What lessons have you learned that could help shave years off the learning curve of your potential clients? How can you market that knowledge? How do you demonstrate the knowledge you have is relevant, relatable, transferable, and will save either time, money, energy, or ideally, all these elements?
Answer these questions and you’ll be on the road to creating a business that not only serves but is service-oriented and highly sought after because of the value it brings to the marketplace.
There is no better advertising than a completely satisfied customer who raves about their experience.
The purpose of a business after all is to both get and keep customers, not just in a database, but to keep them completely satisfied so they are ready to share with their friends who might also need your services about how your business is different and why they should contact YOU!
Ask yourself, if you were the CEO of the factory and it broke down in the future, who would you call?
What problem can you solve or help your potential clients to overcome? How can you make their lives better? And remember…
“It’s hard to be nervous when your heart is on service.”
~Rory Vaden, Author, Speaker, Entrepreneur, Business Owner
Keep Pedaling, Keep Going, Keep Growing!
Advance Confidently!
In Gratitude,
Bobby-
PS. You can find out more about me here. You can find my book on Amazon.
