From my really, really limited understanding of ballet, first position is…well, the first position you learn. I guess that didn’t need explanation.
But in your business, first position has to be understanding this one thing:
You are not a sad sack of a product wrapped in plastic, hanging on a store shelf.
There is no price tag over your head.
In every transaction, no matter what you sell, you are one of two people in a negotiation to find a way to reach an outcome you both desire. You don’t need to “sell” yourself, but you must advocate. This right is yours, because you care and take care, and you commit yourself to creating the very best possible outcome.
You are a problem solver who solves a unique problem that no one else can. If you do not, then you have to find out what you do or how to do it. Because this is survival.
Having a business does not dictate that you put yourself in the position of the servant, begging for donations.
To serve and to be a servant are not the same.
Do not succumb to the assumption that price defines you. Which will be the first assumption of many, many of your clients, by the way. It is up to you to turn it around. And you must.
Price tags are for commodities wrapped in plastic sitting over at Staples.
You are an equal party in a journey.
So you deserve to be paid what you’re paid.
You must believe this, or else people will feel smell the blood and sense the fear. They will know. They will see through you, and it will seep into any relationship you have.
Fear can never underscore a successful relationship.
It leads to a fundamental doubt and even a distrust, festering and growing until your client’s perception of value swallows your own sense of worth.
You have to come from a position of power, not because for your own sake, but because the trust it earns is the only way you can do your best.
Take care of you.
Take care of the client.
And always return to first position.