a blog post in which I discuss why the whole economy is toxic, destructive and suicidal and yet… marketing is needed to fix things?

397 a blog post in which I discuss why the whole economy is toxic, destructive and suicidal and yet... marketing is needed to fix things?This is a different sort of blog than I usually write  because it’s not just about marketing. It’s about the context that marketing happens inside of.
 
Namely, the economy.
 
Of course, most of us have some very justifiable issues with marketing. Some of us wonder if even the whole ‘conscious marketing’ thing is bullshit
 
But those issues are driven by something so much larger.
 
We live inside of an economy that David Korten coined as ‘The Suicide Economy’. For obvious reasons. If we let it, it will kill itself (and take a lot down with it as it goes). 
 
It’s an economy and culture that has led much of humanity to a point of a secret sort of self loathing. The sense that made, as William Gibson put it, ‘man is a bad animal’. Stephen Jenkinson illucidates on this brilliantly in the following video by Ian Mackenzie.
 
393 a blog post in which I discuss why the whole economy is toxic, destructive and suicidal and yet... marketing is needed to fix things?   
 
As David Orr so brilliantly put it, “The plain fact is that the planet does not need more “successful” people. But it does desperately need more peacemakers, healers, restorers, storytellers, and lovers of every shape and form. It needs people who live well in their places. It needs people of moral courage willing to join the fight to make the world habitable and humane. And these needs have little to do with success as our culture has defined it.”
 
And most of us are fighting tooth and nail to create something more sane. Something more in alignment with what Judy Wicks of Phillidelphia’s White Dog Cafe expressed so beautifully when she said, 

“The Local Living Economies Movement is about: Maximizing relationships, not maximizing profits, Broad-based ownership and democracy, not concentrated wealth and power, Sharing, not hoarding, Life serving, not self-serving, Partnership, not domination, Cooperation based, not competition based, Win-win exchange, not win-loose exploitation, Creativity, not conformity, A living return, not the highest return, A living wage, not the minimum wage, A fair price, not the lowest price, “Being more, not having more”, Interconnectedness, not separation, Inclusion, not exclusiveness, Community and collective joy, not isolation and unhapppiness, Cultural diversity, not monoculture, Bio-diversity, not mono-crops, Family farms, not factory farms, Slow food, not fast food, Our bucks, not Starbucks, Our mart, not Wal-Mart, a Love of life, not love of money.”

In a similar way. this quote from The Necessary Revolution (shared with me by my colleague Julia) struck as right on theme for this theme of figuring out the deeper cause our business is about. It invites us to step back and consider the underlying cause of business itself:

“…the new generation of mission-based businesses builds on some very old ideas, ones that predate the Industrial Age. They seek, as an essential part of their purpose, to contribute to the health and well-being of living systems.  They reject the notion that the sole purpose of business is to make a profit and they regard the quality of relationships between members, suppliers, and customers as the true indicator of success.  In so doing, they are returning business to its origins.  The oldest Swedish word for business is narings liv, “nourishment for life.”  In ancient Chinese the concept is expressed by two symbols that translate as “life meaning.”   And the root of the English word company derives from the Latin com panis, “the sharing of bread”- the same root as that for the word companion.”  

Everywhere we look, we see the growth of this new Green Economy. But some of us wonder if it’s enough. Because, as it rises, so doesgreenwashing (in which corporations try to make normal things seem green instead of helping to make green things seem normal). But also because many of suspect that solar power and compact flourescent lightbulbs are not the complete solution we need. That we may need something more. Many of us are waking up to the reality that, even if we all did what Al Gore called for at the end of his powerful documentary ‘An Inconvenient Truth’ it wouldn’t be anywhere near to enough.

Silently, some of us wonder to ourselves, ‘What if the Green Economy is a wonderful means, but a terrible ends?’

We see the Occupy Wallstreet movement and the new economy it’s calling on us to imagine. 

395 a blog post in which I discuss why the whole economy is toxic, destructive and suicidal and yet... marketing is needed to fix things? 

David Korten invites us to go even deeper than critiquing the economy but to question the very stories that have, for so long, underpinned it. And he invites us to consider what the economy might look like if it were inspired by a different set of stories. What if we shifted our stories from those of building empires (which never end well) to building and sustaining villages? What if instead of growing big and selling we could be small and enjoy the beauty in that? What if endless economic growth was not the drum we marched to but that love and justice were the drums we danced to? What if there were models of creating change that didn’t all rely on money?

What if indeed.

So, what does this all have to do with marketing?

So much really. 

The word marketing is full of such heavy connotations. But let’s say it in a different way.

We need to find a way to articulate the problems we face as a culture and the potential solutions with such a powerful eloquence and clarity that it awakens something in people. 

If people don’t know about the alternatives you offer the world, they, functionally, don’t exist. And we need people to know they exist. Desperately. The solutions are out there (e.g. holistic medicine, permaculture, solar power, local economies and currencies, slow food etc.) but what good are they if no one knows? And people finding out about things is another way of saying marketing. 

As Antoine de Saint Exupéry put it, “If you want to build a ship, don’t drum up people to collect wood and don’t assign them tasks and work, but rather teach them to long for the endless immensity of the sea.”

And that’s marketing.

We need to educate people about what new things are possible that could be restorative to both the planet and ourselves. And that’s marketing.

We need to lift our rhetoric to a level of relevance and clarity than is unmistakable. 

We need to get people’s attention, help them understand if our particular solution is a fit and then make it sweet, gentle and easy to try it (because we know asking them to change everything overnight will never work). 

