The Cost of Business That Nobody Should Pay

Being in business has many upsides: you call the shots, you set your prices, you are the only one you’re accountable to, you plan your days and vacations as you want, etc… And, to have all that, we know that there’s a price to pay: Long hours, patience, trial and error, sacrifice, and so on. […]

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Are You Trying to Push a Rope?

Further to yesterday’s article about prioritising growth-driving activities in your business… What if you try with all your might, and results just won’t show up? Instagram, Facebook, outreach, proposals, trade shows, networking… you know you’re doing the right things, and things should be working and improvements (or at least: promise of results) ought to manifest, […]

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How to Reduce Overwhelm, Get More Done, and Move the Needle on Your Business

Being human tends to be a spectacularly inefficient affair. The mind cranks away on thoughts that we’ve thought before, or on things that we fear but will never happen, or it’ll just happily churn away on things that are completely inconsequential for our well-being, relationships, growth, and indeed: sales. Meanwhile, our activities consist of a […]

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Evolution, Scarcity and Ethics

“Hey”, I said. “I thought you didn’t eat sugar?” “I do!” she replied. “But my parents won’t allow me, and in school I can’t because the teachers will tell on me. That’s why I always turn down birthday cakes and stuff”. A school excursion, and we were about 8 years old. This girl’s parents were […]

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Ethics vs Exploitation

“Excuse me, where can I find the bottled water?” I’m shopping at my local supermarket, which has recently been completely redesigned, and as a consequence it’s practically impossible to find anything. “Sure!”, he tells me. “It’s on the other side of the store, by the laundry detergent”. I sigh and mutter that since the redesign, […]

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Indispensable If You Want to Get Results With People

[Housekeeping note: I’m currently travelling, which has caused some disruption in my productivity – apologies for the intermittent service in sending these articles. Normal daily service should resume next week] If you’ve ever driven on the Boulevard Périphérique (the ring road around Paris), you’ll know that the French have a… well, very special way of […]

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Units of You

Any given day, you have a finite amount of energy to spend, both mentally and physically. Once used up, it’s time to rest and recover, and the next day you get another batch of energy. Kinda fun to be alive, isn’t it? I call this energy ‘units of you’. How much an actual unit is, […]

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Verbs VS Interrogatives: How to Ask Buyers the Right Kind of Questions

The more you ask, the more you’ll hear, and the more you’ll learn about why someone is looking to purchase your work. Which, obviously, gives you the information you need to figure out if you can or can’t help them. But the easiest kind of question to ask, is also the worst: Binary questions, which […]

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FOMO and the Inefficiency of Convincing

It makes no difference what problem your business solves: there are people who want a solution now, and those who don’t, not yet. And if you want your sales process to be effortless and easy, you’ll do well to focus on the ‘hungry crowd’, and feed them. But most business owners try to target everyone, […]

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It’s Only a Sale When the Money is There

“Yes. It’s a sale!” he tells me. I smile, pause, and tell him: “It’s not a sale until the money is there” – and he replies: “True, of course – you’re right”. He continues to tell me that he’s decided in favour of my proposal though, and he wants my help. In the end, it […]

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