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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What's The Best Home For Your Content?
What is the best home for your content? Talking Points Controlling your content Are you building someone else’s platform with your content? How search engine and social media platforms get in between creators and their audience Putting the same content in more than one place Knowing how much traffic you’re getting when you post on a platform Guesting on someone else’s podcast Sharing audiences Yelp as an example of not being able to control your content Platforms that can help you build an audience can also take you down Hedging your bets Breaking through the gatekeeper to get to an audience Working with editors Custom domains Controlling your links Quotable Quotes “Google being between me and the people I want to help – I don’t like it.” –JS “You do have to have control, at the end of the day, of your content.” –RM “If I’m going to be chipping away at something every day, you’d better believe I want those chips to fall in my basket, not someone else’s basket.” –JS “Own your content. Let it live with you.” –RM
How To Keep Producing Killer Content
How can you keep producing killer content? Talking Points How to measure engagement What’s repeatable about going viral Knowing your audience Understanding your audience’s baseline knowledge Terminology How often you should put out content Why you should write every day How often podcasts and videos should come out Separating what you have to do from what adds value but isn’t strictly necessary People trust videos more if they’re more natural Quotable Quotes “Killer content is content that engages your ideal audience.” –RM “If you know who you’re talking to, it dramatically increases the odds of being able to help them.” –JS “If you go from publishing weekly to every weekday, that’s five times more chances at bat.” –JS “There’s something about being accountable every single day that makes you literally look around you to find that inspiration.” –RM
How To Keep Producing Killer Content
How can you keep producing killer content? Talking Points How to measure engagement What’s repeatable about going viral Knowing your audience Understanding your audience’s baseline knowledge Terminology How often you should put out content Why you should write every day How often podcasts and videos should come out Separating what you have to do from what adds value but isn’t strictly necessary People trust videos more if they’re more natural Quotable Quotes “Killer content is content that engages your ideal audience.” –RM “If you know who you’re talking to, it dramatically increases the odds of being able to help them.” –JS “If you go from publishing weekly to every weekday, that’s five times more chances at bat.” –JS “There’s something about being accountable every single day that makes you literally look around you to find that inspiration.” –RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Take Your Summer Back
Are you ready to take your summer back? Talking Points How client work downshifts in the summer What you can do instead of client work during the slow season Planning marketing for the fall Taking care of things that you’ve been putting off or that weren’t high enough priority to get done at other times of the year What energizes you during the summer months Using the block of time to get yourself ready for the next thing or set yourself up for a new phase in your business Diversifying your income streams Ranking clients Rethinking your technology choices Cleaning up broken links and stale language Avoiding the hamster wheel Quotable Quotes “There’s all these little things that you can do that don’t usually make it up to the top of your priority list.” –JS “Take your summer back. Don’t just sit there at the whim of the client” –RM “There’s something about having a great idea to work on in the summer that’s energizing.” –RM “So when things slow down it does, for me at least, give me that headspace to be like “let’s sit back for a second and think about what’s working, what’s not working as well and what I could do to do more of the stuff that’s working.” –JS
Take Your Summer Back
Are you ready to take your summer back? Talking Points How client work downshifts in the summer What you can do instead of client work during the slow season Planning marketing for the fall Taking care of things that you’ve been putting off or that weren’t high enough priority to get done at other times of the year What energizes you during the summer months Using the block of time to get yourself ready for the next thing or set yourself up for a new phase in your business Diversifying your income streams Ranking clients Rethinking your technology choices Cleaning up broken links and stale language Avoiding the hamster wheel Quotable Quotes “There’s all these little things that you can do that don’t usually make it up to the top of your priority list.” –JS “Take your summer back. Don’t just sit there at the whim of the client” –RM “There’s something about having a great idea to work on in the summer that’s energizing.” –RM “So when things slow down it does, for me at least, give me that headspace to be like “let’s sit back for a second and think about what’s working, what’s not working as well and what I could do to do more of the stuff that’s working.” –JS LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Choosing An Unconventional Niche
Do you have an unconventional niche? Talking Points How to choose a specialization What you can find out when you go deep into a specific area Picking a niche that’s intriguing to you How much choice people really want The Why Conversation Focusing your limited resources onto a specific point Why you should do a search to see what clients will see when they search for businesses like yours Incorporating your interests or passions into your branding Why money-based decisions don’t help you find your niche Who you want your message to resonate with and who you don’t want it to resonate with Making changes for the better Experimenting with a change in order to test the market Quotable Quotes “Best practices only get you so far.” –JS “The easiest way to solve problems is to focus on some aspect of who you’re serving and figure out how your expertise can tackle that problem.” –RM “It’s like hope is not a strategy—luck is not a strategy either.” –RM “If you want things to be better, well, better is a change. You have to change something if you want things to be better.” –JS Sharing is caring! If you enjoyed this episode, please consider sharing it with a few friends who might find it useful. Thanks!
