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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How Do You Know When To "Kill" Something?
You have to know when to hold ‘em and know when to fold ‘em. Talking Points Signs that it’s time to kill off a product or service that you’re offering Differentiating between second-guessing yourself in the middle of a project and actually being ready to end the project Recognizing when a product or service that you’re offering is no longer making you happy Acting thoughtfully When changing things and trying new approaches doesn’t create new business or solve any problems, it may be time to quit Recognizing when you are or aren’t getting traction Changing your website Avoidance is not a good strategy Quotable Quotes “The first thing that occurred to me (because this is what happens to me), is I start to clench my teeth when I’m working on it or even when I’m thinking about it.” –RM “It’s usually client work where I just get exhausted by the thought of a particular thing, whatever it might be.” –JS “So, I’m sitting there saying to myself, oh my god. I have to invest more money to do more of what I don’t like. I mean, that’s just – that’s insane.” –RM “The first time it happened to me was in 2011, when I had like viral traction for an idea. And it like picks you up like a tornado and throws you.” –JS LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
How Do You Know When To "Kill" Something?
You have to know when to hold ‘em and know when to fold ‘em. Talking Points Signs that it’s time to kill off a product or service that you’re offering Differentiating between second-guessing yourself in the middle of a project and actually being ready to end the project Recognizing when a product or service that you’re offering is no longer making you happy Acting thoughtfully When changing things and trying new approaches doesn’t create new business or solve any problems, it may be time to quit Recognizing when you are or aren’t getting traction Changing your website Avoidance is not a good strategy Quotable Quotes “The first thing that occurred to me (because this is what happens to me), is I start to clench my teeth when I’m working on it or even when I’m thinking about it.” –RM “It’s usually client work where I just get exhausted by the thought of a particular thing, whatever it might be.” –JS “So, I’m sitting there saying to myself, oh my god. I have to invest more money to do more of what I don’t like. I mean, that’s just – that’s insane.” –RM “The first time it happened to me was in 2011, when I had like viral traction for an idea. And it like picks you up like a tornado and throws you.” –JS
Raising Your Rates
Are you ready to raise your rates? Talking Points Price points It can be easier for service providers to raise prices than for people who produce products to raise prices Hourly rates vs. price for a project Talking to clients about your rates How to raise rates with long-term clients How to quote per-project prices Pricing products instead of projects Pricing based on the benefits that you’re providing Why you should tinker with your prices Quotable Quotes “But for folks like us, it’s actually not that complicated because by and large, we’re not getting bulk discounts on anything, we don’t have, like, a supply chain or anything like that.” –JS “There’s all sorts of reasons why hourly rates are bad, there’s a couple situations where they can really work, but the thing that I find really difficult with them is you’re inviting your client to speculate about how you spend your time.” –RM “Folks who bill by the hour usually in their marketing don’t project themselves in a way that’s clear to their buyers exactly what the heck they do.” –JS “It doesn’t make them a bad client or you a bad consultant, but there are times when you just need to go out and get new clients, new people, experiment with different approaches and learn.” –RM
Raising Your Rates
Are you ready to raise your rates? Talking Points Price points It can be easier for service providers to raise prices than for people who produce products to raise prices Hourly rates vs. price for a project Talking to clients about your rates How to raise rates with long-term clients How to quote per-project prices Pricing products instead of projects Pricing based on the benefits that you’re providing Why you should tinker with your prices Quotable Quotes “But for folks like us, it’s actually not that complicated because by and large, we’re not getting bulk discounts on anything, we don’t have, like, a supply chain or anything like that.” –JS “There’s all sorts of reasons why hourly rates are bad, there’s a couple situations where they can really work, but the thing that I find really difficult with them is you’re inviting your client to speculate about how you spend your time.” –RM “Folks who bill by the hour usually in their marketing don’t project themselves in a way that’s clear to their buyers exactly what the heck they do.” –JS “It doesn’t make them a bad client or you a bad consultant, but there are times when you just need to go out and get new clients, new people, experiment with different approaches and learn.” –RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
David A. Fields - Making Your Business Work For You
Meet David A. Fields, author, speaker, and consulting firm expert. Talking Points How David got into the consulting space David’s website redesign David’s books, and the difference between the first and second books David’s writing process How books work as a marketing vehicle How David pictured his book fitting into his business model The difference between traditional publishing and self-publishing Advice for people who are considering writing a book What happens when you are the brand David’s story about speaking Speaking as a marketing tactic Quotable Quotes “What do you consider part of the writing process? Because there’s writing, then there’s rewriting, there’s having the beta readers give feedback and tweaking based on that.” –DF “If you want something fast, you get up on stage and you speak. If you want something enduring, you write.” –DF “It’s not worth holding back your book because you can’t get a publisher. If you’ve got a book to write, write the book.” –DF “I don’t consider myself a professional speaker. I’m a consultant who speaks.” –DF David's Bio David A. Fields is a true consultants' consultant who works with boutique consulting firms worldwide. He's a best selling author, speaker, consultant, and mentor. David also heads the Ascendant Consortium whose clients are who's who of the business world. Related Links David A. Fields
What Kind Of Growth Do You Want?
