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?…
That dark place of doubting yourself
Writing a proposal and sending it with 3 options. Commenting on it with friends and getting back “But this is not how things usually work here. You need to give a (daily/hourly) rate.” It makes you think if you approached it right. If the price was too high. If you need to show more value. If you need to prove it. if you need to keep giving freebies (and free advice). If the prospect will walk away because you’re too expensive. If —maybe— you thought too high of yourself and shot too high….
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…
Marketing is a two-letter word
BS Because it’s seen as a way to tame people. To work “like magic”. To convince them of what they don’t want. To build things around hacks. To win in business. To win in life. That’s how you get to… Creating scarcity Focusing on your brand Creating a personal brand Talk about “performative” authenticity Focus on personality-led growth Product-led growth Hourly rates Marketing is sales Marketing is tactical, not strategic Thought leadershit ESG and B-Corp stunts Certifications Selling…
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…
You’re looking for no.
One thing that comes up constantly in owners, founders, soloists and —really, anyone doing sales, is looking for the sale. How to close the deal. How to “get them to yes”. Here’s what happens. It puts unneeded pressure on something that could happen naturally. This is the moment selling becomes: All about your brand (spoiler: we don’t care [at all] about your brand. We care about our problems). All about presenting. All about convincing. All about the sleazy used-cars salesmen techniques we…
Everything is a negotiation
That’s how Chris Voss describes life —and the content of his book Never Split the Difference. While the principles are helpful, how it’s framed (in an overall, high-altitude view) tends to direct the conversations you’re supposed to have into a win. It’s seen as a ser of finite games. A hostage v. a victim. And that’s NOT how life works. When you choose to follow this “I need to win” mindset, you’re not quite giving others the option to say no. You’re fighting objections to get a final yes….
In long days
Today was a long day. So this is your reminder that: When you’re extenuated. Mentally depleted. Needing a break Or just had “one of those days” You can always say no to things, make a pause, and recharge. Taking care of yourself lets you take care of the others. I’m here.
About failure
What would you say the opposite of failure is? Let me know your thoughts on it. 🙂
A trend on failure
A bunch of replies to yesterday’s email “What would you say the opposite of failure is?” go into a set of themes. I find this fascinating. The opposite of failure: Success Safety (as in non-adventurous) Regret Success Creativity Learning Trying First thing to notice in all of these answers/themes (and that I personally LOVE): none of them said “To Win”. What do you see?