Choosing An Unconventional Niche
Do you have an unconventional niche? Talking Points How to choose a specialization What you can find out when you go deep into a specific area Picking a niche that’s intriguing to you How much choice people really want The Why Conversation Focusing your limited resources onto a specific point Why you should do a search to see what clients will see when they search for businesses like yours Incorporating your interests or passions into your branding Why money-based decisions don’t help you find your niche Who you want your message to resonate with and who you don’t want it to resonate with Making changes for the better Experimenting with a change in order to test the market Quotable Quotes “Best practices only get you so far.” –JS “The easiest way to solve problems is to focus on some aspect of who you’re serving and figure out how your expertise can tackle that problem.” –RM “It’s like hope is not a strategy—luck is not a strategy either.” –RM “If you want things to be better, well, better is a change. You have to change something if you want things to be better.” –JS Sharing is caring! If you enjoyed this episode, please consider sharing it with a few friends who might find it useful. Thanks! LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
The Twilight Zone
How do you handle the twilight zone between when a client buys your stuff and you actually start delivering it? Why the time between purchase and delivery is the twilight zone Different twilight zones for different products Explaining the onboarding process Giving buyers something to do while they wait for what they ordered Setting expectations Helping clients trust the process Envisioning what you want the client experience to be What happens in more high-touch sales scenarios How much contact you need when you’re billing by the hour Keeping clients engaged Quotable Quotes “You’re treating that book like a product, like a service, like part of your business. It’s not something that’s separate.” –RM “Even though I’m not winging it, I want it to feel like I’m not winging it.” –JS “For somebody to see that you’ve laid some breadcrumbs… it’s reinforcing. It builds confidence.” –RM “In a coaching situation, the person who’s being coached really does have to do all the heavy lifting.” –JS LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
The Twilight Zone
How do you handle the twilight zone between when a client buys your stuff and you actually start delivering it? Why the time between purchase and delivery is the twilight zone Different twilight zones for different products Explaining the onboarding process Giving buyers something to do while they wait for what they ordered Setting expectations Helping clients trust the process Envisioning what you want the client experience to be What happens in more high-touch sales scenarios How much contact you need when you’re billing by the hour Keeping clients engaged Quotable Quotes “You’re treating that book like a product, like a service, like part of your business. It’s not something that’s separate.” –RM “Even though I’m not winging it, I want it to feel like I’m not winging it.” –JS “For somebody to see that you’ve laid some breadcrumbs… it’s reinforcing. It builds confidence.” –RM “In a coaching situation, the person who’s being coached really does have to do all the heavy lifting.” –JS
What To Do When You Screw Up
What to do when you screw up. Talking Points How you can turn a screw-up situation around Thinking about how the story is going to be told How empathy can help you understand how the story will be told and how you can turn it around Asking clients to trust you after screwing up Avoiding defensiveness Helping clients dealing with difficult situations Responding to unsolicited criticism Remaining respectful in the face of aggressive criticism or complaints Quotable Quotes “We ask our clients to tell us what’s wrong, what isn’t working, to be vulnerable that they’re not perfect.” –RM “Step one for me when it happens is don’t get defensive.” –JS “Sometimes maybe it’s not about you.” –RM “Take a breath, think about the other person, try and be empathetic to their situation, try to see it through their eyes.” –JS Related Links: Getting More by Stuart Diamond Never Split the Difference by Chris Voss LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
What To Do When You Screw Up
What to do when you screw up. Talking Points How you can turn a screw-up situation around Thinking about how the story is going to be told How empathy can help you understand how the story will be told and how you can turn it around Asking clients to trust you after screwing up Avoiding defensiveness Helping clients dealing with difficult situations Responding to unsolicited criticism Remaining respectful in the face of aggressive criticism or complaints Quotable Quotes “We ask our clients to tell us what’s wrong, what isn’t working, to be vulnerable that they’re not perfect.” –RM “Step one for me when it happens is don’t get defensive.” –JS “Sometimes maybe it’s not about you.” –RM “Take a breath, think about the other person, try and be empathetic to their situation, try to see it through their eyes.” –JS Related Links: Getting More by Stuart Diamond Never Split the Difference by Chris Voss
