What’s On My Mind

You can have it all.

One thing really messes up our views on the impact organizations have.

It’s surprising until you think about it.​

The tax code.

In nearly every country around the world, there’s a decision made when every company gets started.​

Is our entity for profit or not for profit?

I get why governments categorize things this way. No beef with that.

But it leads to some incorrect mindsets about our work.

These simple words, used over and over, frame things as extreme, like an entity and everyone that works there are either one or the other.

It frames things like nonprofits don’t need to be efficient, care about their balance sheet and income statement, or focus on financial strength and growth.

Not true!

It frames things like for profit professionals don’t care about any altruistic motives, are just out for money and don’t care about their impact on the world.

Not true either!

Here’s the thing.

You can have passion and profits.

You should have passion and profits.

I’ll show you how below…

What I’m Excited About

Did you see we have a new Account Manager position open?

I’m really excited about bringing a new person to the team. It’ll be a game-changer for someone.

Know of anyone who would be interested?

They can apply HERE.

What To Linger On

So how do you have both passion and profits?

Let’s start with passion.

You have an expertise. It is something that impacts others.

Be proud of that.

More importantly, communicate it to others.

Ideas:

• Tell your origin story, the moment you realized you would do this work forever.
• Share how much you enjoy doing what you do right now.
  ​
• Weave in stories of the impact you and your teams have had on other clients.

Bring passion into your pitch.

Now, profits.​

(Science alert!)

People are willing to pay more when they understand the value they get is worth it. (So you need to anchor the conversation on your value, not your price. Science of anchoring HERE.)

Price sends the #1 signal about quality. Expensive = good, cheap = bad. (Science HERE.)

Discounting diminishes brand quality in the buyer’s mind. (Science HERE.)

There’s SO much to the psychology of money, but it boils down to a simple idea…

You can have a higher impact with higher pricing. ​

(Of course, your value has to be worth it!)

Keep these ideas in mind:

1. Higher pricing is bigger than it seems.
   ​
   ​Have a 20% margin? Most of an incremental dollar of pricing drops to the bottom line. So an extra 1 percent of revenue is nearly an extra 5 percent of profit. Leverage!
   ​
2. Higher pricing signals higher value.
   ​
   ​If you’ve done your work and differentiated yourself, you deserve to be paid more.
   ​
3. High pricing drives attention.
   ​
   ​The more someone spends with you, the more they’ll pay attention to you, and the more impact you’ll be able to have.

Let me say this another way, bolder…

It’s good for you to make money.

Don’t shy away from it.​

Think of the 10s of thousands of hours you’ve spent honing your craft, building your team, and losing sleep to get the job done.

You deserve it.

Let’s put these concepts together and wrap things up.

Passion matters. Impact matters.

Feel it.

Then communicate it to prospects and clients so they feel it too.

Profits matter. Money matters.

You’ve earned it, so stand for it.

It gives you stability now and lets you invest in a better future.

Passion and profits.

They aren’t a versus model where one goes down as another goes up.

They’re an abundance model where each one drives the other up. ​

My favorite quote on this is from Walt Disney.

So profound.

We don’t make movies to make money, we make money to make more movies.

It’s such a great mindset.

We all should have a version of this.

What’s yours?

Mo​

ps. You might have noticed we have our next GrowBIG Training in person in Atlanta. The first in person in nearly three years! HERE is what we cover. Sign up HERE.

Here Are Our Complimentary Courses

​Click here to see all our complimentary, no-risk courses. We have half a dozen, with more on the way! These are our investments in your success.

Did Someone Forward This To You?

Be selfish! You deserve it. Sign up to get future tips sent to you directly.​

Grow Your Skills With Our Book

Get our entire system in our award-winning book, The Snowball System.