Kenny: Today we’re going to be talking about what types of habits matter for consultants and why they’re important. We’re going to do a little bit of debating around the power of less, the “more out, less in” philosophy, so less consumption and more productivity.
We’re going to cover habits, actually increased your ability to attract ideal prospects of what makes you magnetic, magnetic habits.
Again, a little bit more on the habits that will give you more free time, peace of mind and overall success.
Today we’re going to cover a question from one of my clients and we will then move on to the Tip of the Week and Andrew has got a really good tip this week and again it’s around producing good habits which is really good and it’s going to be a really cool app Andrew is going to talk about.
Then we’re going to move on to the Inspiration of the Week and today I’ve got a really good inspiration and it’s something that’s local and close to my heart. But it kid of has a message for everyone out there and certainly you, if you’re a consultant and you want to make change and you want to have visions and live those visions. So that’s going to be really good. Then we will tell you what’s going to happen on next week’s show.
So first of all let’s talk a little bit about what types of habits matter for consultants and why they’re important. So if you want to just start Andrew, that would be great.
Andrew: Yeah, I really want to emphasise there are two types of habits we will be talking about today. So our podcast is focused on helping you become a more magnetic consultant, helping you attract more clients.
So some of the habits we will be talking about today can directly help you do that, things that will very – you can see the connection between the habit and how you better attract new clients.
But the second set of habits we will be talking about is just as important and those are habits that will give you more time and more energy and more peace of mind during your day, so that you can then spend all that on activities that help you attract better clients.
So it’s really important we focus on both and not just what’s going to directly enable you to get better clients. But it’s also going to improve your overall life, overall time management, so that you can then have the ability to spend your time and energy on the tasks that really matter.
So Kenny, I know you had a big list of items. What would you say you would like to start with today?
Kenny: Well, if we’re going to start with the more productive essence of habits of a consultant, I would like to – obviously I mentioned before the philosophy that I adopted. I started adopting this about – probably about four, five years ago. That was the power of less.
So more productivity, less consumption because it’s so easy Andrew to just take in lots of information. I think we mentioned on last week’s show and maybe the show before that we’re getting hit. If you live close to a town or a city, you’re getting hit with around about 5000 sales and marketing messages every day.
So everyone is trying to ram information down your throat. So what I’m suggesting today is to follow the philosophy that I live my life and that is I’m on a constant information diet and I’m at the constant productivity gym Monday to Friday.
What I found with this is it has given me a much healthier business and also a healthier lifestyle. So where I would like to start with this Andrew is actually the first place anyone should start if they want to be more productive, is to start recording and monitoring your current activity.
It can be really enlightening when you do this and what I use is an app called Time Doctor. That kind of stamps in my time so when I start on something and then I can hit the button and it will record when I stop working on that.
That for me has been enlightening because sometimes you will look and you will think that you’ve just done a full day’s work of eight hours in a day. Then you look at it and you look – there has probably been about six hours of productivity if that, because there has been several breaks in between.
But some of the stuff that you’ve been doing has not been productive at all, surfing the internet, for example.
So I think recording and monitoring is the best place to start. Do you record and monitor anything?
Andrew: I do. So I use FreshBooks for tracking time I’m spending on different client projects for example as well as some of my own lead generation time. But I also just started using an app similar to what you’re talking about. It’s called Rescue Time.
Andrew: Where you can enter – you can – it basically records everything you’re doing on your computer. You can tell it in advance whether certain activities are productive or more time wasters.
That’s it. You don’t have to do anything else. So just send your report every week about how you spent that week and how much time you actually spent that was productive by your own definition.
It really is eye-opening. We tell ourselves we work an eight-hour day or a twelve-hour day or whatever. That’s not all work and to really see how it breaks down can be a big wake-up call.
Kenny: Yeah, absolutely. I’ve used Rescue Time in the past and the good thing about Rescue Time is you don’t need to input anything. It kind of measure what app you’re using and kind of gives you a report the end of the week.
Andrew: That’s the easiest kind of habit to maintain, the kind you set up once and forget about. So I highly recommend it.
Kenny: Exactly. Now, the next thing I want to talk about is ideas. If you’re like me, then you will have ideas popping out here, there and everywhere. Now, if you act on ideas, then you probably won’t get anything done because you will be following your ideas and your new ideas all the time.
