If you’re trying to get into the mind of your customer, approach a pretty lady to ask for her number (or a handsome gentlemen for his…?), bring a new service to market, or launch an honest business…your enemy isn’t just the competition.
What you’re really battling against is everyone who has done it wrong.
Shoving a business card in my hand within moments of meeting me is not networking.
Setting your posts to be automatically tweeted is not “utilizing social media.”
Spamming your address book about your startup is not marketing.
Offering me a flyer as I walk by is not event promotion.
Texting “how are things?” is not staying in touch.
You can do so much better.
It’s a simple promise to make yourself: never make decisions from a place of scarcity, fear, or desperation.
If you find yourself struggling with this constantly (or, say…more than once), then what’s needed is for you to ensure that you’re operating in abundance, courage, and strength.
How do you do this?
The rest takes care of itself (or becomes obvious).
I’ve been playing around with kettlebells for a few months now with varying amounts of conviction. During a recent workout, I decided to actually follow the instructions and rest only for short periods between sets (which involved working out the entire body).
It was a different workout.
Usually I’ll rest for too long between sets, taking the time to make coffee, return a few emails, or go on vacation before returning to the punishment. After doing the workout as it was intended this time however, I was exhausted.
This reminded me of the sustained high-output effort it takes to make progress on anything worthwhile. Intermittent bursts of progress here and there are ok, but a consistent push is required to realize meaningful progress.
If your job involves sales and outreach, your routine likely involves multiple conversations with prospective clients. A call here, another call next week (that’s rescheduled for the following week…), etc.
You might be diligent about the followups and staying on the radar of your prospects, but I’m not convinced that this counts as work. Work is making what you’re selling discussion-worthy. Work is helping to build something that causes your phone to ring.
Work is doing what no one else has the guts to do, consistently, because that’s what’s needed.
Another one of the many lessons I’ve learned from my CEO recently.
There is no special praise reserved for working hard — that’s expected and required. You work a late night here, go without sleep there, do a lot of work behind the scenes for no recognition for months on end.
That’s great.
But the sooner you realize that working hard is not enough, the better off you will be. Add these to your list:
Doubling down isn’t enough for someone with your skill, talent, potential and ambition. And all those things are worthless if you don’t apply them!
“Much may be done in those little shreds and patches of time which every day produces, and which most men throw away.” – Charles Caleb Colton
Having access to different schools of thought can be helpful as you shape your persecutive on different topics.
And while it’s easy to ask someone what they think, it’s not easy to be in a genuinely receptive posture for their opinion. We often look for opinions that support our assumptions, which is what makes true and unbiased research so valuable.
You probably know a lot of really smart people, but you do their experience (and your relationship with them) a disservice if you lean on them to support your assumptions, rather than endeavoring to consider their input with an unbiased mind.
I’m sure you know people who say things like this:
“I’m going to learn PHP this year.”
“I really need to lose some weight.”
“My new goal is $20,000 in revenue per month.”
(Not your friends of course, but perhaps people who look like your friends.)
The truth is that most people completely avoid the hard work of making changes by talking about the changes they’d like to make.
When I quit my job (as I told my friends I wanted to do) and started freelancing, one of my mentees acted as if I had called an audible and joined the circus.
When pressed (since my intention to quit was clear for months), he replied, “I know you said you were going to do it, but most people don’t do the things they say they’ll do.”
In an age of hype, over-promising, and under-delivering, simply following through on the things you say you’ll do becomes revolutionary.
A fix involves addressing the symptom, a solution involves addressing the root of the issue.
To “fix” your sore tooth problem, apply Anbesol as frequently as the directions allow. The solution, however, might involve a root canal.
To fix a slow leak in a tire, you only need to keep your supply of fix-a-flat stocked. The solution, of course, is a new tire.
Fixes are tempting because they’re easy and make problems disappear quickly. Clients understand fixes, and it makes us look good to implement them rapidly. They are almost never worth the trouble in the long term, though.
That five minute email turnaround with good news is much less commendable when you can’t send the same email two days later (but need to)…
This is something I’m learning from my CEO right now, and I’ve found it to be helpful. The idea behind it isn’t complicated.
Instead of hashing out an optimized gameplan for peak productivity that’s disturbed every time your schedule is interrupted, why not determine what the essential items are in your operation and complete them, no matter what?
If you have a meeting that takes place at 6am ET every week and your speaking engagement in California requires you to get up at 3am, just act accordingly.
If your team’s project won’t be completed in time unless you spend an extra hour in the office without pay or recognition, just act accordingly.
If there are things that must be done for which you have no training, and that terrify you: 1) congratulations! 2) just act accordingly.