3 AM In the Morning

So I’ve been thinking a lot about, well sales. This video sums it up pretty well.

I have been focusing on a lot of things recently, coaching, youtube, France and my girlfriend and on top of all of that, work and my day job in AI consulting. I recently decided to say fuck it for everything but three things:

1. My girlfriend and relationship – we don’t have much time together and I want to enjoy it
2. Exploring France – again not much time, amazing opportunity to relax and explore
3. Going crazy as an AI Consultant and bringing in a crazy amount of business

My relationship is going pretty good, and for France I don’t want to think about it, I just do whatever I want. So let’s focus on the last thing.

I want to do exactly what Mark Cuban said. I want to be the best-performing salesman at my job. I want to take that experience to build my coaching business. I want to use my success to do consulting like I do coaching and have a lot of fun. I want to use my success to request more pay.

I want to learn how to master content creation. Build a social media presence. Build my connections. Get the reputation and respect that I’ve always felt I deserved.

The main conundrum I’ve been facing is this:

1. How much information do I give away?
2. If I give away tons of free information, what are they hiring me for?
3. If I give away free 30 minute sessions, does that mean I will never talk to them ever again?

After some meditation, I came up with the following thoughts:

1. I can give away everything
2. For focusing on their specific problem. The most difficult thing is not to come up with a solution it is to come up with a solution to the right problem (just like coaching)
3. No, I can always talk to them again. In fact, I can give away unlimited 30-minute sessions. However, it isn’t about the 30 minutes in the session that costs me a lot. It is the 30 minutes of research that I need to do before the call. It is the structure of writing out a plan for them that is costing me more.
4. I can always have more conversations with less prep or even more 30 minute conversations with them.
5. In the future, if they pay for consulting, they are paying me to invest more deeply into their solution. That means more research outside of the calls. That means more knowledge of their product and aligning my goals with theirs (just like in coaching).
6. If I wanted to sell educational products, the cost for me and the added value for them would be in the way I packaged the information. Not the information itself. For example, a special website, platform, a book or an app.

There are three parts of a solving a problem:

1. Having the knowledge
2. Transferring it to someone
3. Using the knowledge to solve the problem

When you create free content, you are mostly some #1 and some #2. I use a lot of my current knowledge + a little research + some production (design, videography, writing).

When I get on random calls with people, it is a little #1 and a little #2. I’m using my current knowledge with no research, and trying my best to transfer it to someone on a call.

When I get on “free” high value calls with people, I’m doing some of #1 and some #2 and a tiny bit of #3. I do a lot of research, use my current knowledge, trying my best to transfer the knowledge, and might even implement a small deliverable (like a roadmap, plan, strategy, or diagnosis).

When I’m doing consulting for them, I’m doing a lot of #1 and a lot of #3 with some #2. I’m doing tons of research, using my own knowledge, leading the charge on actually solving the problem (either building it myself, finding the right solution to buy, or hiring the people needed to build it), and doing a bit of education.

When I’m selling an education solution, I am doing a lot of #1 and a lot of #2. I’m doing tons of research, and spending a lot of effort on transferring the knowledge.