But also at the same time Andrew if you don’t do something with those ideas, then you’re going to be slightly preoccupied. So what I always say is file your ideas for later. What I use for that is Evernote and you can go and set up a free account at Evernote.com.
The next thing I want to look at is the philosophy of getting the most difficult task or usually the most important task out of the way first before you do anything else, before you switch on email or do anything. There’s a really good book for it by Brian Tracy called Eat That Frog!
It basically means if you were told to eat a frog and you had to eat that frog, when is the best time to eat it? Is it best to eat it now at the beginning of the day or let it fester and get smelly throughout the day?
It’s the same with your tasks. It’s usually those tasks that seem most difficult and daunting that do fester throughout the day and preoccupy you if you don’t get them done.
So get them done. Get them out of the way and there’s another really good book that has got similar philosophy that I really love and it’s a book called The One Thing by Gary Keller and this talks about not just finding your one thing and your one skill and your one passion. But it’s also about what’s the one thing that you can do, such by doing it, everything else will be easier or unnecessary.
Now asking yourself that question about – for example, what’s the one thing that you really want to achieve in the next five years? Well, to get that one thing, what’s the one thing that you can do? It might be a big thing. Such by doing it, everything else will be easier or unnecessary.
Then break it down. What’s the one thing you could do this year that would massively help you get towards the one thing that you want to achieve in the next five years? So what’s the one thing that you can do such by doing it, everything else will be easier or unnecessary?
Then you can break it down again by month and then by week and then by day. So every day, if you ask that question in the morning or the day before, you start in tomorrow’s task, what’s the one thing that you can do, such by doing it, everything else will be easier or unnecessary?
I found Andrew that that philosophy just really helps, just that one question.
Andrew: That one question is the thing. For anybody listening today, if you take just one thing away from today’s podcast, make it this, the one thing idea.
It’s a fantastic book. It changed my life and it really answers a lot of the questions you’ve already brought up Kenny like, “How do you eat that frog and how do you get more time in the day?”
When you get into it – and the guy who wrote The One Thing also provides a number of worksheets and tools to help you out. There are lots of ways to make this really work. One thing that’s really helpful here is something called time blocking. That is blocking off certain times of your day, certain times of your week to make sure you focus on specific things that need to get done.
By the way, that means that you really do focus on that one activity during that period. Everything else is secondary. Everything else, it’s OK to wait. You have to get done what you block off the time for.
One thing I integrate that with one-thing planning is that most of my mornings during the week are spent on my one thing, getting my one thing done.
Whatever I figured that out to be for the day and often that can be a big, hairy, disgusting frog, I get that done first because just imagine if every day, every morning you get done one big important thing, especially something that has been hanging over your head for a long time, you get it done before lunch time even. Imagine how much better the whole rest of your day is going to feel.
You’ve already had a productive day by lunch, right? Get your one thing done earl.
Kenny: As Gary Keller says, the rest of the day is gravy after that.
Kenny: So which brings me nicely onto what I call – I got this from Ed Dale. He calls it CFT which is “critical focus time” and which is like you say, it’s blocks throughout the day. Now we all work at different lengths of time as our optimum time to work. It might be different times of the day.
For me, it’s getting stuff done in the morning is really, really important to me. Now critical focus time means blocking off certain parts of the day and actually giving yourself a break and then moving back on to another critical focus time. So CFT is what we call them.
There’s a philosophy called Pomodoro and I don’t know who came up with it. I think it was a guy who was really learning how to study for his degree and he worked out that the average human being, we have a 25-minute period where we can be really, really focused. So he used this little Pomodoro clock and that’s why he called it the Pomodoro technique.
Basically, he says work for 25 minutes solid, then have a five-minute break. In that five-minute break, you don’t do anything to do with the task. You do something that’s going to relax your mind or something completely different. Then work for another Pomodoro which is another 25 minutes, 5-minute break. Then another Pomodoro, five-minute break and then another Pomodoro and then have a bigger break. It might be a 10-minute break or a 30-minute break to have lunch.
He blocks off his days in what he calls “Pomodoros”. Now for me, 25 minutes is too little. Sometimes I’m just really starting to get going after 25 minutes. So what I do is I do 50-minute blocks and you should do whatever suits your body clock really. I do 50-minute blocks and I do my Pomodoros in the morning. So I do 50-minute blocks, 10 minutes break, 50-minute blocks, 10 minutes break and then 50-minute block and then I will have a bigger break after that.
