How to make a living while you’re making a difference. A weekly show for independent professionals who want to go from six-figures to seven while increasing their impact on the world.
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Positioning + Pricing = Profits
How positioning plus pricing equals profits.Talking PointsThe concept of value pricingPrice vs. hourly rateSetting acceptable pricesPaul Newman’s RolexHow to differentiate yourself from the competition so that price isn’t the only distinctionHow big corporations choose between different pricesHow positioning affects your leverageWays to set pricesHow your prices can rise over timeHaving the courage to keep charging moreA fixed price can be a meaningful differentiationHow hourly billing punishes experienceSelling access to expertiseOwning your spaceImpact and influenceQuotable Quotes“If you’re renting yourself out by the hour, then you’re not pricing anything. That’s not a price.” –JS“When you lead with your hourly rate, it gives clients a point of reference that isn’t valid.” –RM“If your audience are big corporates, a lot of times they have to choose the lowest price.” --RM“If you are the obvious choice, then those other “competitors” are just not on the table anymore.” –JS LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Positioning + Pricing = Profits
How positioning plus pricing equals profits.Talking PointsThe concept of value pricingPrice vs. hourly rateSetting acceptable pricesPaul Newman’s RolexHow to differentiate yourself from the competition so that price isn’t the only distinctionHow big corporations choose between different pricesHow positioning affects your leverageWays to set pricesHow your prices can rise over timeHaving the courage to keep charging moreA fixed price can be a meaningful differentiationHow hourly billing punishes experienceSelling access to expertiseOwning your spaceImpact and influenceQuotable Quotes“If you’re renting yourself out by the hour, then you’re not pricing anything. That’s not a price.” –JS“When you lead with your hourly rate, it gives clients a point of reference that isn’t valid.” –RM“If your audience are big corporates, a lot of times they have to choose the lowest price.” --RM“If you are the obvious choice, then those other “competitors” are just not on the table anymore.” –JS
Dealing With Chaos
What to do when your business is unsellable at the momentStaying client focused while so much remains in fluxHow to apply your skills to the new reality your clients are in nowAvoiding a hoarder, everyone-for-themselves mentalityWhy helping clients and your audience is your best path forwardAvoiding sounding “tone deaf” in your communicationsStepping up and being a leader for those you serveLetting go of how you’ve done your business if it’s no longer workingThings you can work on nowDoing the next right thingAdapting to our new realityDiscovering new talents and superpowersUsing any newly quiet space to develop your ideasQuotable Quotes“The most effective thing you can do is focus on who you can help.” –JS“You do want to come up with ways that are client-focused for you to meet them where they are now…their new pains, their new anxieties, their new concerns or nightmares.” –JS“Even if you’re a soloist…if you’re out there, talking about your big idea, trying to make a group of people better in some way, you are a leader. It’s our responsibility at times like this to step up and lead.” –RM“There’s a hidden surprise in all this—when you start serving clients in a way you hadn’t expected, you might discover some new talents and even a new superpower.” –RM
Dealing With Chaos
What to do when your business is unsellable at the momentStaying client focused while so much remains in fluxHow to apply your skills to the new reality your clients are in nowAvoiding a hoarder, everyone-for-themselves mentalityWhy helping clients and your audience is your best path forwardAvoiding sounding “tone deaf” in your communicationsStepping up and being a leader for those you serveLetting go of how you’ve done your business if it’s no longer workingThings you can work on nowDoing the next right thingAdapting to our new realityDiscovering new talents and superpowersUsing any newly quiet space to develop your ideasQuotable Quotes“The most effective thing you can do is focus on who you can help.” –JS“You do want to come up with ways that are client-focused for you to meet them where they are now…their new pains, their new anxieties, their new concerns or nightmares.” –JS“Even if you’re a soloist…if you’re out there, talking about your big idea, trying to make a group of people better in some way, you are a leader. It’s our responsibility at times like this to step up and lead.” –RM“There’s a hidden surprise in all this—when you start serving clients in a way you hadn’t expected, you might discover some new talents and even a new superpower.” –RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
How To "Prove" Your Authority
How can you prove your authority?Talking PointsWhat evidence of authority looks likeClient testimonialsClients talking you upSocial media followingRegular speaking gigsGetting big guests on your podcastHaving a published bookFocusing on interviewees that your target audience will recognizeThird-party validation from a trusted brandBuilding relationships with major players in your field of authorityBeing the biggest fish in your pondQuotable Quotes“These signposts need to be difficult or everyone would have them and it wouldn’t be proof of anything.” –JS“I like the idea of clients talking you up.” –RM“It’s definitely a big deal to get big guests on your podcast.” –JS“It’s not about vanity, it’s about literally these building blocks in your authority.” –RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
