• Sincerity helps to create torque.
• Pushing harder does not create torque, instead it often creates burn-out.
• Smart choices create torque.

What does it take to become a friend of another person?

• People like people who are alike
• People who share interest
• People who are helpful

Alternative take

• People like people who share values

Equanimity

Sincerity and steadiness create trust. A nervous, volatile, wary, stressed out character doesn’t.

One day Alice came to a fork in the road and saw a Cheshire cat in a tree. Which road do I take? she asked. Where do you want to go? was his response. I don’t know, Alice answered. Then, said the cat, it doesn’t matter. — Lewis Carroll, Alice in Wonderland

• Find the client
• Make the deal
• Prove the client right

Everyone has doubts, worries and — sometimes baseless — fears, especially after making a deal. Whatever it is, don’t leave your client alone. Stand by him, closely. Hold his hand. Demonstrate that you deserve his faith. Anticipate his concerns and act appropriately, don’t be a talker.

After sales communications

• Have your website answer questions customers are likely to have.
• Take the client’s call when he calls.
• Reply to his email as timely as possible.
• Don’t be stressed out, ever.

Don’t spoil the user exxperience, exceed the customer’s expectations. Make him a believer. Always.

Transparent Communication opens new doors for us to access a more extensive level of information in our lives. When we let go of our individual focus, we are able to experience the dynamics of life to a much greater extent. This allows us to move beyond the interpretation (understanding) of humans as objects in the physical world and thus experience humans from within.

If we recognise that rather than meeting people, we encounter realities in which these people emerge, based on what they believe and defend, we develop a deeper compassion and understanding. We are aware that in this world we all wear a false smile.

Once we begin to comprehend the inner experiences of others, and to create through our being, we make a quantum leap in our communication. We lift communication up to the next level of evolution. This helps us to acknowledge the true cause of many conflicts, looking beyond the symptoms to the root of the problem.

Transparent Communication is a way of life in which different levels of consciousness as well as different levels of development and intelligence are included. It requires of us that we engage in an experientially oriented exploration of life. Only then will we truly learn to comprehend the world as a form of exchange in which we share a common space of interaction and learn to recognize the cosmic addresses of conscious content. We are in direct relationship rather than being distracted by symptoms. A high degree of interpersonal clarity is thus achieved, supporting our authentic expression, not to mention an expansion of the collective intelligence.

This is the basis for a Higher WE.^[1]

A business model describes the rationale of how an organization creates, delivers, and captures value.

Personal assistance

This relationship is based on human interaction. The customer can communicate with a real customer representative to get help during the sales process or after the purchase is complete. This may happen on-site at the point of sale, through call centers, by e-mail, or through other means.

Dedicated personal assistance

This relationship involves dedicating a customer representative specifically to an individual client. It represents the deepest and most intimate type of relationship and normally develops over a long period of time. In private banking services, for example, dedicated bankers serve high net worth individuals. Similar relationships can be found in other businesses in the form of key account managers who maintain personal relationships with important customers.^[1]

Self-service

In this type of relationship, a company maintains no direct relationship with customers. It provides all the necessary means for customers to help themselves.

As for me, what I had emulated became second nature. Most of the time I can’t tell which mode is running. — Steve Blank

As more companies fail from a lack of customers than from a failure of product development a process to manage customer development is a good idea.

The Customer Development Model
Customer Development Manifesto
It Must Be A Marketing Problem

1. The insiders who know about technical things like ports, networks, settings, and Linux.
2. The consumers who think of the internet as a Rolex or an AMG S Class.
3. The rest of the world, who still doesn’t seem to know what all the fuzz is about.

User experience (UX)

The experience is what people who like a product/service crave, the thrill it promises. They don’t need to know the details, actually they hate them. And for sure they don’t want to fiddle with technology.

Give a great experience

Simple. It doesn’t have to be perfect from the start.

Make money

As the internet now is your primary business, your primary communication channel, and your primary sales channel — you need to make a profit.

Added value

Create something worth paying for. Give people a glass that is so good they will want to upgrade it to a bottle, and eventually buy a sandwich from you too.

It’s a lot harder to create something people love than to take something people love and figure out how to make money from it.

There’s a name for people who work for the love of it: amateurs. The word now has such bad connotations that we forget its etymology, though it’s staring us in the face. “Amateur” was originally rather a complimentary word. But the thing to be in the twentieth century was professional, which amateurs, by definition, are not.

That’s why the business world was so surprised by one lesson from open source: that people working for love often surpass those working for money.

That is one of the key tenets of professionalism. Work and life are supposed to be separate. But that part, I’m convinced, is a mistake.

Where everything is bad
it must be good
to know the worst.
— F.H. Bradley

1. Those who are frightened to make a mistake make no client. They are too blind to see the light.
2. Those who don’t know that they don’t know are a waste of time.
3. Those who know they need to learn are the ones you want to find.

How do you know?

• When the person you happen to talk to on the phone is open, that’s good.
• When you go to see someone and she makes the time to talk to you available, that’s good.
• When someone asks the right questions, that’s good.
• The absence of southern comfort is a bad omen.

Good products don’t come with good communications

Not automatically. I am constantly perplexed how half-assed even the most expensive brand names treat browsers interested in their goods. After a 1.5 hour sales conversation I regularly feel exhausted, too destroyed to even consider buying the service. Why is a bad user experience supposed to be part of the deal?

Do fish have dreams?

If you don’t have friendly words for people, that’s sad. If you have no permission assets^[1] how can you expect anybody to trust you. “Good communications“ are a lifestyle, one you breathe in and out.

Dazed and confused

Educating the clueless doesn’t work. Ever.

Need no real website?

In today’s world of social media you are your communications, not the replaceable product sitting in the shelves of a store. People who make good websites understand that.^[2]

Sometimes I have bad days. Capt. Terence McDonagh

Safari’s built-in Web Inspector is a great tool when it comes to building and developing web-based communications. Learn how to use it, then use it.

Minify

Minify your code. Skip the gadgets, cut to the chase. Stay with your core.

if ($brain != $max_potential) { $gulp_coffee++ }

Get up to speed now

Don’t overshare. Stop explaining yourself. Make it light and fast, then get it through the door. If you can’t do it others will.

A small village on the eve of World War One. A fierce Lutheran Protestantism that will admit no way of thinking unless it is true to the cornerstones of its faith. Ignorance poses as innocence. And the horrors that can spring from deeply ingrained discipline.^[1]