There are lots of ways to measure growth. Talking Points Not all growth is good Growth is often measured by the number of employees, but that may not be the best measurement Q Scores The difference between strategy and tactics Other ways to measure growth Progress vs. growth The importance of valuing yourself and your services Measuring growth by the number of clients Measuring growth by social media followers or subscribers Vanity metrics Different businesses will have different measures of growth that are right for them Quotable Quotes “This may be a uniquely American phenomenon--I think we define how many employees we have as almost a bragging right.” –RM “I don’t think it’s automatic that people think of profits as the money number counts as growth.” –JS “Just don't let what the external world sees drive you if it’s not what’s good for you.” –RM “For me, growth is all about funding the mission.” –JS Related Links A Company of One
What Kind Of Growth Do You Want?
There are lots of ways to measure growth. Talking Points Not all growth is good Growth is often measured by the number of employees, but that may not be the best measurement Q Scores The difference between strategy and tactics Other ways to measure growth Progress vs. growth The importance of valuing yourself and your services Measuring growth by the number of clients Measuring growth by social media followers or subscribers Vanity metrics Different businesses will have different measures of growth that are right for them Quotable Quotes “This may be a uniquely American phenomenon--I think we define how many employees we have as almost a bragging right.” –RM “I don’t think it’s automatic that people think of profits as the money number counts as growth.” –JS “Just don't let what the external world sees drive you if it’s not what’s good for you.” –RM “For me, growth is all about funding the mission.” –JS Related Links A Company of One LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Testing With A Tweet
Is it a good idea to use tweets for testing? Talking Points Paul Jarvis’s experience testing with tweets Why you need to identify an audience before running with a project What to do if you don’t already have a large email list or Twitter following Why you need to be able to describe your idea in a sentence or tweet What the market is good at Why it can be helpful when your followers shut down your ideas When you’re pitching a new idea, you need constructive feedback, not unconditional encouragement Make sure that you’re pitching to your target market Quotable Quotes “When I have an idea for something, I’ll just ask my list.” –JS “What that means for us is that we have no excuse not to test.” –RM “I’m not saying Facebook ads and Google ads don’t work, but they don’t work that great.” –JS “I also like when they just shut you down.” --RM Related Links Paul Jarvis Twitter Github LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Testing With A Tweet
Is it a good idea to use tweets for testing? Talking Points Paul Jarvis’s experience testing with tweets Why you need to identify an audience before running with a project What to do if you don’t already have a large email list or Twitter following Why you need to be able to describe your idea in a sentence or tweet What the market is good at Why it can be helpful when your followers shut down your ideas When you’re pitching a new idea, you need constructive feedback, not unconditional encouragement Make sure that you’re pitching to your target market Quotable Quotes “When I have an idea for something, I’ll just ask my list.” –JS “What that means for us is that we have no excuse not to test.” –RM “I’m not saying Facebook ads and Google ads don’t work, but they don’t work that great.” –JS “I also like when they just shut you down.” --RM Related Links Paul Jarvis Twitter Github
Paul Jarvis - Company of One
Today’s Guest is Paul Jarvis, designer, consultant, and author. Talking Points Paul’s background in tech and what he does now How Paul handles picking new projects and working with several different projects Paul’s testing process How to do things at scale without taking more time What Paul does with projects he no longer has time for How Paul attracts an audience for his projects Why Paul chose Sundays for his newsletter What “growth” really means The Company of One mindset Paul’s long game What success means to the individual Quotable Quotes “I know what questions you’re going to ask, and I’m going to answer them before you have to email me to ask them.” –PJ “I’ve killed off software products, courses, podcasts… so many things.” –PJ “Others are really good at managing; I’m really good at making stuff.” –PJ “I’d rather hire the top of market people to do what I need done, and I’d rather pay the premium of the top of market, A-list players, because I don’t need to manage those people.” –PJ Paul's Bio Paul Jarvis is a veteran of the online tech world, and over the years has had such corporate clients as Microsoft, Yahoo, Mercedes-Benz, Warner Music and even Shaquille O’Neal. Today, he teaches online courses, runs several software businesses and hosts a handful of podcasts from his home on an island off the West Coast of Canada. Paul's new book is called "Company of One: Why Staying Small is the Next Big Thing for Business", and is available for pre-order now.