We need to find ways to not seduce people, but court them into living their fullest lives. Imagine if everyone in the world offering hopeful and positive solutions awoke tomorrow with this kind of irresistible eloquence that inspired the best that humanity has to offer. Imagine how many fewer people might find themselves on their deathbed full of regrets

We don’t just need more conscious marketing. We need a whole new economy. We need to reimagine the culture we live in. But, to get there, we need to be better marketers. 

Most of us get most of our money, directly or indirectly, from the Suicide Economy. We’d love to make all of our money from the more Conscious Economy and spend all of our money there… but most of us haven’t been able to do that. Most of us are, like this culture, in transition. Most of us are trying to make our little conscious venture financially sustainable.

And a mighty piece of whether or not we can pay the bills comes down to marketing. 

If you’re needing more help with finding the eloquence to express what you do I’d like to remind you of somethings.

My website is full of free things. There’s over three hours of free video. Five hundred blog posts. Case studies.

I have a 195 ebook that you should have gotten when you signed up for this email list but, in case you’ve lost it, you can download it here.

If you feel drawn to work with me one on one, you can find more info about that here.

Thanks for being on my list. I hope you get good things from it. 

warmest,
Tad

p.s. I’ll be in touch soon about some breakthroughs I’ve been having around this whole question of finding your niche, plus a contest around niching I think you’ll love.

p.p.s. On March 11th, I was the witness to a man taking his life by jumping off of Edmonton’s High Level Bridge. It was a deeply traumatic event from which I’m still recovering but recovering well with the help of a lot of good friends and support. I wrote a song about it and was able to go to the funeral and sing it to the family. It would mean a lot to me if you could share it with others. Yu can find the song and the story here: http://www.miguelitoslittlegreencar.com/blog/paying-tribute-tad/

 

Guest Post: The Secrets of a Killer Blog Post

by Marlon Gallano II

The Secrets of a Killer Blog Post.

That is the title of the infographic and it is a great example of what a blog post 101 is all about, as a killer title is one of the vital components needed for success. Research shows that the post title is the only part of a blog post that the reader is guaranteed to see, so the pressure is on to come up with a snappy and interesting headline that makes someone want to read on and find out more.

Grabbing the reader’s attention and persuading or tempting them to read more is the probably the ultimate goal when it comes to writing a killer blog post and the holy grail of blogging is finding the right formula or words in the title to give the reader an idea of what you are covering without giving too much away at the same time.

Having cracked the killer-title part of the equation and persuaded someone to read the blog post using some of the tricks shown, you then need to hold the reader’s attention and engage them with maybe a shocking statistic, a bold claim or a question that gets them thinking about an answer.

There are plenty of do’s and don’ts when it comes to mastering the secrets of writing a killer blog post so what are you waiting for? All is about to be revealed…….

 

How to Write a Successful Blog Post 1 7 Guest Post: The Secrets of a Killer Blog Post

 

Source: WhoIsHostingThis

Funny Video: Just Add Natural

Screen Shot 2014 02 14 at 4.07.27 PM Funny Video: Just Add NaturalNatural doesn’t always mean natural.

This mockumentary by Only Organic gives you a little heads up on what and what isn’t organic.

Brilliant take on the rampant greenwashing of our food and lack of ethics used in food marketing. 

You can find other funny things on my blog here

 

 

 

33 Honest, Hilarious (and absolutely unauthorized) Ads for Major Companies

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The Three Roles of Marketing

three fingers The Three Roles of MarketingThis is one of those things that is actually very important to get about marketing that I talk about really seldomly but should probably talk about more. 

When people are working on their marketing, I think that, often, they don’t really understand the role that their marketing needs to play. Or I should say ‘roles’ because there’s more than one. 

To give credit where it’s due, I learned this first from the incredibly useful marketing book Monopolize Your Marketplace by Richard Harshaw.

Most ads fail to meet these criteria. They talk all about the business. Which no one cares about. People care about their problems and the results they want. That’s it. 

 

The Three Roles of Marketing

 

The First Role of Marketing: Get their attention.

This one is, of course, primary. If we don’t have people’s attention, there’s no conversation to be had. Marketing must, first and foremost, get their attention. 

This is much harder than it looks because of the sheer number of marketing messages people get every day. And the number of stimuli people receive even outside of that (e.g. social media, texts, friends, emails etc.). People are already overwhelmed and in a bit of a haze. To break through that haze is difficult. Certainly you can use the shock factor to do it. But that doesn’t last. You can use pictures of naked people. You can use expletives. But those lose their effect over time. You can write a shocking (but ultimately misleading) headline, but it will result in people feeling tricked and then you become the little boy who cried wolf. You say in your email subject line, “A vulnerable secret I’ve never shared with anyone before . . .” and then the secret you share is clearly not that. People feel duped. It’s why we hate and distrust marketing so much. We are feeling constantly lied to and played with.

But here are some thoughts that are vital.

  • do a good job and get word of mouth: this is the bottom line. If you help a lot of people solve a problem they have or get a result they’re craving, they will tell everyone they know about you. That’s how word of mouth works and, ultimately, how the most sustainable businesses grow. 
  • have a niche: nothing gets attention better than good old fashioned relevance. If your headline speaks directly to their life, they will want to read the rest. If they can see, right away (from your business name, the headline of your ads or the images you use) that you specialize in people just like them . . . you will have their attention. 
  • figure out where their attention is already going: the core of everything I know about marketing is all about identifying and working with hubs effectively. Meaning . . . getting attention is hard when you take the cold approach of cold calling, direct mail etc. They already see you as marketing. But, if you can figure out where their attention is already going, you’ve got a much better chance. If you can figure out where they’re already looking for solutions to the problems you solves, they’re more likely to notice you. If, instead of sending a direct mail piece out to a list you bought, you got someone who your ideal clients deeply respected to send out a letter endorsing you . . . You’ll likely be flooded with business. There are seven general types of hubs. 

