McBride for Business Blog

Create Value Before Expecting Payment

November 3, 2017 // R. Shawn McBride // No Comments »

R. Shawn McBride recently spoke about creating value for your client before expecting payment.

Hey folks, Shawn here with you. Many of you that know me know that I’m a client of Strategic Coach, I follow Dan Sullivan and his principals. And recently, I was at an event and Dan Sullivan spoke. And one of the things he said, and it’s a different way of phrasing something I think I’ve told everybody else in the past in our blog. You have to add value before you expect payment, right? You need to go out there and give something of value to the world, offer something of tremendous value before you expect payment. So for many of us in the thought leadership area, even those of us selling products, we need to show people we can deliver something of a tremendous value then we can expect payment. There are so many people out there that chase payment first.

How much can I get? What can I get? Chasing value creation first is the better first step. That is going to allow you to get that pricing or that advantage. So, think as you’re positioning yourself, as you’re positioning your product or service, how are you delivering tremendous value? How are you helping the person on the other side of the negotiation, right?

We talk about negotiation as being a control communication. When we’re working with somebody else what are we communicating as far as value? We need to understand what they need, we need to fill that value void, and then once we show them that we can deliver that tremendous value then we can ask for payment in return, right?

So when I’m working with audiences I am inspiring people. I am helping people do great things. I am unlocking thinking. I am getting them to move to a whole other level and be inspired. And they’re inspired and excited and that creates great value because they’re going to go out and do more. They’re going to be more innovative, they’re going to think better, that’s massive value. So then, the host organizations are willing to pay me because we’re unlocking this value.

The same way I do negotiations, I teach people how to negotiate better. How to get more off the table, how to be more successful. And when you do those kinds of things it becomes clear that money will be made in the future which makes perfect economic sense to have me come in as a speaker.

What are you doing to unlock tremendous economic value to help others to get great things going? You need to challenge yourself. What value am I creating? Create the value, then get the payment. When you do it that way you’re guaranteed success.

So, if these are the kind of things you’re struggling with and thinking about, or just stuff you want to think deeper about check out the blog and McBride Attorneys blog. Go to the McBride for Business YouTube channel. Subscribe. Check out our videos; become a subscriber. And the R. Shawn McBride fans and audiences page on Facebook has a community of business people coalesced around issues like this and great videos to help you.

And let me know how I can help you do more, whether it’s speaking at your next event as a keynote speaker, training people, or one on one coaching. We can build a custom program to really unlock the value in your organization, help you and your people do more. Let me know how I can help you. R. Shawn McBride signing off, I will be talking to you very soon.

Make sure you download our free checklist to assess your business.

This posting is intended to be a tool to familiarize readers with some of the issues discussed herein.  This is not meant to be a comprehensive discussion and additional details should be discussed with your attorneys, accountants, consultants, bankers and other business planners who can provide advice for your circumstances. Each case is unique.  Past results do not guarantee future outcomes. This article should not be treated as legal advice to any person or entity.  Brad Harrison.


About the Author

R. Shawn McBride is the Chief Innovation Officer at McBride For Business, LLC. His signature keynote, The 3 Laws of Empowerment, gives audiences an entertaining look at how they can prepare, plan and protect themselves. You can email R. Shawn McBride or (214) 418-0258.

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Posted In: Business, Growth, Speaking

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