Usually Andrew I’m able to get my one thing completed by that time, sometimes two or three things. Those big, hairy frogs, get them out of the way using the Pomodoro technique or like Ed Dale says, the CFT, the critical focus time technique.
Andrew: There’s a subtle reason why that Pomodoro technique works especially well and that’s because we’re giving ourselves a limited amount of time to get something done. There’s a maxim that the amount of time it takes to complete a project expands to fill the amount of time that you allow for it.
You will be amazed. If you give yourself 25 minutes or 50 minutes to complete a project, well, you will get it done usually in 25 or 50 minutes. If you give yourself three hours to complete the same project, well guess what. It’s going to take you three hours to get that project done.
It’s a psychological thing. We end up finding distractions or spending more time on trivialities than we should. But if we have that urgency, then it keeps us focused. We will just be a lot more productive.
Kenny: Correct. Also you’ve got the deadlines in there and they’re very – like you said, they’re very short deadlines because deadlines are very, very powerful. Now, that brings me on to email. If you’ve ever looked at any productivity books, they’re all pretty much saying the same thing. Do not look at email first thing in the morning because you can become a slave to email. You will let it run you if you’re not careful.
So again, I look at my email once I’ve completed all of these important tasks. So usually, right about afternoon time, just before lunch. Also talking about email, I have all sorts of filters set up so that emails that aren’t important to me, not hugely important to me, they go into filters or if you want Outlook, you could set up rules, which basically means those emails don’t even come into my inbox. They go into files or folders where I can go and check out on them in my time. So they’re not running me. I am running them.
I’m always unsubscribing as well. There’s a really good tool to actually mass unsubscribe from emails and that is called Unroll.me. That will allow you to mass unsubscribe from all of those stupid emails that seemed good at the time that you signed up to, that you know you’ve probably not looked at in months.
So unsubscribe from them all. Get them all out of the way and set up rules and filters so that emails that are not hugely important that you don’t need to see immediately and act on immediately go into files and folders.
Andrew: Yeah, I love that Kenny. I took your tip on that a few weeks ago and used Unroll.me. I was shocked to see that I was signed up to hundreds of mailing lists, things that just accumulate over time and you completely forget about.
With just a few clicks, they’re gone and my inbox is so much less filled with junk. It’s – which correlates to distraction. I want to really emphasise or kind of talk about the higher level concept of what you were saying before about not letting your email run you.
This gets back again to the focus on the one thing and everything else. When you know the most important thing you should be working on, then you better have the ability to tune out the less important things.
I think of an example of this back to when I was working in high tech and I was working in a cubicle and of course people are coming by during the day to ask questions or work on different projects. A lot of people who stop by my cube would be surprised by how I behaved when I get a phone call because we would be talking about something, the phone would ring, and most people would just expect me to stop my conversation with them, pick up the phone, handle whatever that is and then get back to them.
When I just let the phone ring, they would say, “Andrew, aren’t you going to answer that?” My answer is no because that’s a distraction. You’re the most important thing right now. I need to focus on this. Whoever that is, that’s – maybe it’s something important to them or urgent to them. This is more important to me. You’ve got to be able to have that philosophy of being OK with letting other people’s urgency, urgent priorities, take a second seat and spend your time on what’s most important to you.
So a lot of these techniques we’re talking about are ways to help you do that. Focus on what you need to do for your business. Let other people’s priorities come second.
Kenny: Exactly. What you should have said to them when they said, “Why aren’t you answering the phone?” you should have said, “Because you’re now the most important thing to me. But before you came along, I was working on something much more important and you disturbed that.” And then …
Andrew: So next time, please make an appointment, exactly.
Kenny: Yeah, exactly. But talking about emails as well, it’s very important that you train other people to email you properly as well. So if you do work with lots of other colleagues and stuff and they send to – you know, CC you into absolutely everything, tell them to actually put the word “urgent” with an asterisk next to it if they actually want you to respond to it or in the subject because again then you can make sure that anything that has that word is not filtered into another folder.
But also keep your emails short and concise because this will then train your recipients to do the same. Sometimes you get people who write novels for emails and if everyone did the same, you just wouldn’t get through your email.
Andrew: That’s great. When you tell them that unless they make it clear that they need you to take action, you won’t.
