Archive for Category ‘Time Mastery‘

The difference between knowledge and know-how

For many years, I’ve been a knowledge kind of guy in the marketing space.

That is, I write books, produce videos, hold webinars, and teach courses showing you how to do stuff.

It’s fun. It’s rewarding. And, if I look closely enough, it’s kind of frustrating and sometimes dispiriting.

“Give it away”

Many of us who make our living creating and sharing intellectual property are scared of “giving it away.” We think, “Why will they buy the cow when I’m giving them milk for free.” (Actually, I avoid dairy products, so my metaphor revolved around dating in a fairly disturbing manner ;)

But I discovered, as almost everyone does, that giving it away has the opposite effect.

My first book on marketing, Google AdWords For Dummies, consisted of everything I knew about AdWords in 408 pages.

And it retailed for $15, which computes to less than four cents a page. (And as the author, I got about a tenth of that.)

Pretty much “giving it away,” wouldn’t you say?

And of course, that book completely changed my career trajectory. All of a sudden, prospects who couldn’t get enough references about my work were climbing over each other to hire me.

And many of them were hiring me to teach them what I had written in the book.

Hmmm…

The Inadequacy of Knowledge

What I didn’t realize at the time was, the same thing was happening further up the value chain. When I turned the book into videos showing exactly how to do keyword research, set up Ad Groups, etc. – a more engaging form of knowledge sharing – there were still lots of clients who needed more.

And the same is true of home-study courses, live courses, and workshops.

No matter how conveniently and clearly and engagingly I present the material, there’s still a huge gap between knowing and doing. Or between, if you prefer, knowledge and know-how.

One way I solve this problem is by having a PPC management company. My staff will literally do it for you. And that’s a perfectly fine solution if you want your online advertising taken care of and you don’t want to go to the trouble of learning.

But there are some aspects of running and growing a business that you just can’t outsource. So you’re gonna have to learn how to do them.

Which is a long-winded way of saying…

Don’t beat yourself up if you’re an “information junkie” who still has trouble executing the things you think you know how to do.

There’s a huge gap between knowledge and know-how.

And more often than not, that gap is filled with various kinds of “mental garbage.”

  • Thoughts of inadequacy
  • Fear of failure
  • Fear of success
  • Realization that you’re not really doing the work you were put on this planet to do
  • Outdated strategies that have morphed into rigid defense mechanisms
  • A million and five ways of “wasting” time to avoid the big, hard stuff
  • (Add your own several dozen here…)

The Knowledge Racket

Knowledge is necessary, don’t get me wrong.

It’s just not sufficient.

But the internet, as a medium of 1s and 0s, is biased toward knowledge.

When you read newsletters (like this one) and sales letters and watch sales videos and read special reports (ie sales letters with nicer graphics in PDF format), you’ll be told again and again:

Learn some more.

There’s a secret that’s the single thing keeping you from great things.

I guarantee you, it ain’t.

Think about it – there are many people a lot less informed and educated than you who are doing just fine.

If more knowledge were the answer, you would have figured it all out long ago.

The Structure of Success

So what else is necessary to achieve success in business?

I’ll be back next week with some thoughts. For right now, though, what do you think?

What are the things that hold you back that are unrelated to knowing what to do?

Post your thoughts in comments, below.

The Limiting Factor: Thoughts on the Coaching Relationship

Is there a single factor that keeps entrepreneurs and high potential employees from achieving their potential? I believe there is.

I’ve coached around 400 entrepreneurs and high potential employees over the past 15 years. As I think back, I’m truly amazed and humbled at the variety of situations, personalities, resources, mindsets, teams, markets, products, and organizations that I’ve worked with.

Early in my career, I was often giddy with the tools of the coaching trade that I’d studied and mastered. And in my eagerness to help (and let’s be honest, impress) my clients, I would frequently pull out all the stops.

Our coaching sessions were fast and furious affairs. We’d work on direct marketing strategy, copywriting, time management, diet, exercise, and mental stamina.

And these sessions weren’t ineffective. Frequently one of the issues we’d tackle would provide a breakthrough: a better understanding of the prospect, a better way of phrasing a benefit or presenting an offer, a technique to get two more productive hours out of each workday, etc.

But while those benefits were accruing, I was subtly but unmistakeably doing something not so smart: contributing to my client’s overwhelm.

Even the wins couldn’t erase the feeling of “not enough” that came from waging so many battles simultaneously.
Cliffhanger? Keep reading…

A Procrastination Exploration

Why do we procrastinate? Is there only one global reason, or can procrastination take different forms and serve different purposes in our lives?

Here’s a recording of a teleseminar in which I explore this pervasive phenomenon. Right-click to download the mp3:

http://howieconnect.audioacrobat.com/download/procrastination-2013-02-04.mp3

If you like what you hear, and think that my guidance could be useful, then I invite you to check out the Time Mastery Course.

How to Deal with Laziness and Procrastination

Looking for an empowering relationship with time? Check out the Time Mastery Course. Cheaper than you think, more powerful than you could wish for.

How to Develop Strong Time Management Habits – Even if You’ve Failed in the Past

The true reason smart, creative, and motivated people spend time on low-value busywork at the expense of the big-picture stuff.

This article was originally published in Fast Company.

My client Felix (not his real name) was complaining to me about wasting huge amounts of time during his work week. An energetic, goal-oriented entrepreneur, he found himself doing technical and administrative tasks rather than the high-value activities that move his business forward.

This was true despite the fact that he has a staff and a reliable cadre of vendors whom he pays to perform exactly those technical and administrative functions. What is he thinking? Why is he engaging in low-value activities at the expense of the big-picture stuff he loves, and only he can do?

And how can we get him back to his sweet spot?
Cliffhanger? Keep reading…

Are You Too Busy to Get the Big Stuff Done?

If this makes sense, check out the Time Mastery Course, starting in February.

My Dirty Little Productivity Secret

My Search Engine Watch articles

My Fast Company articles

Comments? Complaints? Questions? I love ‘em all.

Looking for an empowering relationship with time? Check out the Time Mastery Course. Cheaper than you think, more powerful than you could wish for.

New Year’s Resolutions That Do Not Fail

Looking for an empowering relationship with time? Check out the Time Mastery Course. Cheaper than you think, more powerful than you could wish for.

Comments? Questions? Complaints? Send ‘em all my way.

Talking Nice to Myself: “Get to” vs. “Have to”

It’s been a very busy couple of days, and I’ve been catching myself ordering myself around. That kind of talk breeds internal resistance, so I’ve invited myself to experiment with more empowering language.

Instead of “I have to” / “I need to” / “I must” / “I should” – I choose words like “I get to” / “I can” / “I might want to”. I find that the invitation to autonomy puts my actions and my chosen responsibilities in a positive light, and makes it much more likely that I achieve my chosen goals.

Looking for an empowering relationship with time? Check out the Time Mastery Course. Cheaper than you think, more powerful than you could wish for.

Comments? Questions? Complaints? Send ‘em all my way.

My video blog, the myth of Athena, and young Gary Vaynerchuk

Looking for an empowering relationship with time? Check out the Time Mastery Course. Cheaper than you think, more powerful than you could wish for.

Comments? Questions? Complaints? Send ‘em all my way.

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