You don’t fire prospects.
Going along with your power of choice can help you be at your best with the people you like and care for. However, when talking with prospects, you don’t fire them. You can’t. What you can do is telling them no, which is withholding your expertise, advice or offering (your greatest power). You can’t fire them, because you never received payment from them. They’re not clients. You can’t fire them, because there’s nothing real at stake. They don’t have skin in the game —nor do you. Filtering…
It’s some kind of emo thing
That was Chad Smith, drummer of Red Hot Chili Peppers, after hearing (and playing) “The Kill” by 30 Seconds To Mars in one take —listening to it for the very first time. If you like music, you might enjoy this vid (if you haven’t already seen it bc it’s gone crazy viral). [My recommendation: If you’ve never heard the song before, check it out here.(3:51) Short version of the jam (3:46) here Long version (8:45) here ] Chad’s level of expertise is such that he goes into an unknown situation and…
Should you?
Should you get mad or upset when you get a new unsubscribe? Should you take it personal when you get a hard no on a sale? Should you get offended when receiving an argument against your argument? Truth is, I don’t know if you “should”. What I do know though, is that a… New unsub means they’re not quite your fit. Either not finding what you have, of value; not in the right time to keep reading you; or who knows. It’s not like you insulted them and called them names, right? No is the second…
Prep the room
So, you’ve got a gig, quickly got to see the patterns that are holding your clients back and you are ready to move on. You make things happen. You know what to change, how to pivot the approach, how to implement actions, put a plan in motion and so on. You make shit happen. And you hit resistance. Intellectually, your client is following your arguments and understands them. In principle, it’s only logical to implement your advice IF they want to get to the results they want. But they don’t…
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…
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?…
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…
Making the time
“How do you make time to write daily?” The same way you make time to do whatever you do daily: you don’t. This has been a question from a few friends of the list. And the answer is simple: I cheat. I don’t really “make time”. Here’s the hack: I write all day long. Meaning, whatever ideas come to mind, i write them down —however they come. The rule is: don’t edit, don’t look for fancy words —or even for the right words. It’s just a set of ideas. Often times without making any sense. And that’s…
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…