German barbershops & Consulting
Client in a German barbershop: “I need to cut off ONLY the tips —just ONE cm.” Barber: “Only one cm? Sure. Look, here’s the 1 cm. Looks good?” Client: Yeah. Barber goes straight to cut everything BUT one cm of hair. That client… was me. ???? Besides the bad moment of having my hair cut in the total opposite that i wanted it, it made me wonder. “Was I not being clear enough?” Ranting about this with a German friend he said something that made absolute sense only then: “Well, in a German…
Value, then Price
If you know what your customer values —what’s REALLY important for them, you have a head start. A head start to put a price that is less that what they gain —so it’s a no-brainer. A head-start to focus on what they really want —so it’s a no-brainer. A head start to ditch whatever would be a nice-to-have and look for the big wins —so it’s a no-brainer. A head start to seeing what to say No to way ahead on the road —so it’s a no-brainer. A head start to shift the conversation from hours, time,…
Those who
There is this podcast episode by Rochelle Moulton and Jonathan Stark that revolves around “Why ‘Those Who Can’t Do Teach’ is BS”. At a point, Jonathan pivots the question to “those who can’t teach do”… which brings me to something often times overviewed: Those who know how to, learn. Because here’s the thing Doing and teaching can even become mechanical and intuitive. But to know how to —that stage where you go from hands work to brains work— you need to learn. It’s an action you do, not…
Right people. Right Content. Right Time.
“Getting the right people to the right content at the right time” Bill Shander That is the mantra for the 4×4 Model for Knowledge Content by Bill Shander. It’s not about your content reaching the right people. It’s bringing them to your content. And it all happens from low to high commitments they (are asked to) do. It puts people first. Finds the right ones to get the content to. Content second. Light or heavy to consume? Time third. Is it the right context for them to consume it and get it?…
Another day in paradise
3 chords. No effort. Just a warm up. A world, epic riff that makes it stand out and recognizable all over the world (and time). That’s how this song was made. However, Dominic Miller’s first intention was to make it about the song and himself until he heard: – “That’s the riff!” – “Wait. Hang on a minute, mate. I’m gonna do something really epic that’s gonna show not only great your song is, but how great i am” (I’m just warming up!) When he understood it was not about him or about how epic…
New into the world
Sometimes businesses are like newborns. As you —in your consulting practice— get to help them, their transition into seeing things is transformative for them. They have their eyes closed (to a different perspective). Then they open them, but can’t make sense of things (yet). First they see shades. Then, high contrast (white and black). Then, forms (new to them). Then, familiar forms (to them). Then, shapes (and faces). They start recognizing the world around. They get to see things. Your job…
Don’t write daily
That is, if you have no interest in: Gaining clarity on your thoughts Finding deeper insights from your customers Thinking in new ways of the one thing you excel at Figuring out different ways to serve your market Stepping into your fears and make something out of it Leading (with your thinking, instead of with bullshit) Standing out in your market Taking a stand for something Delighting your customers Building your authority to be the go-to person for your right-fit customers. Don’t write…
The ugly one
“How do i wanna present myself? Do i wanna try to be like everyone else or do I want to try to make myself look as ugly as possible so that I can stand out and be stick out like a sore thumb amongst all these other people?” Oliver Tree That’s how Oliver Tree was created. His interview with Steve-O (yeah, the guy from Jackass) is filled with gems: How he sees everything someone does as art. How taking (calculated) risks can propel you to what you want. How not to take yourself too serious. His…
Defining your price
If your job is to lead your clients/customers into seeing new things and seeing things differently, how do you define the pricing of your help? What do you take into account to set a price for your offerings?
Changing why into how, what and when. And why.
Asking Why turns things personal AND complex. It requires that the one asked justifies and explains a thing, behavior, event. If it’s too close to them (eg. the owner and their decisions re: their “ugly” website), it becomes a judgment on what THEY decided. They get defensive. Reframing Why. Do think (to start) with why, just reframe it into How, What, When. Why do you work like this? → Explain to me. Justify, TO ME, YOUR decision. Get defensive. Another ways: What made you take this approach…
