What Happens When You Share Everything? - The Answer Could Change Your Business
Today, I had one of those moments that sneak up on you. You know the kind: the ones that make you pause and rethink everything.
Today, I spotted a pair of sunglasses in M&S that caught my eye.
Stylish, practical, and just the right amount of flair.
I wanted to try them on and see what they looked like, but they were locked down with an anti-shoplifting gadget.
I wasn’t completely sold and didn’t want to flag down an assistant to unlock them, feeling that subtle pressure to commit.
So, I walked away.
Later, it hit me.
Businesses, especially ours, often lock up their sunglasses, metaphorically speaking.
Think about it.
M&S locked them up to prevent theft, but in doing so, they lost me as a potential buyer.
In trying to protect their product, they created a barrier for me.
They missed out on a sale.
The fear of giving too much away
We’ve all been there, haven’t we?
That little voice in your head whispers, “What if someone takes my free advice and never hires me?”
Maybe you hold back on LinkedIn posts or only share surface-level insights during consultations, afraid that if you give too much, you’ll have nothing left to offer paying clients.
By locking away your knowledge, you’re not protecting it.
You’re hiding the very thing that makes people want to hire you.
This isn’t just about missing out on connections.
It’s about creating space for someone else to swoop in and showcase the expertise you’ve tucked away.
Your unique perspective, your “sunglasses,” are the very reason people choose you over the competition.
So, how do you share freely while still keeping your value intact?
Let’s break it down.
Step 1 - Shift from scarcity to abundance
The fear of “giving it all away” often comes from a scarcity mindset - the idea that if someone gets your advice for free, you’ve lost a potential client.
But here’s the reality.
There are more clients out there than you could ever serve in a lifetime.
Focus on what makes your approach unique.
Your perspective, your way of solving problems - that’s what people hire you for, not just the information you provide.
And those who benefit from your free advice?
They become your biggest champions.
Maybe they won’t pay you, but they’ll refer you.
They’ll talk about you.
They’ll keep you top of mind when someone in their network needs your expertise.
Step 2 - Share the kitchen sink, but make it a puzzle
You don’t need to hand over everything at once.
Instead, think of your expertise as a puzzle.
Share valuable pieces, but not the entire picture.
For example, if you’ve got a five-step framework, share steps one and three in a blog post.
Save the deep dive into steps two and four for a webinar.
Offer insights that are actionable but leave room for curiosity so people need your expertise to put it all together.
This isn’t about withholding value.
It’s about showing your audience that while they can get started on their own, working with you is the key to getting the full picture.
Step 3 - Over-deliver and build trust
Here’s the magic of over-delivering.
When you give more than expected, you stand out.
People remember you.
They trust you.
Some will take your insights and run.
That’s fine.
They might not hire you, but they’ll remember who helped them and they’ll tell others.
Others will try your advice, hit a wall, and come back to you.
Why?
Because you’ve proven that you know your stuff.
Then there are those who’ll think, “If this is what they’re giving away for free, imagine what I’d get as a client!”
These are your buyers.
They’re the ones who see your free advice as a taste of what’s to come and they’ll pay for the full experience.
Remember my M&S sunglasses?
I walked away because they were locked up.
Don’t make the same mistake in your business.
When you share your expertise openly, you’re not just giving away information.
You’re building trust, showcasing your value, and creating a reason for people to choose you.
So, ask yourself.
What “sunglasses” are you locking away?
What insights, ideas, or advice could you start sharing today to show people what it’s like to work with you?
It’s time to stop holding back.
Let people see your value.
And watch as your generosity builds trust, connections, and ultimately, your business.
Because, as it turns out, freely sharing your best insights is worth its weight in sunglasses.
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