'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?

Sorry, It's Going To Get A Whole Lot Harder

Nobody Said It Would Be Easy

If doing good work was easy, everyone would do it (why wouldn’t they?). If anyone could do the job that you’re doing, then someone else would be doing it (or someone else would be assigned to it). You’re doing what you’re supposed to be doing because you’re the only one that can do the thing you do, the way you do it.

Thankfully, you can do it. Right?

Give Me 6 Weeks

Project Timeline - 6 Weeks Is All I Need

1. IF IT CAN’T BE DONE IN 6 WEEKS, THE PROJECT IS TOO LARGE

There are tasks (that can be done within the day or over 2-3 days), and there are projects that can take a week or more. Large projects can be overwhelming (and let’s be honest, we would all just procrastinate the first few weeks).

Six weeks means - 1 week to figure out and research if the project is worth doing; 2 weeks to dive deep; 1 week to fix assumptions and make tweaks; 2 weeks to finish everything off.

If you can do it in under 6 weeks, you can take on a bigger challenge. If it needs more than 6 weeks, break down the project into manageable pieces.

Small victories and rewarding work keeps you going.

2. THE FINISH LINE IS CLOSE (AND YOU CAN ABANDON TERRIBLE PROJECTS QUICKLY)

2 weeks is typically enough to figure out something is worth doing or not. 6 weeks allows you to figure out if your assumptions were made too quickly (it happens).

2 weeks in, and you’re only 4 weeks from reaching the finish line - challenging? Yes. Too daunting to continue? Probably not.

6 weeks isn’t even 2 months. You can work (honestly) through 6 weeks.

3. THERE’S NO TIME TO SIT STILL

6 weeks is not a lot of time. If you need to get something done in 6 weeks, you have to move quickly.

6 weeks forces you to move. There’s no time to waste. Thankfully, if you mess up, it was just a 6 week project, you didn’t waste 3-4 months on a project that went no where.

4. A WELL DESERVED BREAK

6 weeks of work, and take a break! You did it, you accomplished something! Just as important as tackling a 6 week project, is taking a 1 week break after.

Work isn’t supposed to be a non-stop slog. 6 weeks make everything (even if you hate it) bearable and manageable.

Whose Opinion Matters?

Who are you listening to?

Not all opinions are created equal. Time, experience, purpose (among other things) are important when considering other people’s opinions. You wouldn’t ask a mechanic for their financial modelling strategies (I don’t think), so why do we take opinions (and comments) from almost everyone so seriously?

When you think about it, there are a lot more opinions out there that don’t matter than comments that should matter. Being able to differentiate between them is hard - ignoring the bad ones is almost impossible.

You can start a business, and everyone has an opinion on something. It doesn’t matter if they have no experience in starting their own business, or never liked you - they all have comments. Usually it’s not very useful (bad). There also isn’t just ONE WAY to do things.

It’s possible that if we didn’t ever listen to outside comments, we would all be a lot more creative and innovative. No?

Being Honest

Honest (Constructive) Feedback

When was the last time you gave an honest answer when a waiter asked ‘ How is everything tonight?’ Do you give a generic answer hoping they will go away sooner, or do you actually tell them the truth (whether it was good or bad)? It’s completely understandable to want to get back to your meal (uninterrupted), but why do they even ask in the first place?

The waiter? He probably asks because he’s supposed to ask - he was told to do so because it’s a sign of quality. The owner/chef - they actually want to know the answer - if there’s a way they can improve their restaurant, they definitely want to know.

Like everything else, there’s real intention behind actions - however, they’re often lost. If you want the honest answer in your real life, you need to start being honest as well (treat people the way you want to be treated).