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Guest post by by Cass Mullane, Accountability Coach, Right-Brain Business Plan® Licensed Facilitator, Prosper Creatively, LLC

Part of my work as a business and accountability coach is to help clients think bigger and to expand their perspective. A great way to start the shift from small thinking to bigger thinking is to add a zero.

Here’s what I mean. Instead of saying your time is only worth $25 an hour, add a zero and make it $250 an hour. Instead of saying your workshop is only $45, make it $450 for the event. Instead of offering a $500 program, offer one for $5000.

Now, what normally happens when I ask people to add a zero is that their eyes fly open wide, their heads explode and they back away saying something like, “I can’t charge THAT!”

My question is always… “Why not?”

Setting the expectation of success requires us to think bigger than we currently do. It requires that we see a whole lot more value in our work and in ourselves.
It requires that some sort of change occurs. With that comes fear, and fear is probably the biggest impediment to anyone’s progress.

So I suggest that you begin to desensitize yourself to fearing the idea that bigger dollars are unimaginable, unattainable or un-anything by simply adding a zero to your conversations. Here’s a simple, fun three-step exercise that can help you turn start thinking bigger.

Step 1. Sit down with your accountability partners and tell them how much you’re going to bring in this month from a particular revenue stream or how much you’re planning to charge for a product or service. But instead of limiting the amount to what’s been the case in the past, add a zero! Start talking about that $45 dollar workshop as if it’s a $450 workshop.

Everyone gets to do this so all of you can see what it feels like to talk about yourselves with a zero added to all your revenue streams. It may feel a little weird as those doubts and fears start to rear their snarky heads, but push right past them, wave goodbye and carry on. Help each other add a zero to everything related to revenues. Make it a game, laugh about it, and continue to say it, over and over and over until you smile and start thinking about how awesome you and your work could be. Once you see that glimmer of possibility, you’re ready for the next step.

Step 2. Spend time thinking about what it would take to up level that workshop to support the $450 price tag. Think about what would have to happen to insert that kind of value into your event. Think about the venue, the content, the collateral, the flow. Really make an effort to put together a $450 event. Do the same with other services and products that you offer. Say you sell an eBook for $5… what would a $50 eBook look like? Say you have a $500 coaching package… what would a $5000 coaching package look like? This is where you can put your creative mind to work to flesh out the possibilities.

Step 3. Once you’ve really thought about what it would look like to add a zero to your offerings, turn your gaze onto your current offerings. You should be seeing them through new eyes. Do you see where you could improve your event, your product or your service? Do you see how you could really tweak what you offer to start the upward progress to a higher value? When you do, the sky’s the limit!

So what’s happened here is you’ve opened your mind to embracing the possibilities. You’ve stripped away some of your inhibitions and seen what could be possible with your own business. You’ve started thinking bigger… and your head has not exploded.

Do you see how you CAN add a zero?

Cass Mullane is an artist with an MBA. Cass’ calm, comfortable approach consistently yields positive results for clients. Her business and personal coaching practice, www.ProsperCreatively.com, specializes in delivering solid left brain business skills to right brainers and creatives in a fun, visual way. She’s a best selling author, textile and mixed media artist and creator of the Cool Stuff Jar™ coaching program. You can also visit Cass on Facebook!

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