Showing the right kind of vulnerability

I would strongly suggest you don’t talk about your current feelings of vulnerability to your ideal clients; it’s the feelings you had in the past and how you got over them that you really want to tell them. People want the transformation. They don’t want to think you’re still vulnerable, because they are and you end up in a situation where you’ve got a whole load of people that are all like,?ahhhhhhh.

I have this vision when I think about people that are in this susceptible kind of non-certain space, where actually all you’ve got is a whole load of people drowning and no one has got the life raft… no one has got the lighthouse. You still are the lighthouse, but you need to show that you’ve been in the water – that you know what it’s like to splash around and be scared in the sector that you are in. And if you haven’t been there yourself then you need to find stories about people you’ve helped that have been.?

So you don’t have to have been where they are, although that really helps, and most of you have been actually – we are usually helping people out of where we’ve been – that’s that’s kind of nature, that’s how we do things. I like to use that kind of metaphor of don’t get in the water and splash around with them unless you’re going in to just grab them and save them and lead the way.?

People want to see that you’ve made it through the journey they are now on

So what you’re doing is showing that you’ve been there, and you care, and you get it, and you can feel it. And if you can actually tap into the feeling you had as you’re telling the story – not the feeling you’ve got now because you’re over here as the lighthouse, you are on the shore…you’re there and safe – but if you can show some feeling around how you felt when you were there, then that becomes massively powerful because you’re meeting people on where they feel now.?

You have to be relatable more so now than ever, because there’s a load of people coming in through the ranks, doing the kinds of stuff you do but not doing it as well, that are going to tell all sorts of lovely stories, grab a load of clients and not be able to help them. So this is your duty!