 

The Second Role of Marketing: Help them figure out if it’s a fit. 

Once you have their attention, you don’t have it for long. Now they’re noticing you but . . . are you actually relevant to them?

In direct response marketing they talk about the AIDA formula. Attention, Interest, Desire, Action. Once you’ve got their attention you need to move on to interest. 

But, here’s where I disagree with many of my colleagues. I don’t think that the role of marketing is to get them interested. After all, who is ‘them’? Them could be anyone. Them is everyone. And you don’t want everyone as a client (you really, really don’t). 

Why not?

Not everyone is going to be a fit for you. And, if they’re not a fit, they will be clients from hell. They’ll have bad experiences and tell their friends about it. Too many clients who aren’t a bad fit will kill your business.

You want clients who are a perfect fit for your business.

So, the purpose of marketing should not be about convincing everyone to buy from you. It should be about helping everyone decide if you’re a good fit for them or not. In the book Monopolize Your Marketplace, they word it as ‘facilitating the decision making process’ meaning that your marketing should help make it easier for potential customers to decide whether hiring your is the right thing or not. 

But to do that, we need to understand who would be a perfect fit for us. And to do that we need to really understand what it is we are offering and how we want to offer it because, ultimately, your ideal client (and this is so incredibly obvious that we often miss it) will have to be (absolutely, truly has so to be) someone who needs what you’re offering and loves how you offer it. 

And that level of clarity can take time to come to. 

But, once that clarity is there, then marketing becomes less about seducing and more about filtering. 

I wrote an epic blog post you can use to ask yourself some key questions about who your ideal client might be here

 

The Third Role of Marketing: Lower the risk of taking the next step. 

This is something that used to be the core of what I teach and that I haven’t written about much but intend to in the coming year. 

It’s vital.

I first came across this concept from Jay Abraham. But it shows up everywhere in marketing.

Here’s why this role matters. 

Someone could come across what you offer (you have their attention) and totally fall in love with it (it’s a fit) and still not buy.

Sometimes that has to do with timing. Sometimes it just takes awhile for it to be the right time. I imagine there’s a workshop or two you’d love to attend but the timing hasn’t worked out yet. Normal.

But very often it’s a matter of risk. Meaning: they’re scared that if they buy from you they’re going to either lose out on something they have or they won’t get something they want.

Those risks can be everything from: the fear of looking stupid, having to explain such a big purchase to a spouse, losing money on it, it not working and being a huge waste of time, the fear of getting ones hopes up only to be disappointed (again). So many risks. 

And most entrepreneurs are totally blind to this. They’re never put themselves in the shoes of their clients and asked themselves, ‘what might be scary about making this purchase?’.

It’s why bakeries, grocery stores and perfume shops give out free samples. It’s why you see so many ‘enter your email to get this ebook/video/free gift’ on people’s websites (I wrote a guide on how to build your email list by doing this for your website here). It’s why ice cream shops let you try a pink spoon of ice cream before you buy. ‘Try before you buy’ is not a new idea. It helps people move beyond just an intellectual relevance into action. It’s why you see so many websites with lots of videos. It’s why blogs work. They build the know like and trust factor. It’s why it’s important to not only offer big expensive things, but to also offer less expensive ones – so people can get to know you and take a step towards working with you. 

So, that’s it. Those are the three steps.

Look at every piece of marketing you ever do through the lense of these three roles.

Look at every part of your marketing strategy through the lense of these three roles. Every tactic.

 

 

 

 

 

Free Hour Long Interview for NDUpdate.com

Screen Shot 2014 01 28 at 3.58.49 PM Free Hour Long Interview for NDUpdate.comI was recently interviewed by Matt Strickland from http://www.ndupdate.com/ for an hour about my thoughts on marketing for naturopaths. In it, you’ll learn my take on . . .

  • How to market yourself genuinely and be successful
  • Why figuring out who is a good fit for your practice is a key to success
  • Figuring out your niche
  • How to connect with other practitioners
  • What hubs are and how to connect to them
  • Why relationships are a key to your success and how they help everybody involved
  • Why your most important web page is your homepage
  • How to write an effective homepage
  • Why a good headshot is important
  • The value of social media
  • Which social media to get involved with
  • Having a personal Facebook account vs a business account

Listen to the hour long interview at this link (no need to opt in or pay anything): http://www.ndupdate.com/tad-hargrave-truth-marketing/

Has your niche changed? Tell us the story

Question: Has your niche changed since you began your business?

Most entrepreneurs I know are convinced that the word entrepreneur might just be a French word for failure. They’ve tried so many things that haven’t worked. In my experience, this is normal. 

Most of my colleagues (who are now very successful) went through a number of niches before they landed on their current one.

SF Logo Colour Has your niche changed? Tell us the storyMy mother Laura and her husband Sherwood run a tree farm near Edmonton, Alberta. Of course, it your name is Sherwood and you run a tree farm – you basically have to name it Sherwood’s Forests. When they first began their business, they felt pretty clear about who two of their target markets were – garden centers and landscapers.

Easy!

Niching problem solved.

But, it wasn’t so easy as that.