How To "Prove" Your Authority
How can you prove your authority?Talking PointsWhat evidence of authority looks likeClient testimonialsClients talking you upSocial media followingRegular speaking gigsGetting big guests on your podcastHaving a published bookFocusing on interviewees that your target audience will recognizeThird-party validation from a trusted brandBuilding relationships with major players in your field of authorityBeing the biggest fish in your pondQuotable Quotes“These signposts need to be difficult or everyone would have them and it wouldn’t be proof of anything.” –JS“I like the idea of clients talking you up.” –RM“It’s definitely a big deal to get big guests on your podcast.” –JS“It’s not about vanity, it’s about literally these building blocks in your authority.” –RM
When Prospecting Builds Authority
When does prospecting build authority?Talking PointsWhat prospecting means for an authority3 different pivotsWhen prospecting is the perfect playShifting to a different audienceTechniques for getting your message outBeing a good listenerBeing interested in order to be interestingGetting feedback that starts conversationsHow to ask for feedbackHow reciprocity helps build a networkPracticing reaching out even when you’re not at a pivot pointQuotable Quotes“Prospecting is a natural part of what you expect to do, typically, when you start your own business.” –RM“The skills that you use to prospect are the same no matter what the pivot point.”“Another word for this that I hear used regularly instead of “prospecting” is “outreach”. –JS “I think everyone’s interesting if you ask the right questions.” –JS LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
When Prospecting Builds Authority
When does prospecting build authority?Talking PointsWhat prospecting means for an authority3 different pivotsWhen prospecting is the perfect playShifting to a different audienceTechniques for getting your message outBeing a good listenerBeing interested in order to be interestingGetting feedback that starts conversationsHow to ask for feedbackHow reciprocity helps build a networkPracticing reaching out even when you’re not at a pivot pointQuotable Quotes“Prospecting is a natural part of what you expect to do, typically, when you start your own business.” –RM“The skills that you use to prospect are the same no matter what the pivot point.”“Another word for this that I hear used regularly instead of “prospecting” is “outreach”. –JS “I think everyone’s interesting if you ask the right questions.” –JS
The V Word
What’s the V-word?Talking PointsVision shameWhere the confusion around vision comes fromImagining the way the world could be if your big idea comes to fruitionHow your mission relates to your visionThe big V and the little VYour valuesHow vision helps you filter out distraction and keep moving forwardChanging outcomes for the futureHow to articulate a visionFinding the vision in the storiesWorking as if you have a vision before you have oneWhat to do to uncover your visionQuotable Quotes“There’s shame around not having a clearly articulated vision.” –RM“It’s your vision for the future. It’s the way the world could be if your big idea comes to fruition.” –JS“Values is the kind of stuff that no matter what business you’re in, they’re not going to change.” –JS“Your vision is the story you tell about where you’re going.” –RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
The V Word
What’s the V-word?Talking PointsVision shameWhere the confusion around vision comes fromImagining the way the world could be if your big idea comes to fruitionHow your mission relates to your visionThe big V and the little VYour valuesHow vision helps you filter out distraction and keep moving forwardChanging outcomes for the futureHow to articulate a visionFinding the vision in the storiesWorking as if you have a vision before you have oneWhat to do to uncover your visionQuotable Quotes“There’s shame around not having a clearly articulated vision.” –RM“It’s your vision for the future. It’s the way the world could be if your big idea comes to fruition.” –JS“Values is the kind of stuff that no matter what business you’re in, they’re not going to change.” –JS“Your vision is the story you tell about where you’re going.” –RM
3 Questions to Ask Yourself in the Sales Process
What three questions should you ask yourself during the sales process?Talking PointsWhy you need to answer some questions yourself during the sales processWhat resources you need to serve the clientCalculating how your time and costs are incurred on behalf of a clientWhether the job allows you to work from your genius zoneKnowing when to say “no” to working in a different wayKnowing how to say “no”Burning out and checking outHow a particular project or client advances your authorityLearning and advancing your skillsetCreating momentum for your businessBeing intentional about broadening your target marketTreating other aspects of your business the same way that you would a clientTricking yourself into getting things doneGetting your business into alignmentQuotable Quotes“These are the kinds of questions that are going to help advance you, your business, and your authority, and I think we get into trouble when we don’t ask these kinds of questions.” –RM “If you’ve recognized in the past that clients tend to lead to more clients that are similar, then you’re really going down a rabbit hole.” –JS“Everybody’s genius zone is different. That’s the glory of it.” –RM“By definition, it feels like you have a smaller pool of potential opportunities. But the reality is that the exact opposite ends up happening.”
