If you're naturally attracted to the consulting business then there's a good chance you suffer from this.
It stops you from charging what you're worth.
Causes you to say "yes" to projects you have a gut feeling aren't right.
Makes you hold off asking your prospects the tough emotional questions you know you should.
I'm talking about "Mr Nice Guy syndrome".
Seems to be hard-wired into us.
You like helping people. Enjoy solving problems others find difficult. Try to give as much value as you can wherever possible. Want to be liked.
And consulting is a logical outlet for these deep desires.
That's why there are so many gosh darn nice people in the consulting world.
It's also why the average marketing consultant makes about $57k a year.
You see, there's nothing wrong with being nice. You can build an OK business on the back of being a nice guy and hustling your butt off.
The problem is when your self-image of being a nice person conflicts with your desire to work with better clients, charge higher fees, and move up the income ladder.
And so instead of pushing a prospect to an emotional place with hard-hitting questions that cut to the heart of their problem and force them to face harsh reality -- a process that will greatly enhance your ability to command high fees -- your deeper desire to be liked rears it's head and you ask another boring technical question.
Or rather than telling an existing client the new website they want will be $15,000 instead of the $5,000 you charged last time, your desire to be consistent and not seem greedy causes you to say $5,000 even though you know deep down this isn't getting you to your goal.
Or you spend valuable time diagnosing a prospects pain and outlining a solution for them before they've paid you a cent... only to have them go with a cheaper provider.
Or you simply say yes when you want to say no.
There are a million different ways this plays out in the real world.
And it's a battle the self-image will always win.
At least in the long term.
So next time you catch yourself being nice, ask if it's because the situation truly warrants it, or if you're masking your true desires.
These type of conflicts sap your energy and destroy motivation.
Which is why I spend a fair bit of time with Tycoon Inner Circle clients reframing what it means to be a nice guy. And I show you how you can leverage this positive personality trait without sacrificing your results.