My 2020 came to a dramatic close. Within several days, my faithful car of 15 years stopped running, my 6 year old computer ate the manuscript of the current book I'm writing and my ice-maker stopped working.
I was overwhelmed. How was I going to get my life back up and running?
I decided to apply some wisdom from the book I'm literally reading right now: Who Not How.
The point of the book is that when we want to get something done, the natural question is, "How do you do it?" According to the book, the better question is, "Who can help me do it?"
I asked myself, "Who can help me right now?" Then I remembered something that my colleague Brad told me years ago. "My party trick is telling people which car they should be driving."
So, I reached out to Brad. He asked me some questions and suggested a few cars to test drive. And he nailed it! I'm now driving a car I never would have even considered left to my own devices, and I'm delighted.
You are the WHO to your clients' HOW. What is their HOW? How did you come to be known as their WHO? What is the trigger for them reaching out to YOU? Clarity about the answers to these questions can help you dramatically accelerate your growth in 2021.
PS This story is a concrete example of the value of reading. That's why I'm so excited to be launching the Business Book Club. Over the next 12 months we'll read 12 business books and explore how we can apply the ideas to our businesses. If you have already joined, your January book selection should arrive shortly. If you would like to learn more, click here.