Captain’s log, stardate 20170813
Sent by Jonathan Stark on August 13th, 2017
FYI - I’m currently off-grid at a lodge on a lake in a remote corner of Maine. I’ll be back in the saddle on Monday, August 14th. In the meantime, here’s a popular post from the Inner Circle Collection:
Sent on April 12th, 2017
When people ask you what you do, what do you say?
Lots of folks come to me for help increasing their profits.
But before we can work on that, we have to figure out what it is they actually do.
It’s harder than it sounds.
You probably define “what you do” in terms of your expertise, deliverables, or activities.
But this is a very “me focused” approach and it’s usually not very effective.
It’s much more effective to be “you focused” by defining what you do in terms of client outcomes.
I’ll give you an example using something outside of the software world: therapeutic massage.
Imagine you meet someone at a barbecue. You ask them what they do.
Which of these answers do you find more powerful?
See the difference?
The first focuses on an activity the massage therapist engages in (it’s “me focused”). It forces any potential client to “connect the dots” between the activities you engage in to an outcome they desire.
The second focuses on an outcome that the client desires (it’s “you focused”) and uses language that is from the client’s world (“back in the game”, “sidelined”).
If you want to escape the hamster wheel of trading time for money, you have to start thinking about the outcomes you provide.
Once you identify valuable outcomes that you provide, you can price those instead of the activities you engage in to reach said outcomes.
This is the path to working less and making more (i.e., increasing your profits).
What do you do?