Trusted Authority
What do you need to do to build trust as an authority? Talking Points Charlie Green’s mathematical equation for determining trustworthiness Getting feedback about what you need to work on How your website or marketing materials could reveal gaps in credibility Seeing your credibility indicators through the eyes of your ideal client Demeanor as a credibility factor Making and keeping promises Consistency Being on time Intimacy Making yourself vulnerable Building intimacy by asking questions Taking the low-status role How to look for self-orientation on your website Quotable Quotes “The easy box to draw is what the world sees as credibility.” –RM “I’ve had people tell me a bunch of times that my demeanor is what convinced them.” –JS “In a service business there’s a whole lot of collaboration with your clients.” –JS “One way to build intimacy is to ask questions – about them. And listen to the answers.” –RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Trusted Authority
What do you need to do to build trust as an authority? Talking Points Charlie Green’s mathematical equation for determining trustworthiness Getting feedback about what you need to work on How your website or marketing materials could reveal gaps in credibility Seeing your credibility indicators through the eyes of your ideal client Demeanor as a credibility factor Making and keeping promises Consistency Being on time Intimacy Making yourself vulnerable Building intimacy by asking questions Taking the low-status role How to look for self-orientation on your website Quotable Quotes “The easy box to draw is what the world sees as credibility.” –RM “I’ve had people tell me a bunch of times that my demeanor is what convinced them.” –JS “In a service business there’s a whole lot of collaboration with your clients.” –JS “One way to build intimacy is to ask questions – about them. And listen to the answers.” –RM
Charles Green - The Trusted Advisor
Charles Green, legendary author of The Trusted Advisor, shares years of wisdom on building trust with clients. Talking Points What a trusted advisor is Why people in the authority space want/need to be trusted advisors The trust equation How people view women and men in terms of trust Most trusted profession How taking risks builds trust Strength of ego The trust-building process Cues clients give that show they feel heard Trust mindset Social media and trust building What Charles would change now if he could How the book fits with Charles’s business model The evolution of the products and services Charles created around the book Quotable Quotes “A trusted advisor is someone you feel comfortable telling your innermost as well as your outermost thoughts.” –CG “The truth is trust doesn’t just aggregate naturally over time. It accrues in little step functions, moments when you say the right thing and somebody opens up to you.” –CG “If you aspire to be a trusted advisor to your clients, the wrong strategy would be sitting around aggressively waiting for the phone to ring.” –CG “We said it’s really not a data book, it’s more kind of a wisdom book.” –CG Related Links Charles Green Trusted Advisor Associates The Trusted Advisor - the book LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Charles Green - The Trusted Advisor
Charles Green, legendary author of The Trusted Advisor, shares years of wisdom on building trust with clients. Talking Points What a trusted advisor is Why people in the authority space want/need to be trusted advisors The trust equation How people view women and men in terms of trust Most trusted profession How taking risks builds trust Strength of ego The trust-building process Cues clients give that show they feel heard Trust mindset Social media and trust building What Charles would change now if he could How the book fits with Charles’s business model The evolution of the products and services Charles created around the book Quotable Quotes “A trusted advisor is someone you feel comfortable telling your innermost as well as your outermost thoughts.” –CG “The truth is trust doesn’t just aggregate naturally over time. It accrues in little step functions, moments when you say the right thing and somebody opens up to you.” –CG “If you aspire to be a trusted advisor to your clients, the wrong strategy would be sitting around aggressively waiting for the phone to ring.” –CG “We said it’s really not a data book, it’s more kind of a wisdom book.” –CG Related Links Charles Green Trusted Advisor Associates The Trusted Advisor - the book