It turned out garden centers had their own suppliers already and wanted trees for less money than made sense to them to sell and weren’t as concerned about quality as they were. And landscapers had their own trusted suppliers too and needed bigger trees because, when someone hires a landscaper, they want an instant landscape. They don’t want little, healthy trees that will eventually grow big and strong. They want larger trees (that will likely die).

But then, they began to be approached by reclamation companies who told them, ‘your trees are the perfect size for us!’. They had to spend a few years spiraling around their niche before it was clear. 

When I first began my career, I thought my niche would be helping green retail stores and restaurants. But it ended up being almost entirely service providers. 

I could give you this exact same story for countless entrepreneurs who began their business imagining that Audience A would be their people, only to find out it was really Audience Q.  In the beginning, we’re only making educated guesses about what our best niche will be. If your niche has switched a number of times – it’s normal. 

If your niche has changed, can you fill in the blanks below and tell us about it? I’d love to include it in my new ebook I’m working on called The Niching Spiral. By posting it below you’re giving me permission to share it in my ebook. Please include your website if you like. 

“When I began, I thought my niche would be _________ because _______ but it turns out it’s _________ because __________.”

Guest Post: 3 Misconceptions + 3 Blunders + 3 To-Dos on Book Writing, Publishing and Marketing

oldbooks21 Guest Post: 3 Misconceptions + 3 Blunders + 3 To Dos on Book Writing, Publishing and Marketing

 

by Alicia Dunams

 

Today’s publishing industry ain’t your grandmother’s publishing industry, that’s for sure. Within the last five, ten years—things have changed. Information zips around the globe and back in seconds. If you’ve got a story, a message, a product you’re just dying to get out, you don’t have to wait. You shouldn’t have to wait. It’s in your hands to make it happen right now!

But first, let’s check your thinking.

Are you guilty of these three publishing misconceptions?

1. “Real” books must come from traditional publishers and should be found in bookstores.

Now that we’ve got desktop publishing, print-on-demand (POD), and e-publishers like Create Space, self-publishing is taking the world by storm. Did you know traditional publishing takes two years on average? That’s after you’ve written the book, queried publishers, and landed a contract. If you’ve got a message that people need to hear, if you’re ready to unleash it on the world, you don’t have time for that! You want it out now.

And actually, a bookstore is probably the worst place to sell your book in the age of tablets and e-readers. Due to a paradigm shift in the publishing world (over 400,000 books get published each year), maybe one or two copies of your book will end up shelved in the back, spine out. (Can you imagine a traditional bookstore squeezing one copy of every new release—just from that year—into its stock? No? Neither can I.) There’s very little real estate on a bookstore shelf. And what if your book is just what Karen in Ottawa is looking for, but she’s never even heard of it because her neighbourhood store doesn’t happen to stock it? How’s she going to get it?

2. You can submit a proposal and get a big advance from a major publisher before writing the book.

Sorry to burst your bubble. Approximately 98% of proposals sent to acquisition editors are rejected. In fact, more major publishers like Simon and Schuster are adopting a self-publishing formula to mitigate financial risk.

3. A traditional publisher will pay for and do my marketing for me.

Wrong again! When it comes to publicity, you are it. These days every author, self-published or not, has to take the marketing end of the business into his or her own hands, create a marketing strategy, and network like crazy, primarily online. You can sell more books in front of your computer, creating online demand through your own or your friends’ blogs, article dashboards, viral video, and social networking. New media is where it’s at. Don’t know your Facebook from your Twitter? Don’t worry—you can learn it.

Those are just a few of the misconceptions that still float around today. And what about the biggest mistakes an author can make when prepping, writing, and marketing a book? Here are three of the biggest I’ve seen:

1. Delaying the writing of the book.

Whether it’s your inner editor picking over imperfections, or your inner Doubting Dan making excuses (Does “I just don’t have time!” sound familiar?), we all find reasons to put off a job that seems difficult and overwhelming. Guess what? While you’re busy flinging more Angry Birds at Fruit Ninjas (joking!), each day your book stays “all up in the ol’ noggin” is another day it’s not spreading your ideas or converting customers. It’s another day your book isn’t working for you.

2. Expecting the book to finds its own audience.

That doesn’t happen. Books themselves are passive; they don’t seek out the correct audience for you. They don’t put themselves in front of readers. So before you even begin writing, you need to identify your audience and shape your content for them. If you’re writing about best alternative medicine for pain, don’t throw in every other method you’ve tried. Target it toward the people who need it.

3. Expecting the book to stand on its own and rake in the money.

Great, you’ve written the book. So now you just kick back and wait for the royalties to roll in, right? Nope. Your book becomes your calling card, something that gets you where you want to be. You leverage it. Give away a chapter or two for free. Have easy bonuses like worksheets, printable charts, and downloadable activities on your website—accessible with e-mail opt-in, of course, so you can build your client database. Whatever your book is, it’s not the end-all, be-all culmination of your life’s work. It’s merely the springboard that launches you, and what you have to offer, into new territory. And that’s exciting!

So those were the myths, the mistakes. What should you be doing to write a kick-ass book about your work or your brand? Every author has his or her own approach. But there a few nuggets of truth I recommend to everyone. You can’t go wrong with these three to-dos.

1. (Most of) your budget should go toward marketing.

You’re wondering about the numbers, am I right? Book layouts, colour printing, fancy paper. All that adds up. Now, a book with valuable information will sell. I’ve said it before, and I’ll say it again: Spend your money on marketing instead. That includes a bold, professional cover.

