[SoloGrowth #01] Giving better service with less time

  • Stephen Pratley

Some of my best work was done late at night in an airport I’ve never been to.

I was having a hell of a job pinning down Rory, one of my clients that I was building a webinar campaign for.

Eventually we matched up our diaries for a couple of hours but it wasn’t enough to  cover what I needed him to do to keep the campaign moving.

I decided that I’d try to “make” some time by recording the theory and preparation parts for him. Then we could get straight into the practical bits when we spoke in person.

I did just that, uploaded the videos to a free Vimeo account and emailed the link over. Rory finally watched the videos between delayed flights in Madrid airport.

When Rory got on the phone he was gushing.

“You’ve obviously got these nailed down to have created a course like that Steve.” were his first words.

I was a bit shocked as I thought he knew that I’d only run the videos up the day before, but I let him keep talking.

As Rory talked about how happy he was I realised three things that completely reshaped how I think about teaching:

First, that my ego had go in the way for far too long. There was no need for me to be there for every step of the way.

As long as I had motivated clients like Rory who would do the work and turn up prepared, the videos were a good option.

Second, getting the process down on video showed that I had a process and wasn’t just making it up as I went along. (I think this, more than anything is what impressed him).

Third. Rory had had time to think about the material before we made decisions about it.

We forget how long new concepts take to understand and stick, and in a single day’s workshop we’ll often make bad choices under pressure, because we’ve not had time to really understand what we’re being taught before applying it.

It’s why a lot of the ideas that seemed great in the heat of the workshop get binned after a night’s reflection.

If you find yourself repeating the same instructions again and again, if large parts of your consultations are you talking rather than discussing, then some pre-work on video might save your energy for putting your knowledge and skills into action.

Advice into action:

Pick a half hour’s worth of content that’s mostly you educating.

Record it, and set it as pre-work for your next client meeting. Give them at least 48 hours to watch and absorb it.

As well as the advantages above, it will give you an early warning of clients who don’t do the work on their end.  I’ll talk more about this next week because it’s one of the biggest things holding you back.

Stephen Pratley
Growth Tips for Solopreneurs
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