Andrew: That makes them think about, “Well, do I really need Kenny to do something right now with this or is there another way to handle it?” rather than just what a lot of people do, sending out a blast of emails and expecting other people to figure out what to do. It just wastes their time, waste your time rather.
Kenny: Yeah. I remember reading a productivity book many years ago and I think the author said something along the lines of, you know, with subordinates, they come to you for solutions all the time. Just make sure that you train them to always bring two solutions to their problem to you if they still haven’t got a solution. So that basically trains them to actually create solutions of their own because people will just lean on you. You will become their helpdesk unless you train them properly.
Andrew: That’s exactly. Right. When I was managing an engineering team, I had to train the staff to come to me and not say, “Andy, what should we do here?” but come to me and say, “Andy, here are a few options that I’ve developed. What do you suggest?”
Andrew: And that makes all the difference.
Kenny: Yeah. We’ve covered email pretty well though. There’s probably a whole show we could do on email. But I just wanted to move over to checklists as well.
I think if you’ve got repetitive tasks that you keep doing time and time again, then make sure you create checklists and then try, if you can, at working out how you can automate those tasks or outsource those tasks where possible.
So any task that doesn’t absolutely need you, then work out a way of trying to automate or actually indeed outsource it if you can’t automate it.
Andrew: Kenny, I want to circle back to something you said earlier in the show because I think it actually deserves a little more attention. The idea of having a system to capture all your ideas and thoughts and actions during the day and you mentioned using Evernote as a way to do that.
This is really so important because you’ve talked before about the concept of the open loop. This is actually a technique that we use in marketing to entice people to read further or listen longer. We create an open loop, a question in their mind, something that has to be answered and that keeps them from leaving. It gets them to stick around and keeps their attention on this.
Well, our tasks also create open loops in our minds. If you have an idea for something you think you should do or something comes through in your email that you think you need to act on, it may not be important right now. But you can’t forget it. You’ve got to make sure it gets done at the right time.
If you don’t have a system that you trust to put that thought into, to remember for you, then it’s going to just stay weighing on your mind. All these different things that you think you should be doing, they will sometimes be conscious thoughts, sometimes unconscious thoughts. But they’re there taking up mental space and mental energy unless you get them out of your head.
So you need a system like Evernote or the getting-things-done system that I will be talking about later, where you can get all these things out of your head, on paper, into an electronic system, so that they’re there. You can stop worrying about them and get back to spending your time on what’s important right now.
Kenny: Absolutely. Next I want to just move on to actually consuming content because it would be great if you never had to consume any content. But unless you do read up and keep yourself abreast of new technologies or new ways of doing things, then you will grow old and you won’t grow very much in the process.
Now I like to use Feedly and Feedly allows me to aggregate all the content that I used to look at separately. Now comes into one place and what it does is if you like certain websites or blogs, you can have them all come, all of their RSS feeds into one place. I used to use Google Reader but now we use Feedly because Google Reader is no more.
Feedly is really, really good because what it allows me to do is in one shot, I can see all of my feeds and I can see the titles of the feeds. I can look down and go through, scan them, and look at the ones that stand out to me that are most relevant to me and what I’m doing right now. Then act on it by looking at it and consuming the information very, very quickly.
I do this at the end of the day Andrew. I don’t do this at the beginning of the day because it can be dangerous because if you start consuming at the beginning of the day – and that’s why email can be dangerous as well because if somebody sends a very interesting email at the beginning of the day, it can set you on a different direction. It can set you on a tangent and therefore the brain can be very sneaky and you can kind of – just because something feels like it’s urgent because of the way somebody has written it, because it triggers certain emotions with you doesn’t necessarily mean that it’s important.
Andrew: It doesn’t even have to be urgent. Just the fact that there is some other options beyond eating that big, hairy frog that’s sitting in front of you, it’s so easy. It’s so easy to get distracted with that.
Kenny: Yeah, it’s a beautiful distraction. So always aggregate. Always consume at the end of the day. Use Feedly if you want to aggregate that content in a really succinct way.
Of course you’re going to be getting lots of ideas when you read content because that’s what happens. So when you get these ideas, whilst you’re consuming this content, again just add it to Evernote. The good thing about Feedly is it integrates with Evernote as well. So you just need to click one little button and it will add it to your folder or whatever folder you choose in Evernote.