2. Delegate, delegate, delegate.

You’re the expert. But maybe you’re not the fastest writer. Or maybe you’re not the best editor. Tell you what–it’s OK to get some help! Dump all that information out somewhere. Just get it out. Let a ghostwriter or an editor do what they do best. That way, you can focus on doing what you do best, be it helping your patients or talking up new clients.

3. Give your reader value.

Good writing doesn’t create bestsellers—demand does. It’s only when your book gives people something they want that your book might even begin to approach bestseller-dom.

Have you been thinking about writing a book? I hope sharing my 3 misconceptions, 3 blunders, and 3 to-dos got you thinking about the next step in becoming an author!

alicia best seller in a weekend 300 x 2501 Guest Post: 3 Misconceptions + 3 Blunders + 3 To Dos on Book Writing, Publishing and MarketingAlicia Dunams (@AliciaDunams) is the founder of Bestseller in a Weekend®, a live online workshop that helps business professionals write, publish, and market books in record time. Dunams also coaches her clients on how to promote their book and achieve bestseller status. To contact Alicia Dunams, please visit http://www.aliciadunams.com/. She also offers an evergreen webinar on book publishing you can check out here.

Seven Principles & Seven Practices on Empathy in Marketing

1488065 10153719189940195 1474907090 n Seven Principles & Seven Practices on Empathy in MarketingI want to make the business case that empathy, in a bottom line way, matters to your business.

That your business will grow faster and that you will get more of the kinds of clients you want with it. 

I want to make the case that really listening to people until they feel ‘gotten’  is a skill worth learning (and that it’s not what we often think it is).

I submit that your capacity to genuinely put yourself in the shoes of your existing and potential customers will make your business grow more than just about anything else.

Most of us think we’re very empathetic people – but I want to suggest that we often aren’t as much as we think we are. I think for most of us, myself included, there is a lot of room for growth here. 

I’ve written a lot of posts that weave around the theme of empathy. But I’ve never really written one that addresses it head on.

So, here it is. At size 12, Georgia font, it’s 33 pages long. It’s the result of my lifetime of understanding on this topic. It contains dozens of examples and stories. If you open up each link, you will have 29 new tabs opened up with dozens of pages of additional insights on this topic.

Once you’re done, it would mean the world to me if you shared your own stories and strategies in the comments below.

Let me get straight to the point of what’s in it for you to really get to grips with this empathy business.

 

How can developing your skills around empathy grow your business?

  • when people know that you really ‘get’ them they will relax and feel safe around you. Until people feel safe with you they won’t hire you.
  • when people feel safe around and understood by you they will tell you the truth about what’s ailing them which will allow you to make a better diagnosis which will mean you produce better results for them which will leave them more happy and telling more people about how great you are
  • empathy allows you to write the most compelling marketing materials possible. I would argue that, until you can put yourself in the shoes of your potential clients, your marketing materials will be lacklustre.
  • empathy, really knowing what it’s like for your potential client, allows you to design products and services they would love because you know what you would want in their shoes
  • you’ll get more honest feedback that will help you improve your business rapidly
  • potential clients who end up not working with you will still refer you because they felt so respected and understood by you

 

Let me start with a story . . .

A few weeks ago, I was looking for someone to help me through some recent trauma I’d gone through. I’ve been reading the fantastic book, ‘Waking the Tiger’ by Peter Levine about healing trauma and went online to see if there was anyone locally who was practicing his technique. There was and I sent her an email. She replied back and, in doing so, received my typical email autoresponder (context: sometimes my email inbox has 250 messages in it. Messages that I want to respond to personally rather than leave it to an assistant. I have no hope of getting back to all of them right away. Sometimes it takes weeks for me to. I could do it faster but I wouldn’t have a life. So, it’s important for me to let people know there may be a delay in me getting back to them and I try to sweeten that with some nice music and images). 

hello there,

a friendly automated response to you. 

thanks for emailing. i’m often a bit behind on my emails. 

I hope to be able to get back to you very soon. but, until I do, here’s some of my favourite music i’ve discovered for you: http://8tracks.com/tadlington/and also some inspiring and evocative images I’ve collected: http://on.fb.me/KMprgM

warmest,

tad

 
To which she replied, “I do not and will not open links from people I do not know!!!!”

I was genuinely shocked when I read those words. It felt like I was being yelled at and scolded for something that was clearly, clearly not warranting it. 

I replied, “This was an auto response email. i’m not sure the offer of good things offered with good intentions warranted this four exclamation marks response. especially to someone who just reached out to you for support for their trauma. I will likely be seeking counselling and support elsewhere now.”

She replied, “yes…great idea! and good luck!!!!”

Is there any doubt in your mind that she lost my business because of the way she interacted with me?

This leads to . . .

 

Principle #1: How you are with people before they hire you is how they assume you will be once they hire you.

Simply put, if you meet someone at a party and they are an arrogant asshole there you would, quite rightly, assume that they will be an arrogant asshole to work with.

If they really listen to you, ask good questions and you leave the experience feeling totally heard, ‘gotten’, loved and appreciated – you’ll assume they’ll be like this in a working relationship too.

Innately, we all understand the truism that ‘how we do anything is how we do everything.’

This is critical to understand. 

It’s easy to think that the only reason people would hire us is because we solve their problem. But, remember this, there are a lot of people who can solve their problem. You being able to solve their problem brilliantly is critical to establishing relevance and credibility. But it’s not the only thing.

Ask yourself this: have you ever gone to a store, or wanted to hire someone, but they were so salesy, pushy or otherwise unpleasant that you actually walked away? Even though you really, really needed what they were selling?

