I was listening to an audiobook named Never Split the Difference written by the FBI’s head negotiator.
The author’s name is Chriss Voss and he’s been involved in years of hostage negotiations with deadlines, dollars, and lives at stake.
And he brought up the F-Word.
FAIRNESS.
His thoughts, paraphrased…
Were that people would go to any lengths — and I do mean any lengths, including ridiculous and absurd measures — to be able to tell themselves they’re getting a fair deal.
We love fairness.
And a lot of us look at others who are more successful and we think…
“Ugh, that’s not fair!”
Admit it.
It’s in all of us, a little bit.
“Why are my competitors… who are not as good as me… making more than me?”
And here’s what else I think:
If you’ve ever thought that… you’re probably right.
They might not be a better firm, but they probably have:
Better messaging
A fuller pipeline…
A more predictable way to get leads and clients.
But let’s even that out once and for all.
In the comments I’m dropping a link to a case study…
How I generated 3,728 leads with a single LinkedIn video.
It’s in the comments below:
#marketing #consulting #business #success #90daypipeline