3 Questions to Ask Yourself in the Sales Process
What three questions should you ask yourself during the sales process?Talking PointsWhy you need to answer some questions yourself during the sales processWhat resources you need to serve the clientCalculating how your time and costs are incurred on behalf of a clientWhether the job allows you to work from your genius zoneKnowing when to say “no” to working in a different wayKnowing how to say “no”Burning out and checking outHow a particular project or client advances your authorityLearning and advancing your skillsetCreating momentum for your businessBeing intentional about broadening your target marketTreating other aspects of your business the same way that you would a clientTricking yourself into getting things doneGetting your business into alignmentQuotable Quotes“These are the kinds of questions that are going to help advance you, your business, and your authority, and I think we get into trouble when we don’t ask these kinds of questions.” –RM “If you’ve recognized in the past that clients tend to lead to more clients that are similar, then you’re really going down a rabbit hole.” –JS“Everybody’s genius zone is different. That’s the glory of it.” –RM“By definition, it feels like you have a smaller pool of potential opportunities. But the reality is that the exact opposite ends up happening.” LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Positioning vs. Branding
Do you know the difference between branding and positioning?Talking PointsUnderstanding brandingStories, actions, and visualsNarrow or broad focusPositioning as a first stepNot being limited by your existing skillsLearning new skillsWhen branding becomes criticalBeing intentional about your brandingTelling your story your own wayPersonal brandsFiguring out which stories and visuals will advance your brand with your audienceConsistency in brandingThe importance of the markDefining what makes your projects great or terribleThe value of storiesQuotable Quotes“To me the brand is what people say about you behind your back.” –JS“Literally everything that you do telegraphs a message to the people who are watching.” –RM“You can build authority without having had 25 years doing one thing.” –RM“If you keep at it, they get imbued with meaning, and it becomes meaningful to other people too, and before you know it, you’re leading a movement.” –JS LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Positioning vs. Branding
Do you know the difference between branding and positioning?Talking PointsUnderstanding brandingStories, actions, and visualsNarrow or broad focusPositioning as a first stepNot being limited by your existing skillsLearning new skillsWhen branding becomes criticalBeing intentional about your brandingTelling your story your own wayPersonal brandsFiguring out which stories and visuals will advance your brand with your audienceConsistency in brandingThe importance of the markDefining what makes your projects great or terribleThe value of storiesQuotable Quotes“To me the brand is what people say about you behind your back.” –JS“Literally everything that you do telegraphs a message to the people who are watching.” –RM“You can build authority without having had 25 years doing one thing.” –RM“If you keep at it, they get imbued with meaning, and it becomes meaningful to other people too, and before you know it, you’re leading a movement.” –JS
Time To Write
Are you making time to write?Talking PointsJonathan’s plans for 2020Doing more work without being a workaholicWhy Jonathan created a Slack channelMaking the time to writeWriter’s blockDeveloping and sharing your point of viewHoning your ideas and your audienceFocusing on the transformation of your ideal audienceMaking a commitment to writeThinking of writing as givingThe importance of editingStriving for excellenceGetting into the habit of daily writingQuotable Quotes“I started to feel myself going back to letting my brain stop. Like, check out.” –JS“I know that in order to write ten books that don’t completely stink in one year, I’m going to need a lot of help.” –JS“We need to have a challenge in our own mind about what we’re going to do.” –RM“You can’t say, “Oh, I’m blocked.” Just write. Just write something. Write anything.” –RMRelated Links10 in 2020 Slack