I know I have. Buying a car. Buying a computer. 

It stuns me how often this gets missed and how much business it costs people. 

There’s a ‘new age book and crystal shop I know of that, everyone who goes into feels more stressed when they leave. There is a constant vibe of panic there. The last time I was there, I was asked three times, by three different people if they could help me find something. I was asked twice if I wanted to sign up for their email list and reminded about their facebook page. On one hand, brilliant! They’re marketing. But . . . the way it was done felt very much like they were asking because they wanted me to buy something. Like they’d come over to ask because their boss sent them. If you buy something, the owner is delightful. If you don’t, she’s snippy. You can tell her business is struggling and she resents people who come in and don’t buy. And so she’s decided to focus on her sales and marketing but she’s doing it in a way that leaves people who go in there with an icky feeling. They want to get out as soon as possible. 

It should be obvious why this isn’t good for business.

Marianne Williamson wrote about her experience of running a bookshop. Her boss told her to focus on selling books. But, she chose to see the bookshop as the Church of her spiritual ministry and just focused on loving people. It created such an incredible vibe that people would come back again and again. She was able to put herself in the shoes of their clients and ask herself what kind of environment she’d want. And then she created it. 

Which leads us to . . .

 

Principle #2: Experience matters as much as results. 

I could talk about this for ages. 

Yes, it matters critically that you actually solve a problem and help them get a result they’re craving. 

But what matters equally as much is that they feel good in the process. 

Do you think they’ll come back to your business if they don’t feel good about it?

Do you think they’ll tell their friends and people they meet to hire if you if they didn’t feel good about the process?

The process matters. How they feel matters. 

That’s obvious. What’s not so obvious is what it takes for people to feel good.

On a surface level, we want to look at appealing to all five senses. If your shop or office looks beautiful, smells wonderful, has beautiful (or no) music playing etc. they’re going to feel better in it. We’ve all been to restaurants where the bathroom was so scuzzy that we never came back.

But, beyond the sensory level, we need to look at people’s emotional needs. You can think of Maslow’s Hierarchy or the list of needs in the Non Violent Communication work, Anthony Robbins’ six human needs . . . which model works for you. The more needs your business meets, the better it will feel for people.

If you help people feel safe, comfortable, help them have fun, feel important and connected and like they’re growing and contributing . . . people will love you. People love people who make them feel good.

But, in a business context, there’s a syntax to what is going to make people feel good. There are four things people need and the order we address them in matters. I’ve written more about it in my post The Four Things People Need Most When They’re Lost. But the very first thing that people need when they are in pain is empathy. They need to know that you ‘get them’ at an emotional level.

Maybe you’re a contractor and someone is exploring working with you on renovations for their home. It could be tempting to want to push and ‘sell them’. Instead, I’d suggest slowing down and empathizing with them. “Wow. It sounds like you’re feeling really overwhelmed and concerned that you’re going to be able to get your renos done on time.” They will melt. 

All of the time, I hear people say, “I totally understand them.” but your belief that you understand them is not the point. The real issue is this: do they feel understood? Do they really know that you ‘get them’. It’s incredibly easy to be deluded by this. How many divorces, fights and conflicts end with one of the parties, dazed and confused, saying, “But everything seemed fine . . .”

 

Principle #3: Empathy before education.

There’s the old saying, “People don’t care how much you know, until they know how much you care.”

But all too often, people fall in love with their business, their modality, their newfound ideology or cosmology, their skillsets and technologies more than they fall in love with their clients. And that’s the beginning of all the troubles. 

It’s early 2000′s and I’m in a car driving from Santa Cruz to Santa Rosa to the Harmony music festival. I’m being driven by the child care worker of my dear friends. Let’s call her Rose. 

As we drive up, she begins to vent. Relationship stuff. She’s angry at men but mostly angry at herself. 

Within a few minutes, I feel like I have the perfect spiritual insight for her. Which, for someone reason, I don’t share. My instincts tell me to zip it and just listen (even though I really, really want to share). I start making a mental list of all the quotes from books I want to share and ways she should really look at what she’s going through. 

My list is growing. Man. She is going to be so empowered by everything I have to share when the time is right.

But something in me is sending me the very clearly message to stay quiet. So, for the two hour drive, all that comes out of my mouth is, “Mhhmm.” or “Yeah.” Mostly nods and just listening. 

At one point, she stopped talking. She didn’t seem to have anything else to say. Which would seem to have been my cue. But I stayed quiet. 

After five minutes of driving, her eyes open wide and she says, “And another thing!” and shares a whole other level of what was going on for her. She keeps venting. Why does she always end up sleeping with men when she told herself she didn’t want to go there again? 

And, hearing this, everything I’d been saving up to share felt so useless and irrelevant. 

This happened again and again through our drive. I’d have a brilliant insight and then she’d say something that made it clear that wasn’t what she needed to hear right now.

As we were pulling into Santa Rosa, I finally felt ready to speak, “It sounds like,” I ventured. “That you’re really struggling with how do you meet your needs for sexual expression with your needs for self respect.”

Her fingers tightened around the steering wheel, her eyes widen, she takes a deep breath and she turns to me and says, “YES!” A huge release.

She didn’t even need advice. She didn’t need education. She just needed help clarifying what the hell was going on inside of her. 

Another example: Here’s an actual conversation I had with a recent friend over facebook which left me feeling awful. It began innocently enough with her asking what had happened to me that left me so traumatized. I told her the situation. 

