Million Dollar Consulting® Mindset
From Alan Weiss
Volume 3 Number 2
Welcome to the third year of Million Dollar Consulting Mindset. Our mission is to spark new thinking and ideas for creating a thriving business and rewarding life. Hence, I'm changing the format slightly, striving to create quick ideas, easy to read and absorb. As always, I'm happy to answer questions if you send them to me and specify they're for MDCM.
Business: Focus on offense, not defense
The "prevent defense" in football most often "prevents" the team using it from winning! No one gains business by trying not to lose it. No defensive stand ever won new territory.
- Going after business for which you can develop interventions even if you don't currently have them in mind.
- Seeking referrals from people NOT doing business with you but with whom you have a positive relationship.
- Asking for video testimonials, not written ones.
- Implementing marketing gravity techniques which might not be in your current comfort zone (e.g., a breakfast or pro bono work).
Personal: You need to choose your avatars
Remember the old adage that you can choose your friends but not your family? Be careful, too many people aren't selective about their role models and avatars.
On Facebook, which is a giant vanity publishing platform, everyone poses as an expert. But an opinion isn't a fact, and even in a democracy, not all opinions are equal. Be judicious about whose advice you accept.
We often "outgrow" our informal mentors. That's what happens with bright, innovative people. Always look for "stretch," challenge, and even provocation in those to whom you look for advice and inspiration. If everyone agrees with you and you with them, you're merely preaching to the choir or rejoicing in their preaching to you.
You may need a new message.
Mindset: Do not sweat the large stuff
We hear all the time not to "sweat the small stuff," but I'd like to suggest that agonizing for hours over whether to fly first class and absorb the difference from the client's coach reimbursement has already cost you more than that difference!
What you often perceive to be "large" really isn't. If you were to average $5,000 per day in revenue, you'd have a $2.5 million year. That's two $50,000 contracts a month or four $25,000 contracts. It's the same amount of work to sell $50,000 as $5,000, so why not aim for the large stuff?
Thought from Alan:
Everyone has tough times. Those who learn from them and treat them as important experiences will always outshine those who are depressed by them.
The Capitalist Philosophers by Andrea Gabor.
© Alan Weiss 2013. All rights reserved.
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