I want to finish off with what we mentioned last week. I think it was last week. We mentioned WinStreak App. I want to mention it again just in case people didn’t listen to last week. That is record your wins. At the end of the day record your wins and I generally write down three – two or three wins that happened during that day. It’s important as well to reward effort as well as results, because as I mentioned last week, sometimes you put the effort in but you don’t get the necessary results because maybe somebody else didn’t turn up to the party.
But at least you showed up and at least you put the effort in and it’s very important that you reward that effort because when you keep rewarding effort, you will be more motivated to keep putting that effort in.
Andrew: These habits aren’t just about freeing up time. They’re also about getting your energy the way it needs to be, to keep you moving head, and focusing on wins is a very important way to keep your energy up and keep your motivation going.
You mentioned Feedly before. I’ve used Feedly for a long time. One very important thing that it does is keep all those items, all that content out of your email inbox. So it’s not there to distract you. It’s in its own self-contained area. You can access it when you choose to rather than when the author wants you to. Again that helps give you more power there.
Kenny: Yeah, absolutely.
Andrew: So I do have a couple other things to include in this section Kenny. One is getting back to the idea of eating the frog. Actually the biggest difficulty most of the time that we have with accomplishing a big, significant difficult task is just getting started. It’s just determining the right next step and getting started on it.
For that, I’ve had this visualisation technique I learned years ago that is extremely helpful that I want to share here. It takes just three minutes.
Here’s what you do. If you’re facing a big, hairy frog, right? Some big task you have to get done. You’ve got the time set aside for it. You’re just having the hardest time getting started. Here’s what you do.
Force yourself to sit still. Close your eyes and then envision that task in as much detail as you can. Everything about the task, what it would look like to start it, what it’s going to look like in the middle, what’s it going to look like when you’re done, what it’s going to feel like when you’re done.
What this does is help you visualise every piece you need so that you can actually get started on it. It gives you the energy. Actually seeing what needs to be done gives you the energy to go and start doing it. I can tell you as many times as I’ve used this three-minute technique, I’ve never lasted three minutes because it doesn’t take very long to get that energy up and then open your eyes and start moving. So it’s a great way to just start eating that frog.
Andrew: One other thing I want to mention is a tool called Time Trade. It’s a way to schedule meetings with folks. So if you do have meetings with prospects, meetings with clients, meetings with partners, it can take a lot of your time. If you’re just emailing back and forth or calling back and forth to try to set an appointment, tools like Time Trade provide an automated way for you to do that. You send out a single link. They can go – the other person can go and see what’s available on your schedule as you’ve said it. Then with one click, you’re done. You’ve got the time arranged.
That does a couple of things. Not only does it save you a lot of time, but also trains these other folks that this is how they get your time. They don’t just email or call you anytime they want. You have specific time slots for speaking with them and they get used to that idea and that also frees up your time.
Kenny: Yeah, absolutely. Another little app that I might just mention here as well is Focus@will. So if you go to www.focusatwill.com, it’s a great app. What it does is it has lots of different types of music that have certain beats and it allows you to trial them out to see which kind of alpha wave, if you like, is going to be good for you to get you completely focused while you work.
I personally – I don’t like having any music while I’m working but I know so many people who have used this and said it has just really massively increased their focus. Apparently, it’s combining neuroscience with music.
Andrew: Yeah, I use something very similar. It’s called Songza.com and it helps you easily pick different music that might work for your particular mood right now.
I like using one that’s just a background of people working in a coffee shop, right? So it’s – you don’t hear distinct voices or music. It’s just a nice background or there’s one for working in a park. But when I need energy, I turn on some fast music beats and it helps you with that too. So music can be a great way to help you get through what you need to get through right now.
Kenny: Yeah, absolutely. Yeah, I just wanted to cover the habits that will help you attract more clients, so be more magnetic. So I know you had a few that you wanted to talk about.
Andrew: Yes. So far, we spend most of our time talking about ways to get more time, more energy, more focus, which are all critically important for every consultant too.
But there are few that are very directly impactful to attracting more clients and there are two I wanted to mention.
The first is keeping in regular contact with your email list and followers. That’s a very important habit. We spend so much time and effort to get people to opt into your email lists and if we’re not using that, then that’s a tremendous amount of wasted potential because there are so many cases where somebody likes what we have to say, likes us, may want to work with us in the future. But it’s just not the right time right now.
