Not Everything Should Be Shared

Love this quote from Ari Emanuel answering a Q&A about how he could not be on social media sites:

I don’t need your influence. I don’t want your information, so you don’t get mine. Not everything should be shared. If somebody wants to share their life, great. I don’t have to. It’s not required. So I’m not gonna fucking do it.

That, refreshingly, is an honest answer from an extraordinarily influential business leader. Sharing and social media is not the be all and end all for building and growing a succesful business.  Do what works for you and don’t waste your time and energy if it makes no impact on your business. 

And if you want to enjoy more straight talk from Mr. Emanuel you will REALLY enjoy this video from the 2010 web 2.0 summit (You will easily see why Ari on Entourage is based on Ari Emanuel).

Are You Fascinated By Your Clients?

From Tim Sanders “The Likeability Factor.” In it, he paraphrases a line from Dale Carnegie’s “How To Make Friends and Influence People“…

“You will win more friends in the next 2 months developing a sincere interest in 2 people than you will ever win in the next 2 years trying to get 2 people interested in you.”

My version…

“You will win more new clients in the next 2 months developing a sincere interest in 2 prospects than you will ever win in the next 2 years trying to get 2 prospects interested in you.”

Q: What if you approached (and targeted) each prospect because you were truly interested and fascinated by their business and/or the type of people they are?

How would that change your entire sales and marketing approach?

Are you fascinated by your clients and their business? If not, why not?

EXTRA CREDIT: Apply the same standard to your vendors/suppliers.

What if the sales process was fun for everyone?

Almost every business I have come across sells in a similar way. Call, meeting, live presentation, written proposal, negotiate and… pray.

It’s a tedious and painful process

I am certainly guilty of trying to follow the same path. Boy does it suck. If it sucks for one to do, how much must it suck for the
person on the receiving end?

If your sales strategy focuses on grinding the prospect into submission…you can’t complain when your clients act like a captured populace.

What if every interaction with a prospect was a good experience for both of you? What if you had fun creating and delivering them? What would that look, feel and sound like?


What would your first meeting be like?
How fascinating a read would your bid response be?
What would your proposal look like?
What kind of live presentation would you give?

I am not talking about what your PR or Marketing company tells you it should look, read or sound like. What would be fun for you to prepare and present?

Business Should Be Fun to Run

Business is supposed to be fun to run. It felt that way when you got started, right? But somewhere along the way, stress and complexity buried all the fun. Getting through the day became the focus in- stead of realizing your business’s true potential.

If you are nodding your head in recognition, this book is for you. You know everything in it already, but, as one of my favorite sayings goes, it has become “hard to read the label from inside the bottle.” ???is book contains sparks to remind you of the power of simpler times, the power of getting the basics of business perfect. Whenever things feel like they are get- ting away from you, whenever your business does not feel fun to run, the Business Brickyard will help you reconnect with your goals and passion while remind- ing you that the basics will support you always.

I stumbled into the Business Brickyard when I was thirty-three years old—although I wish I had re- membered it much sooner. I had recently sold the freight and logistics company I’d been running for six years (and working in for more than twelve); a big milestone in the life of a young business owner. But I felt as wrung out as if I’d narrowly survived drown- ing and only at the last minute managed to suck in a lungful of air.

What had started as a passion became a private hell. The years that led up to selling the company were a whirlwind of massive turnaround work and a daily knock-down drag-out fight for survival. I had bank pressure, staff problems, and poor-paying clients. Being caught in the middle of a never-ending “us too” spiral of matching services with competitors who had significantly more money than us sent us on that slippery slope of doing more for less. We had to scrape to pay the bills while trying to find the space (and time) to re-invent the company so it could live up to its promise of being “fun to run.”

I dreaded going to work each day. The weekends offered little comfort as they were just a time out when I couldn’t be in the battle. It was lonely, scary, all-consuming, frustrating and not what most people equate with business ownership—what, as I later found out, many, many others experience. When it was over, I realized how many years had passed by me. I owned part of a truly great company—a company filled with amazing people that served some terrific clients. But I didn’t enjoy the ride or have time to enjoy what made my company great.

Too many business owners are going through what I went through. Running a business has become too lonely a path. The more complex a business grows, the more a lack of having a rock-solid foundation will compound problems and divert attention to the wrong things. Scores of business owners wake up at (the proverbial) 2:00 AM agonizing over why they lost an account to the low- cost corporate behemoth, why their latest marketing blast isn’t making the phones ring of the hook, or they just have that nagging feeling that a lot more needs to get done. (For me, it was always the drive home that had me thinking of all the things that were not happening fast enough.) Everyone wants to figure out the “secret sauce” that will instantly propel his or her business to that elusive “next level.” What they really need to do is go back to their Business Brickyard.

The above is the introduction to my book: Your Business Brickyard – Getting back to basics to make your business more fun to run. I wrote it over 2 years ago and happen to sit down and read it again the other day. It is more relevant to the business owners I know and work with than ever. If you would like a free PDF of the entire book you just need to join my mailing list. No strings and just the occasional email note when I have something I think is worthy of sharing (The mailing list sign-up is at the bottom of every page of my web site). 

Reaching The Top 3% Of Your Industry

Put all those business books down, throw all the textbooks away
and just do the 1 thing that will never let you down.

After many years of listening to businesses, experiencing the service they provide and working with them to get things done I have come up with the one thing that will put your business in the top 3% of whatever industry you are in.   Here it is (Drumroll, etc…):

Do what you said you would do. Do it when you said you would do it.

There it is. Seems so simple and yet, how many interactions/experiences have you had where you can count on it?  How many follow ups do you send to people?  How many are you responding to? How many letters, emails and calls are you making/receiving with apologies for deadlines and promises missed?

When I stick to this rule clients come to me. You may want more magic but there it is.

Businesses, lost in a fog of promises not kept, long to find a company to work with that makes this simple rule real.  When I forget it? I lose credibility, create stress for myself and my clients and fall back into the blur of the crowd.

Your competition is not talking about it and your clients and prospects cannot wait to hear it.  So what are the steps you need to put in place so it becomes the rule your business NEVER breaks?  When?

Put it on your business cards, on the first slide of your presentation and at the top of every mission statement.

Welcome to the top 3% of your industry.

**Extra credit:

Do more than what you said you would do.  Still do it when you said you would.

Welcome to the top 1% of your industry.