Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

Mind the Gap

You break the egg now, but it takes a while before it’s cooked and you get to eat it.

That’s the action-results gap, and it’s the cause of much entrepreneurial struggling.

Of course nobody minds having to wait for an egg to fry. It would be insane to expect it to be ready the moment we crack it into the skillet.

But with our work, we’re not quite as rational.

We put in a ton of work – be it creating a course, launching a funnel, or doing outreach…

And then we enter the gap, we don’t see immediate results, and then we get all frustrated and demotivated.

Because hey – what about all the work that went into it?!

Wasn’t that meant to get results?

Yes, but they show up when they do – not when we want them to.

And that moment, when we hope to see results for our actions but they’re in the future, that’s where (certainly in my case) we very often stop pushing forward on the actions we set out with.

And I can tell you: it’s tiring.

Starting something, expending ourselves, getting demotivated and then starting something new… such a waste of energy.

Which is annoying

So what’s the solution – how do we get through the action-results gap?

You set specific milestones that build up over time to the final outcome, then you carefully choose the actions that get you to the milestones, and next you relentlessly execute on those actions.

Because without consistent, strategically chosen actions and a commitment to working only on those things that drive you towards that singular goal, you’ll be flinging spaghetti all over the place, and you’ll burn up your most scarce resource: your time.

Pick one outcome.

Break it down into milestones.

Break those down into projects, then into subprojects, then into tasks.

Do those tasks, and if any idea, project or tasks shows up as a ‘great idea!’ but doesn’t directly contribute to your outcome: shelve it for later.

The only way to get through the action-results gap, is sticking with one plan, and ignoring everything else.

And if you want help in choosing the right actions and staying on track, check this out…

Cheers,

 

Martin

 

Absolutely Wonderful… or Not?

Some people are just a dream to work with. They show up on time, they ask ‘ok but how’ instead of saying ‘yes but’, they take ownership of change, and they make it exceedingly fun to be in business.

“THIS is why I’m my own boss!”

Others though, are a struggle to deal with, cost way too much energy, and make the process of serving them hard on you – and on themselves as well.

This is why every business owner needs to know who is their ideal customer.

But, that’s not enough.

You also need to know exactly who are the people that you do not want to work with.

Otherwise, you’ll be looking for the ideal client, and you’ll miss the signals that this or that potential client is going to be a major pain in the sitting apparatus.

And once those folk come through the door, dealing with them and serving them is going to be a hassle and a struggle.

So:

Make a ‘hell no’ list, of all the things that a client should NOT have or be, for working with you.

Then, spend some time thinking about what signals those markers to you.

For example, in my business, I can’t work and won’t work with anyone who doesn’t take full ownership of change. My clients need to own their problems. Otherwise, it’s a hard no.

So in the application questionnaire they fill out, one of the questions is: “What’s the biggest obstacle that stands in your way?”

If the answer is anything other than a clear signal that they themselves are the cause, it’s a no.

(There’s a bunch of other markers I look for as well, but this one is one of the biggest).

So make your ‘hell no’ list, and identify the different ways in which people could signal to you that they are people you ought not work with.

Next?

Better clients, more fun, less hassle.

Oh, and if you ARE the kind of person who takes ownership, and you want to upgrade your business and revenue, here is that questionnaire. 

No cheating on the crucial question though…

Cheers,

Martin

Or, You Could Stop Blaming Money

Money can bring out the best in people, and it can bring out the worst.

For example: When centuries ago Lisbon was hit by an earthquake, then a tsunami, and then a fire all in one day, the place was in ruins – and it was a very wealthy citizen who donated fortunes in order to rebuild.

As for examples where money brings out the worst… well, examples aplenty. Like the dude who bought a patent to an Aids medicine and raised its market price by – what was it? 3000%? Something crazy.

Where’s the difference?

In the person. Not in the money, because money is agnostic of right and wrong. It’s just a placeholder for value.

But, the more of a good guy or good gall someone is, the easier it is for that person to blame money, and call it – or subconsciously consider it – something inherently bad.

This is a problem, because if you Do Good Work, eventually money will start coming your way, especially if you think big and work long&hard on doing that good thing you do.

But, if you have a secret or not-so-secret hangup about money being bad, you’re going to constantly find ways to keep it out of your life, sabotaging whatever development is bringing the money closer.

That’s silly, and it’s a disservice to the people you want to serve, because the more you make, the more you can scale and reach more people.

So, stop blaming the money, and instead: want the money.

If you’re generous and your needs are covered, you can always donate, or support social good companies, and make money work for good.

But never, ever, blame the money – because *it* has never done anything wrong. People may have done things wrong with it, but as a tool, money itself deserves no blame.