You want to keep those people around you. You want to keep reminding them about who you are, about what you can do for them. So that when the time is right, you’re going to be top of mind. You do that by regularly keeping in contact. You might send out a weekly newsletter, a monthly blog post, weekly podcast, whatever it is, something to keep your email list fresh and so that you stay top of mind. That’s an extremely important habit for consultants to cultivate.
The second one I want to mention is using CRM systems, client relationship management systems, to help you keep your most important relationships healthy. For most of us, we don’t need a full-fledged CRM system like Salesforce.com but what even the simplest one can do is remind us when it has been a long time since we’ve contacted a particular person in our network.
So if there are folks who are good referral sources for us or potential partners for us or potential clients down the road, a simple CRM system can just send you a regular reminder saying, “Hey, you know what? You haven’t talked to this person in a while. You haven’t sent them an email in a while,” and then you can go ahead and do that.
This is really important because you don’t want to wait to contact somebody until the day you have a favour to ask. You need to keep the relationship going. You want to keep asking yourself when you contact them, “How can I help them today?” and then when the day comes that you have a favour to ask, it’s much more likely that they will be able and willing to help you.
Kenny: And they call this the chat mate theory and I heard this again off Ed Dale. He gets two mentions today and I remember hearing this back in 2006 from Ed. It’s about just staying in touch with people in different places if you can as well, which kind of brings me onto my tip for this, which is either use HootSuite or Buffer.
So if you have social media accounts and those social media accounts are there to keep in touch with your prospects and you really want to be interesting to them. Then it might be a good idea to post interesting information so whether that’s your own information or indeed other people’s information, so new stories or important information or great blog posts.
A great way to do that is by using tools like HootSuite.com or Buffer.com. What they allow you to do is post either simultaneously the same blog post on – or the same link or whatever you’re sharing on your various social networks.
You might want to post to Twitter and LinkedIn at the same time. But it also allows you to schedule posts. Like I mentioned before, it’s a really good idea to batch your consumption.
So if you are consuming information via Feedly.com, then whilst you’re consuming that information, you might spot some really good stuff that’s going to be great for your audience. But you might spot maybe 10 pieces that are really good for your audience.
Now, you don’t really want to post all of those on Twitter if you use Twitter for example at the same time. So what HootSuite allows you to do and it does indeed integrate with Feedly is – and so does Buffer. It allows you to schedule those posts. What it does as well is that you can auto schedule it. So you don’t even need to pick a time in the future.
It will just auto schedule it at the time when it knows most of the people in your audience are going to be on Twitter. It will also separate them, space them out as well, so you’re not doing them all at once. So I think that’s a really good way to use the chat mate theory to stay in touch with your audience with interesting stuff.
Andrew: It’s genius. It gives you an automated tool for helping to enable this very important habit of staying in touch with your fans and followers. It’s great.
Kenny: Exactly. So they are the tips we use on a daily basis to create good habits for ourselves. I just want to finish off with one and it’s called creating positive pressure on yourself. There are two different ways you can do this. So for example, I will give you two examples here.
One is – or positive triggers it can be called as well. So one is you’re not very good at going to the gym. Well, one thing that will stop you from going to the gym is excuses. So it might be well, my gym kit is upstairs and it’s not in my gym case, for example. I’ve used that before. I don’t know if you have.
One way to stop that from happening is to get your gym kit ready when you’re in a good mood the day before, because if you want to go to the gym at 7:00 AM on a Monday morning and you’re feeling tired and groggy, you’re not likely to do it unless the kit is there.
Also put it in front of the front door. So you can’t walk out of your front door unless you trip over it. So have it right there or put it in the boot of your car so that it’s there ready for you to go.
Another way, another way of creating positive triggers is if there’s something you really want to get done and it’s a task that you want to get done but you kind of don’t trust yourself to do it, then tell as many people about it as possible.
Broadcast it on your social media. Say, “I’m doing this. Please support me and keep the pressure on me, and keep me accountable for it,” because accountability is really important, really powerful for creating new habits.
Andrew: That’s right. If you want to do something and you tell no one about it except yourself, well, maybe you give yourself a pass, right? But if you’re telling all of your friends and family about it, then guess what. You’re going to feel a lot more motivated to get it done.
Kenny: Exactly, exactly. So what I would like to move on to now is questions from clients and this week, it is my turn and had a great question this week from one of my clients. It was, “When is the best day to host a live webinar or indeed an automated webinar?” When is the best day to do it?
