I've been in business for x years. You can't help me.

As small businesses we all think that what we have to offer the world is unique, and that anyone and everyone should rush right out and buy it. I mean, come on, my upcoming retreat/conference is right for EVERYONE isn't it? You do want to come don't you?

Yet, we know, through the logical side of our brain, that we absolutely cannot (nor do we really want) to sell to everyone. We have a type of person that we are drawn to, people that seem to just get us and get what we do. They are the ones that really, truly want what we offer. 

I am constantly amazed when I watch the business reality shows like Bar Rescue, Kitchen Nightmares, Restaurant Impossible, and The Profit. While these each of these shows has a bit of a different focus, they all are similar in that there are business experts who get called on to help get a business owner out of the deep dark hole (some owing more than $1 million dollars -- wow). These owners are desperate and ready to close down if these experts don't come and bail them out. And to my knowledge, it doesn't cost the business anything to have them come.

But (of course this IS television) almost inevitably, once the expert has come in to the rescue, there is a major confrontation, and the owner puts down their foot saying, "I do it right. It's not my fault that I don't have customers. I don't have to listen to you. Go away." There have even been a few times when the expert walks away from the business, saying I can't help. You just don't get it.

Well, I've seen this in reality -- not just on TV. It amazes me that people come looking for help and guidance, and then say, no. I'm not going to do that. I actually had one person that had asked for my help, but then told me "I've been in business for over 18 years. I can't possibly think of anything you can tell me that I don't already know or do." Ok. That's fine. You're not MY Ideal Client. Moving on. But guess what? Two weeks later, there was a sign on the front door of this person's business: Going Out Of Business Sale. Oh well.

Sometimes, as the expert, we have to show our value to the potential clients. Yet, in these tv situations, the clients already KNEW the value of what they were getting; however, they still chose to allow ego to come in and hurt them. So, from the standpoint of the "expert", make sure that you show them what value they get from you. (I don't mean here, necessarily the "I've been in business..." but perhaps, "I've helped so and so increase revenues by 25%" or "such and such has gone from 0 employees to 3 while maintaining a profit margin of X%). This is true value, given by the expert to the client so that they can see what could be in their future.

From the standpoint of the client, I suggest you make sure that you're not looking at things through ego, but through rational eyes. Do you really want to change the situation? What is causing it? Listen to the consultant, as they are the expert and you have asked for their help. The old saying "don't bite the hand that feeds you" is true here. This is not to say that if you absolutely believe what they're saying is wrong, you don't have to blindly agree. Yet, once you take your self-interest out of the picture, does it make sense?

I wish you luck and great success with your businesses. And if I can be of any help, check out Executive Coaching - Business Success Unlimited. I'd love to help and promise I'll listen and work WITH you.