Me: genuinely thought i would die most days

Her: Wow. What a timeless hell. It was teaching you.

Me: i’m going to ask you pause right there.

Her: in order to grow larger and better than ever you must be in alignment with your message

Me: it really doesn’t feel great to have you tell me what the truth is of my experience or why it happened.

Her: darling its none of my business. I just speak from my heart. reciprocating what is told to me. I am just curious if this is what you have learned from the experience as well?

Me: it still feels like early days to say what’s coming out of it

Her: This is how you truly heal from trauma

Me: i do appreciate your care and i notice that when people, and this happens in the new age scene so often, when i share a pain and am immediately told that it happened for my highest good and asked what i learned from it. it’s hard. i notice that when i’m in the midst of it, that approach has me feel defensive

Her: I know it does. You have to be complete with the message, and as you do you will feel peace with it. 

Me: again. you telling me what i have to do doesn’t feel great. i’m not disagreeing

Her: Darling trust me. This is how you heal. I am a safe space. I do not come at you with any guns or bombs. I understand suffering, I have entered timeless hells before.I see the bigger picture that to have one man down is harmful to the whole. What you need more than anything is to face the situation and thank it and tell universe that you understand it

Me: can i lift up how you are immediately educating me when i didn’t ask to be educated by you? to have you present your perspective as the gospel truth really doesn’t feel safe or inviting to me. i have been reflecting on this a lot. so much. i’ve been pulling so much wisdom from it. and i’ve been through a lot and . . . i’m hearing you say that you understand suffering but i’m not feeling understood. i’m hearing you say you’re a safe space but i’m noticing i don’t feel safe in this moment. i’m hearing you say you know how healing happens and yet this space isn’t feeling healing. i really want you to stop telling me what I need to do. i don’t want your advice right now. i just need some love. that’s all. some understanding that it was hard and trust i’m working it out

Her: You need to acknowledge that love is in everything. Even in the words that I am saying.

Me: i feel sensitive around this because i encounter it so much in the new age scene. and it doesn’t feel great. and i’ve got just zero emotional buffer space right now. i think you’re remarkable and this convo isn’t feeling good. this article speaks to the dynamic i feel is happening here. http://juliaingram.com/nab. i didn’t ask to be coached by you. i was sharing what came up as a friend.

Her: yes these people do exist, but I am not one of them. I am holding space and that is all. I will say no more, because I wasn’t trying to coach, I was being a friend. But if it’s registered that way. then we are lost in translation, and I respect that.

Me: ok. i need to go for now. blessings.

She is  a remarkable woman, who practices incredible self care and is deeply committed to her spiritual path and who I think is destined for big things. This is one interaction and isn’t a complete picture of her at all. She wasn’t trying to get me to hire her. And I know she loves me. 

And that conversation felt awful.

I imagine if I was meeting her for the first time at a party and she was a healer and we’d had the above conversation. I would never, ever, based on this conversation, hire her. 

The only moment I felt really understood was when she said, “Wow! What a timeless hell.” After that, despite being asked to stop, she went right into education and coaching. When I felt upset, it was my fault for not seeing the love in her words. She has the truth and I don’t. She is seeing clearly and I’m not. This is, unintentionally, the message that I got. 

The message I get from her words is, “It’s so easy! You just know that it’s all love.” which feels immensely dismissive of my struggles. The question is not, “is she right?”. Maybe she is. The question is, “Do I feel understood?”

This dynamic happens all the time. Someone shares a problem and we want to jump on it and solve it. 

But sometimes it’s okay to just let people feel like victims instead of shaming them into working with us, to let them have their experience and not need to change it. Our need to change other people and fix them might be the real problem rather than what we see as their problem.

Yes, people need context as to why they are where they are. And they crave it. And yes, people want guidance and options. But, before they will truly be open to getting any of that from you, they need empathy. 

In the absence of empathy first, we often jump straight to education. And, in the absence of empathy, we often, completely unintentionally, come across as bullies. Julia Ingram wrote a brilliant blog post called New Age Bullies about this dynamic. But, it’s not solely the province of the new age or holistic scene. Vegans do this. Activists do this. Capitalists do this. Everyone does this. I have done this so many times in my life and, sadly, I’m sure I will again. I know that, when I was vegan, I was so arrogant and pushy in the beginning that I turned my brother into a carnivore. I think he ate meat just to spite me. And I don’t blame him. If you push people, they will push back to preserve their own autonomy – even if it means doing something that might hurt them. 

I’m going to say that again: If you push people, they will push back to preserve their own autonomy – even if it means doing something that might hurt them

Years ago, I was in Calgary and ended up meeting a life coach. I mentioned that I’d known Thomas Leonard (one of the grandfathers of the modern life coaching scene). He looked me dead in the eye and said, “I’m the closest thing to Thomas Leonard there is in Canada these days.” And then he proceeded to ‘coach me’. It was a series of rapid fire questions that left me in a daze. Before he left he put his hand on my shoulder and said, “I just wanted to show you the power of what I do.” As I drove back to my friends house, my head was still swimming. Then I realized what had happened. He’d put me in a trance and worked me. And it left me feeling emotionally violated. He’d ‘educated’ me. But there was no empathy present. I’ve since learned, no surprisingly, that I am far from the only person who has had this experience with him.

And imagine the cost to his coaching business. I would not only never work with him or never refer him, I would, and do, warn people against working with him.

He skipped a step. He went straight to giving me education and coaching. He completely missed the importance of empathy and connection.