And if you agree, and you want the money, and you can’t wait to get more of it so that you can use it to increase your impact, then let’s talk.

Because helping people make more is something I’m pretty damn good at.

Want that help, from me?

Then, let me know…

Cheers,

Martin

An Argument You’ll Win 100% of the Time

“Well”, said my coach: “You’re lucky I’m not buying that story, otherwise you’d really be in trouble”.

And once again, I was confronted with the fact that I was arguing for my own limitations.

Problem is, if you argue for your limitations, you’ll win the argument 100% of the time.

Like a few years ago, when my friend Tone said I should create slideshows and record videos and webinars and stuff.

“But I don’t know design! I can’t be on camera! Learning how to make slides makes me anxious just thinking about it!”

And so for years, I didn’t.

Nowadays though, I create slides on the fly, and in fact it’s one of my most fun activities.

But I argued for my limitations, won the argument (of course) and spent years not doing something that’s super fun and super useful for business.

Whenever you’re looking for reasons why you can’t, or shouldn’t, you’re arguing for your own limitations, and when you win, those (usually imaginary) limitations become a fixture.

Limitations are real, we all have them.

But what if you leave them, and argue for potential and possibility instead?

Because for every limitation you may have, you also have an opportunity, or a potential, that you can argue for. Gets you a lot further.

And that’s where coaching comes in – especially the accountability coaching programme I relaunched.

It’s fast: 20 minutes a week, to get you focused on the projects that most move the needle on your business, and to help you hone in on – and execute on! – the activities that get you the biggest results, the most efficient way.

Some of you who have spoken to me know that a regular, full-on coaching programme has a significant price-tag, but not so with accountability coaching.

Instead, I designed the method and process to be as efficient as possible for both of us, so that you can get guidance and keep moving forward, at a price that doesn’t break the bank.

If you want to finally make waves and you’re looking for help to keep you working on what matters most, hit reply and I’ll fill you in on the details.

Cheers,

Martin

 

He Not Busy Being Born…

I never got into Dylan, but I do know he’s an awesome poet – and I love me some good lyrics.

Saw this the other day – you may know it: “He not busy being born is busy dying”.

At times like these, that’s truer than ever.

If right now you’re not reinventing how you operate your business and marketing and sales – if you’re not working to reinvent yourself or rebirth your operations – you might end up in trouble.

Of course this isn’t new.

A business is either constantly being innovated and optimised, or it should expect ‘shock by change’, at some point in the future.

Soon or later, problematic or disastrous – trouble ahead unless we reinvent.

And if, at this moment, you’re trying to figure out how to reinvent things and you’re asking ‘How do I keep selling?’ rest assured that you can stop doing that.

If you want to keep selling, the question should be:

‘What are my people’s needs, right now, under these circumstances?’

This, too, applies to business under any circumstances – but if right now you want sales keep to keep rolling in, that empathic way of approaching your market will a) give you answers as to what solutions people need, and b) make you stand out from all the tone-deaf competitors who simply keep pushing out their offers, as if nothing has happened.

If you want to be busy being born, be busy learning people.

What do your people need?

What if you’d be in their shoes?

What’s it like to be them?

Cheers,

Martin

Every Business a Publishing Business

It’s said that every business is a publishing business, but I’d say it goes further:

Every individual is an independent publisher.

We publish all the time, it never stops.

We publish our thoughts, the food we make and share, we publish our helpfulness and our embrace, we publish our values and our goals and our tweets and our care and concern…

It’s all there, for everyone to see, so long as they pay attention.

Now why is it that so many businesses don’t get the attention they deserve – people don’t pay attention?

Because those businesses don’t make publishing a focal point in their marketing. They just do it willy-nilly, or as an afterthought, or as ‘content strategy, guys – we need a content strategy’.

At the far end of doing it wrong are the companies you bought something from 3 years ago, you never heard from them since then, and suddenly they mail you to say ‘We’re still open, despite the virus!’.

Yeah, wow. Man I suddenly love that company SO MUCH! *clicks unsubscribe*

A little bit better but still not the kind of publishing people really pay attention to: companies who only mail their list when they have a sale going on or something new to offer.

And then, there’s pretty much the holy grail of publishing: Seth Godin, who has been sharing a useful idea with his list 7 days a week, for years running.

And while your humble narrator isn’t quite as steadfast as Seth, I can tell you that sending daily emails is magnificently powerful.

It takes 20 to 30 minutes a day, and clients show up to work with me, when they’re ready, and all I need to do is share something that I hope is useful, daily, and publish it.

What could be easier?

Meanwhile, the process automatically creates a library of articles – actual assets – that I can repurpose and turn into books, trainings, slideshows and so on, creating more assets that I can then publish.

