'No' is the second best thing you can hear.

  1. ‘Yes!’

  2. ‘No.’

  3. Everything else.

(Things you want to hear in a sales meetings)

Sales is pretty simple - people either want your product, or they don't. A quick 'YES' and you're all good to go. A quick 'NO' and you move on to the next lead. All the other things you typically hear (e.g. let me think about it, can we do something a little different, can we try for free) can potentially become a massive waste of time.

Continuous follow-ups, negotiations and meetings are a drain. They might turn into a 'YES', but usually, it's just wasted time that you'll never get back (3 months of negotiations that lead to nowhere anyone?). It might even be time that's better spent on another potential customer.

Instead of working on luke-warm leads, it's better to get people to say 'NO' quickly. It frees you up to work on other things. OR, it can also get the customer to justify why they're talking to you in the first place and show that they're serious (gets to ‘YES’ faster - counter intuitive, but it works).

So, first try to get a 'YES'. If there's no clear 'YES', try to get a 'NO'. And then move on.

You have limited time, use it wisely.

5 Reasons You Need a Coach

Business (or marketing) coach - what’s all the fuss?

All athletes (especially the top one) realise that they need coaches. Even though they might be at the top of their game and that their coach never 'made it', they see value in working with a coach. Why is this limited to athletes? What about business, or in our case, marketing?

Here are five reasons a (marketing) coach could help you.

1. You're doing OK - but you're not happy with OK

Coaching isn't limited to when you have a problem - they're incredibly useful no matter what stage you're in. If you've hit a plateau and believe you should be achieving a lot more, a coach could unlock things that you're not seeing. You're doing good, but you could be doing great.

2. You want to make more money

Yes, getting a coach means spending a bit of money, but what is the potential result of this cost? If a coach can put you in the path of 3x revenue, isn't the spend worth it? Isn't spending this money better than spending on marketing that isn't going anywhere? You could be looking at leaving easy money on the table, and nobody wants that.

3. You need an outside perspective

A fresh set of eyes can make all the difference - you might be missing what's right in front of you. There's a chance you might come to the same conclusions, but if instead of three weeks, you take one week - think about what you could achieve sooner.

4. You realise that you can only go so far

As much as you can learn everything, there's only so much you can do with your time. You can learn about marketing or niche operations, but it's much more cost/time effective to hire the right people. If you're working alone (or in a small team), it's better to focus on what's important (the product) and not get dragged down doing things that can help the business (marketing), but not your expertise.

5. Identify the real problems

A (good) coach can help with getting to the root of things. They can add value, not just by addressing the issues, but finding the underlying problems that need to be fixed first. Working on a business always feels like putting out fires left and right, when what you should be doing is finding the cause of the flames.

Not ready to work with a coach? How about a free 30 min consult to point you in the right direction?

Weekly Updates - We Don't Want Your Business!

Things we’re thinking about this week:


It has come to my attention that we don’t want to be in the same race as everybody else. Sure we have a business, and sure it’s important that we make enough money to pay salaries - but that’s about it. We DON’T have to keep growing our team and scale, we DON’T have to keep getting new business and we DON’T have to be exponential revenue growth year-on-year.

Yes, it’s good to keep growing, but it brings on a lot of other headaches. A lot of unnecessary stress.

So, what if we only worked on things we wanted to work on? What if we only worked with clients who we weren’t assholes? What if we only did work that we were proud of?

If we take money out of the equation (and this is a common question we ask people, but not businesses), what would we be doing? We’ve decided to do that.

This doesn’t mean that we won’t pursue more attractive clients - we will, but only ones who we REALLY want to work with. In fact, the time not spent on constant business development will be concentrated on doing that instead. New client every month? What about we just worked on a new client every 6 months?

We’re going to work on things we want to be doing. We might make less money in the long term - but even that might not necessarily be true. One thing is for sure though, we’ll be a lot happier along the way.