Now it’s not a straightforward answer this as they never tend to be. It really does depend on several variables. So first of all, your audience, when is your audience most likely to have the free time to attend that webinar en masse? When is the best chance to get the most of your audience attending there?
So an example of this would be if you’re a recruitment consultant and you know that most of your audience have day jobs, then it’s unlikely that holding one up at 3:00 PM on a Monday is likely to get a lot of attendees. You may want to do it early evening in that instance.
Also it depends on your offer and your call to action. So for example, if you sell products, if you’re a consultant and you sell maybe a coaching program for example, then Thursdays perform very well, Thursday evenings because people are generally – they’re coming towards the weekend and they’re in a good mood. That’s why they perform very well.
Now, if you are trying to generate leads, so generating consultation calls or strategy sessions, whatever your strategy is, then what I found is Tuesdays perform really, really well and that’s because if I do it at the end of the week on a Friday and I do my webinar on a Friday, then I use my scheduling system – because what I tend to do is I offer a strategy session and then at the end of the strategy session, they get a chance to book an appointment with me. I used to use Time Trade but now I use – what do I use now Andrew?
Andrew: You tell me. I still like Time Trade.
Kenny: One second, one second, one second. It’s You Can Book Me. I used to use Time Trade but we’ve found that You Can Book Me for what I do in particular works really, really well because it allows us to integrate it into our website really well. You Can Book Me is YouCanBook.me.
Now if I do this on a Friday and they book appointments for the next week, what happens over the weekend Andrew?
Andrew: Your mind wanders. You lose the urgency. You lose the feeling of pain. You’re off to other things.
Kenny: Exactly. So I tend to do it on a Tuesday. I don’t do it on a Monday because when I’ve done webinars on a Monday, I found that people don’t tend to respond very well because it’s the beginning of the week. They’re sluggish whereas Tuesday, they’ve had – they’ve got Monday out of the way. They’re ready to take on the rest of the week and it then gives me Wednesday, Thursday, Friday of calls and you’re still fresh in the mind.
It doesn’t have a weekend in between. We call the weekend the deal killer because basically, like Andrew says, that weekend just zaps the desire out of whatever you created during that webinar, so Thursday afternoon if you’re looking to generate good leads.
Andrew: When Kenny says all this, he’s not just saying what seems to make sense. This is based on a lot of test data. Kenny is constantly testing this. He has done dozens and dozens and dozens, hundreds maybe of webinars, and constantly trying out different times of the day, different days of the week, different Facebook offers, different ways to present the strategy session. So Kenny has found what works really well here and that’s what he’s sharing.
Kenny: Yeah. Thank you. Tuesdays, if you were a consultant, I’m sure that’s what you’re going to be wanting to do. You want to generate some calls. So Tuesdays it is.
Andrew: At least until everyone in the world hears this podcast. They’re scheduling their calls on Tuesdays and then you’ve got to be a little bit different.
Kenny: Yeah, and that will be a good day because we will have everyone in the world listening to our podcast. So we won’t care. OK. So that brings us onto Tip of the Week, Andrew. I think it’s you this week.
Andrew: Yes. Actually this whole episode has been pretty full of tips. But here’s the one that I wanted to call a special attention to. If you are familiar with getting things done and that is a book and concept pioneered by David Allen Green, then you’ve probably struggled like I have over the years to find a good system for implementing it.
So it’s a fantastic process he outlines in a lot of detail. It works but it’s not necessarily easy to do. You need the right tools and so I’ve been looking for a long time to find a piece of software that will best support the getting things done way of doing things.
The one that I’ve been using for, oh gosh, almost three years now, is called Nozbe.com. It is brilliant. It focuses 100 percent on providing the best possible implementation of getting things done down to the last detail.
But the most important things are the areas that it focuses on and that’s projects, inbox and next actions. So we talked about the need to capture ideas and tasks. That’s where you use the projects area for. We talked about the need to – when something just occurs to you or someone sends you an email or phone call to make sure it’s going to get handled, that’s what the inbox is for. You just drop it in there and you know you will be able to deal with it later.
Then the next actions list. This is again how you eat that frog. This is the set of tangible, doable, next steps that will get you to achieving those bigger goals and this tool puts those next actions in front of you every day first and foremost.