Paul Jarvis - Company of One
Today’s Guest is Paul Jarvis, designer, consultant, and author. Talking Points Paul’s background in tech and what he does now How Paul handles picking new projects and working with several different projects Paul’s testing process How to do things at scale without taking more time What Paul does with projects he no longer has time for How Paul attracts an audience for his projects Why Paul chose Sundays for his newsletter What “growth” really means The Company of One mindset Paul’s long game What success means to the individual Quotable Quotes “I know what questions you’re going to ask, and I’m going to answer them before you have to email me to ask them.” –PJ “I’ve killed off software products, courses, podcasts… so many things.” –PJ “Others are really good at managing; I’m really good at making stuff.” –PJ “I’d rather hire the top of market people to do what I need done, and I’d rather pay the premium of the top of market, A-list players, because I don’t need to manage those people.” –PJ Paul's Bio Paul Jarvis is a veteran of the online tech world, and over the years has had such corporate clients as Microsoft, Yahoo, Mercedes-Benz, Warner Music and even Shaquille O’Neal. Today, he teaches online courses, runs several software businesses and hosts a handful of podcasts from his home on an island off the West Coast of Canada. Paul's new book is called "Company of One: Why Staying Small is the Next Big Thing for Business", and is available for pre-order now. LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Anatomy Of A Best Seller
Bestsellers don’t just happen on their own. What do you have to do to create one? Talking Points Big ideas Why you need to be entranced with your big idea A distinct point of view Delivering content that serves your ideal audience Build your email list Start building an email list a year before you launch Write the book that your audience wants or needs, but in your voice Approach where they are, not where you think they should be Repeat with new books Quotable Quotes “It’s not just about your topic, it’s about who you’re serving.” –RM “Delivering the content in advance – there’s so many advantages to that.” --JS “It’s not like there’s one way to success. There’s certainly a formula, but the formula needs to have your essence in it.” –RM “You kind of need to meet people where their awareness is. –JS Related Links James Clear Jill Konrath
Anatomy Of A Best Seller
Bestsellers don’t just happen on their own. What do you have to do to create one? Talking Points Big ideas Why you need to be entranced with your big idea A distinct point of view Delivering content that serves your ideal audience Build your email list Start building an email list a year before you launch Write the book that your audience wants or needs, but in your voice Approach where they are, not where you think they should be Repeat with new books Quotable Quotes “It’s not just about your topic, it’s about who you’re serving.” –RM “Delivering the content in advance – there’s so many advantages to that.” --JS “It’s not like there’s one way to success. There’s certainly a formula, but the formula needs to have your essence in it.” –RM “You kind of need to meet people where their awareness is. –JS Related Links James Clear Jill Konrath LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
How to Market Yourself Without Feeling Like a Sleaze
How to find a marketing style that you feel good about. Talking Points A lot of people have a false impression of marketing and sales and dislike marketing and sales because of that. Marketing is a way of making a change in the culture It’s easier to notice bad marketing models because good marketing doesn’t feel like marketing Marketing should help people as much as possible for free Pushy hard-sell tactics can turn people off If you believe you have valuable information that people should know about, you should share it People won’t magically find you. You have to let them know you’re there Know your audience, connect with them, and have empathy with them Find a way to deliver value with your marketing If you’re in a service business, you already help people. Incorporate that into your marketing Say no to get to yes Quotable Quotes “Marketers are people who make change happen – in particular changes in the culture, which are very hard to make.” –JS “In my mind, marketing is everything from how you position yourself in the market, to your overall messages, to how you reach out to a swath of your public.” –RM “Our clients have a lot of choices, and it can be hard to find you amongst everybody else that’s in your niche.” –RM “The more empathy you have for your audience, the more natural you’re going to be at it.” –JS Related Links Seth Godin The Secret of Selling Anything LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
How to Market Yourself Without Feeling Like a Sleaze
How to find a marketing style that you feel good about. Talking Points A lot of people have a false impression of marketing and sales and dislike marketing and sales because of that. Marketing is a way of making a change in the culture It’s easier to notice bad marketing models because good marketing doesn’t feel like marketing Marketing should help people as much as possible for free Pushy hard-sell tactics can turn people off If you believe you have valuable information that people should know about, you should share it People won’t magically find you. You have to let them know you’re there Know your audience, connect with them, and have empathy with them Find a way to deliver value with your marketing If you’re in a service business, you already help people. Incorporate that into your marketing Say no to get to yes Quotable Quotes “Marketers are people who make change happen – in particular changes in the culture, which are very hard to make.” –JS “In my mind, marketing is everything from how you position yourself in the market, to your overall messages, to how you reach out to a swath of your public.” –RM “Our clients have a lot of choices, and it can be hard to find you amongst everybody else that’s in your niche.” –RM “The more empathy you have for your audience, the more natural you’re going to be at it.” –JS Related Links Seth Godin The Secret of Selling Anything