Whatever it is you do, you’re a publisher. And whether you write daily, or publish videos on Instagram or Youtube or articles for an industry publication:

It pays dividends to take your publishing seriously.

And that is one of the things I help people with: building a lightweight, easy to maintain publishing strategy that creates visibility, a loyal audience, and sales.

Are you ready to get serious about publishing your business, strategically, with minimal effort and maximum efficiency?

Then let’s talk, and see if I ought to help you…

Cheers,

Martin

Let’s Make Things Simpler

After receiving feedback on the training webinar, and how it was actually quite overwhelming for some of the attendees, I thought I’d make things simpler.

So, here’s a short outline that describes the system – intended for you to see how easy it can be to generate business, once you connect the dots…

Where the dots are:

– Your USP, or: the reason why people give you money instead of your competitor

– The current, urgent, changed needs your customers have

– And of course, the specific, narrow solution to those needs that you can offer.

I won’t go into the details here, because you’ll find the outline (10-minute read) in the PDF.

Meanwhile, I’m looking for a few people who are motivated and committed, but want some help staying on track.

Meaning: strategic planning, choosing the right milestones and actions, and accountability.

So if you’re switched on and working hard, but you’d like to be more efficient, more focused and get faster results, I have space for a few people to enroll in accountability coaching.

It’s the most affordable option to work with me and it gets you daily support by email plus a weekly strategy call – so if now is the time to get more results for your efforts…

Let me know and I’ll send you the details on how it works.

Cheers,

Martin

Stacking Your Assets

A list of customers is a terrific asset to leverage. If people have paid you before, there’s a good chance they’ll do so again, if you show up and talk to them.

Your specific, individual talent or ability – that’s another valuable asset. If you package it into a programme or system, you can&clone yourself, and get your work into the hands of more people.

(Incidentally, it’s why I built the IP to Profit system, to help you do exactly that).

Then there’s your values – the things you’d stand on a barricade for – that too is an asset, because when you identify and contact people with similar values, you instantly have rapport with them.

And there’s more: your team, your intelligent ability to think up solutions or systems, your likeability, your network… lots of assets, and each can be put to use for greater results. Assets to leverage.

What most people do, is take one asset and try to make it work. Create a course, and sell it. Analyse and segment your customer list, and get on the phone. Redress your ideal client profile, and start seeking more narrowly for people who match your values.

All that is good, useful, and can even be necessary?

But what if you stack your assets?

What if you make each one work better, and together, and have your assets work to leverage each other?

Look at all the building blocks you have, all the assets present and under-utilised…

What if you stack them?

What could you build?

Cheers,

Martin

Making People Happy

Sane and ethical people don’t just want the money: they want their buyers to be happy they bought, as well.

But wanting happy buyers isn’t enough.

Not if you don’t also want the money.

If you don’t have financial goals for your business, and you only measure how happy people are, or how many of them you have, you’re working to reach a moving target.

How much happy? How many people happy? How scalable is your happy, given that you’re not looking at the financial goals that enable you to re-invest, scale up, reach more people?

I meet a lot of wonderful people, committed to doing stellar work and serving clients.

But everyone I meet who only wants happy customers but does not also want to reach narrowly defined, specific money goals, struggles.

And you don’t have to struggle.

All you have to do is want the best of both worlds: want happy buyers. Want the money.

Cheers,

Martin

Rising Tides

Yeah it’s a messy time, and yeah every business on earth is under stress…

But while some are under threat and the stress threatens to crush them, others are under stress because suddenly, in this changed world, there’s so many opportunities.

The restaurant that kept all their staff and went full-on delivery based, they’re under stress – the good kind.

Zoom, who saw their userbase go sky-high in a matter of weeks, is under good stress.

Online educators, the smart ones, are suddenly able to reach and sell to far more students than before: people have time, have more disposable income, and there’s only so much Netflix one can ingest.

And there’s a large demographic of people who are keen to learn things but never had the time. So I predict that the online learning market is going to grow massively.

Now what do all these have in common?

They benefit from a rising tide.

Sure you can look at how the tide has fallen across industries, and lament how people just ain’t buying. But that does you no good, and it won’t land you in contracts where you get to serve your people, either. Double-bad.

So instead, move towards the rising tide. If you read some articles on entrepreneurialism and how people are adjusting their businesses, you’ll find plenty of smart moves people are making, that you can borrow from and implement for yourself, in order to also get lifted by the rising tide.

Because while the economy may change or slow down, it’s not going to stop. And parts of it are going to rise, in a big way.

Go towards the rising tide, and I’ll bet there’s one in your industry as well, if you look close enough.

Happy to have a conversation about what that looks like in your situation. Just let me know you want to talk, and we’ll set up a time.

Cheers,

Martin

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