Every time I start to work with a coach, speaker or other, a mysterious event occurs within the first four weeks.
Their businesses take off. Long before they have written the book. Long before they have published it.
At first, I thought it was a coincidence. But it happens again and again. What is going on? The first two steps of my process sharpen my clients’ understanding of their market. They know precisely who they are talking to and what to say.
Their conviction and clarity grow, and this comes through in every sales conversation.
The renaissance artist, Michelangelo, famously said: “Every block of stone has a statue inside it, and it is the task of the sculptor to discover it.” He saw his job as removing the pieces of stone or marble that hid the sculpture.
Understanding who you serve is like chipping away to reveal your “sculpture”.