So this is a tremendous way to implement this world-renowned system of getting things done in a way that’s easy to use, fun to use, and manageable to use. Nozbe.com, I love it. I have no association with them. I just think it’s a fantastic tool and I would recommend anybody to check it out.
Kenny: Brilliant. Thank you very much. That sounds like a very simple tool because sometimes it can be a little bit overwhelming when you’re trying the getting the things done, the GTD implemented.
Andrew: Yes. A lot of tools are overcomplicated. It doesn’t have to be overcomplicated. It’s a simple system and this is a simple implementation.
Kenny: Yeah, fantastic. Right. That moves us on to Inspiration of the Week. This week it’s my turn and it’s nothing to do with consultancy but it’s a good story and it’s about my local town. I live in a place called Altrincham. It’s spelled Altrincham but it’s pronounced Altrincham. It’s a really nice place.
Andrew: Why do English people put all these extra letters in things?
Kenny: Because we love complicating it and confusing our American …
Andrew: We’ve carried it over. There’s a city called Worchester outside of Boston. I don’t know. It’s something we got from you guys and I will just keep blaming you for it until the end of time. But go ahead Kenny.
Kenny: Yeah, because Worchester is a little place in England as well, so it’s named after that place.
Kenny: W-O-O-S-T-E-R is how it should be spelled.
Kenny: Simple. OK. So Altrincham, it’s a little town and it’s in a place called Cheshire and it’s South Manchester as well. It’s very affluent and it has got some of the highest house prices in the UK. It’s 10 minutes drive from the UK’s third biggest airport. It has got excellent skills and transport links.
So it should on paper have a really bustling town centre. It’s an old market town, beautiful buildings, yet the town centre has become a bit of a ghost town over the last 20 years due to bad planning.
People have tried little bits and pieces to try and get it going again. But one guy called Nick Johnson has spearheaded this campaign to really change the old marketplace which dates back to the 12th century.
He has just had this vision two years ago and quite frankly I didn’t believe it would work. I was one of those people who was kind of shaking my head thinking it’s just – it has been tried and tested. It’s not going to be done. But he doggedly stuck his heels in and he had to go and fight against the council and all sorts of stuff to get it done.
He launched this new marketplace with an interior market. He has transferred it into a high end, high quality food court and every day for the last two weeks, it has been packed. I was one of those naysayers saying it wasn’t going to work and I think 99 percent of people around here were. Against all of that he carried on. Doggedly him and his wife and his children are there helping make it happen as well. They’re working in there.
My wife is in there helping – she’s doing the wine for the place and there’s a – Kate does all the wine, all the fine wines in there. There’s a guy who has got his own microbrewery and he does all the beer in there. There’s a chocolatier in there. There’s a guy who does stone-baked pizzas, the best pizzas in the UK there and then there’s an ex-Michelin star chef in there called “The Ginger Kid” and again, they’re getting more stuff in there as well. It’s just a hive of activity for families and then in the evenings people go for drinks and stuff and it’s just brilliant. It just made me see that if you really believe in something and you know it’s going to happen, you can make it happen against all the odds and it just really inspired me.
Andrew: That’s what it comes down to, persistence.
Kenny: Yeah, absolutely.
Andrew: Kenny, because we all face naysayers in our lives, right? Who are we going to let run our lives? The naysayers or what we actually want to achieve?
Kenny: Exactly. Are we going to zig when they zig or are we going to zag when they zig?
Andrew: That’s right. Were you the one who sent me that photo or posted that photo a while back of the Jurassic Park actor in a wine bar? Sam Neill. Was that you guys?
Kenny: It was actually. Sam Neill has got his own vineyard and he came into Kate’s shop because Kate has got a few premises now and he came in and was doing a bit of a promotion there. So, Kate got him behind the till and had loads of photos taken. I posted it on Twitter and Facebook and stuff saying, “Look at my new work assistant.”
Andrew: Very nice.
Kenny: Yeah, exactly. So that kind of rounds up everything that we’ve covered today and it has been a really good show on habits. So what have we got for next week Andrew?
Andrew: Well, for next week, we wanted to talk about something that every consultant really cares about and is often asking us about. That is, “How do you charge high fees?” It can often seem impossible depending on the industry that you’re in. It’s actually not that difficult but there are some important considerations and some techniques for doing that. So that’s what Kenny and I will discuss next week, how you can charge high fees for your consulting service.