The Bikie’s Secret Of Success
A bikie’s powerful advice persuaded me to turn down a juicy project with a prestigious corporate. Madness? No. It’s the path to success. Here’s why.
I have been trying hard to focus on fewer, bigger things so I can build the business model I want for this next phase of my career. Two months ago I resigned 50% of my revenue to ‘clear the decks’ and enable a calmer, more strategic approach. But I still agree to do stuff I should let go of. After all, bills have to be paid. Then the bikie shared his unusual counsel:
To succeed, you need to overcome your survival instincts.
Bizarre. But it makes sense. Here’s why.
You’re riding at 200 km an hour towards a corner on the race track. You feel you’re going too fast and won’t make the turn. Bike riders do one of two things.
Either survival instincts kick in. This is when they look up at what they will face if they just drive straight ahead. Do that, and you drive towards what you look at. A wall? Oh dear. KAPOW. Or they apparently ‘lift’ their bike in an attempt to slow down. KAPOW!!!
Alternatively, they keep focused on their goal: to make the corner. They look carefully at the path they want to take, have courage, and push all energies to deliver the right result. They put survival instincts aside. By focusing on getting it right, they survive, and triumph.
Bikie Don, pictured above, was telling me this story because I was taking assignments at discounted rates, and was reluctant to exit a couple of roles that basically paid my monthly household mobile phone bill. They were not ’natural’ to me, but – dammit- it was easy cash and helped me ‘survive’ as I built the dream.
“No,” said Bikie Don. “Get out of them. Free yourself to focus on what you want to build. Put your survival instinct aside. Choose your business and projects carefully, and stick to your price.”
Next day the phone rang. A one hour speech for a blue chip corporate. I wanted it. I gave my price. They said they wanted me, but I needed to do it for 40% less. That was their budget.
Thank you- but – NO. My price is my price.
In the three hours I saved by avoiding commoditising my offer, I worked hard to delivering bigger value to high growth relationships. I kept my eye on the road I wanted to travel. I focused on taking that corner and sticking the course. And my courage and conviction took a lift.
My heart was beating fast. Still is. It’s damned hard not to grab the life-vest and take the helping hand to ‘survival.’ These instincts take you to the lowest risk, and the lowest reward, says Bikie Don. But it does not take you to where you are aiming to go.
Here’s the question for you- in your role, business and career: “Are you choosing your business carefully- and are you sticking to your price? Are you overcoming your survival instincts?”
That prestigious corporate just rang back. They ‘found more budget’ and have met my original price. I’m doing the speech next week. Bikie Don might just be right after all. Vroom vroom!