How to Win When Your Value Is Invisible

That's your downside. And so, so much of it exists in our ears because we act as though that taking that step is going to kill us. Any logical [music] sane business owner will happily give you a fraction of money they have not made that you directly help them make. The issue that most people have is that they do not directly help them make it. And so, as long as you're clear as where the value is being provided and you [music] are the closest one to making that happen, you'll be able to negotiate more. And all of this just comes down to leverage, which [music] is how much you need them versus how much they need you. And the best way to improve your leverage is to gain more skills. I think the future of work, this is taking a slight left, but like I think the future of work is going to look like people coming with coming with their own AI agents into [music] business. It's kind of like uh like I'm going to come with my at least a methodology of installing or spinning up tens or hundreds of agents for a specific department. And so, like I'm coming in not as a person, but as an entire department or an entire function in the business. And so, you could take the aggregate amount of compensation that you used to have to pay for an entire department and pay that all to me or a fraction of that to me, and we are both better off as a result. And so, that's hopefully gives you a little bit of framework to think through, [music] but it really just comes down to like what you want. If you are content with your life, then dude, you already won. If you want to make more, then you have to take the steps that that come with taking more. The first one is asking for more [music] money, and the second is earning that more money, which you do by taking on risk. I operate a 20-year-old plus MSP, so master service provider, IT consulting, cybersecurity, and support with about 500 managed users. Now specialize in specific professional services niches. We When we do our job perfectly, there's no outage, breach, email fraud, etc. Prospects therefore compare providers uh by price per user because the value is invisible until something breaks. >> [music] >> You're saying when we do our jobs perfectly, nothing happens, right? When an airplane does its job perfectly, everything arrives on time, and you know, high five, no one cares. >> [music] >> But if I wanted to sell someone on why they should get on my plane, I'm going to talk about what is the chance that this thing goes down? [music] And also, what are the other inconveniences? So like and so one, if I were selling this, I would focus on how much does it actually cost you for an outage? Now, to your point of I can't guarantee no outages, fine.