Robert Middleton once made the analogy that marketing was like baseball. Homebase is you being a stranger and a homerun is them buying from you. But, in between those is 1) clarity 2) trust  and 3) excitement. And you can’t skip any of those steps. 

Much of my understanding of formal understanding of empathy came from the seminal book NonViolent Communication by Marshall Rosenberg (while my informal understanding came from being really listened to by a lot of people). In his book (which I commend to you highly) he shares a story.

“Believing we have to “fix” situations and make others feel better prevents us from being present . . . Once, when I was working with 23 mental health professionals, I asked them to write, word for word, how they would respond to a client who says, “I’m feeling very depressed. I just don’t see any reason to go on.” I collected the answers they had written down and announced, “I am now going to read out loud what each of you wrote. Imagine yourself in the roles f the person who express the feeling of depression, and raise your hand after each statement you hear that gives you a sense that you’ve been understood.” Hands were raise to only three of the twenty three responses.”

For the most part, people have no idea where to start with empathy. 

I think it’s vital that we respect people’s pain and suffering. That we respect their experiences. If they say they’re in a living hell – they really mean it. It’s vital we don’t discount or minimize their fears. I wrote a whole piece about how to relate to people’s fear in a blog post called Island Z.

But, if the words you hear from them all the time is that going through their divorce feels like a living hell and your marketing materials have headlines like, “Is your divorce feeling a bit uneasy?” you will absolutely lose them. From the headline alone they’ll know you don’t ‘get it’. “A bit uneasy??!” they’ll scoff as they delete the email or throw your brochure into the trash. Empathy means meeting people where they are, not where we think the should be out of a misguided desire to keep vibrations positive.

This isn’t to say you need to use negative headlines.

But it is to say that you’ve got to use plain talk and speak to them like a human being and acknowledge where they’re at whether it’s the pain they’re in, the pain they’re fearing or the future they’re craving. If you do, they’ll feel safe and open up. If you don’t, they won’t. Simple.  

And even when we know empathy is vital, we often aren’t clear on how to do it. We aren’t very skilled at it. 

We think we need to give people some big, TED Talkesque, life-changing message or insight. But usually the messages that mean the most to people, in the beginning, are so much simpler. You can read some of them that I’ve identified in my blog post Five Simple Messages That Can Have Potential Clients Melt and Fall In Love With You. That blog post will also give you a list of twenty common responses to people’s pain that are expressed with good intentions but often feel terrible to receive. 

And, in the end, the most important messages they can get is that you really care and you ‘get it’. And you don’t need any words for that, just some real listening. 

How does this relate to marketing? 

You might find the case study of a communications specialist who wanted to work with teachers in a Muslim school instructive. Instead of focusing on what he thought they ‘needed to hear’ he looked for where they were struggling that he could genuinely help.

Often in sales and marketing, we’re not really listening at all. We’re trying to convince people to ‘say yes’ and work with us. My colleague Howie Jacobson lays out a whole other kind of listening in his guest post Just Listening.

And then there’s this: when we don’t really put ourselves in the shoes of a potential client we are likely to give very bad advice. When your diagnosis is inadequate so will your prescription be. In the holistic world this happens all the time. People become so enamoured with their chosen modality and become so convinced that it can help anyone with anything that they don’t even listen to people anymore. Someone shares the very surface of their problem and they say, “Oh! Craniosacral is amazing for that!” Maybe it is, maybe it isn’t.

But consider, again, the marketing implications of giving bad advice to people. They have a problem. You give bad advice based on very little information. They use your advice. It doesn’t work. They are disappointed and their trust in you diminishes or vanishes. They tell others this. Your reputation goes downhill. 

That’s how it works. 

To look at it another way: if you trust their diagnosis, you will be more likely to trust their prescription. 

If you’ve ever been lost and asked for directions you’ve experienced how incredibly frustrating it can be. People have lived there so long, they’ve forgotten what it was like to be new to the area. So you ask for directions and they give you something like, “Oh! It’s easy. You go down to Old Man Salter’s barn, turn right, over two hills, turn left at the big iron gate, go two miles and turn left after Humming Bridge.” And you’re left feeling completely overwhelmed. Even when they draw a map, it’s drawn for someone who already knows the area. I know a number of times, I’ve expressed my concern and said, “Look, I know that these seems simple to you, but I’m concerned I’m still going to get lost.”, only to have them reply, “No no! Trust me! It’s easy.” And then I get lost and I’m upset with them. They didn’t take my concerns seriously. They didn’t really listen. How few people ever really, really listen. 

And the lack of listening kills so many businesses.

One of my mentors was jogging years ago and blew out his knee. He dragged himself home along one mile of hill in agonizing pain. He went to an osteopath who gave him a basic evaluation and diagnosis that he was okay with and suggested that surgery might be needed. The second place he went to, where NBA teams send their players, was very different. The physio therapist walked in with an MRI of his knee and said, without knowing any of the backstory, “I’m going to guess from looking at this that you were running and hyper extended your knee. Maybe got your foot caught in a hole?” My friend’s jaw dropped. It had been a gopher hole. The diagnosis was so bang on that he knew he was in good hands.

If potential clients feel that you really understand their problem, they will be far more likely to trust in your solutions. 

Years ago, I sent an email to my list with a link to a survey. I was asking people to submit their ‘holistic practitioner horror stories and success stories.’ – the best and worst experiences they had had. I got just over thirty responses. And what struck me was that they all said basically the same thing. The horror stories never seemed to have to do with a lack of skill or bad technique. There four client repelling traits that came up again and again. I could sum them all up in three words: lack of empathy.

Remember, if you want them to hire you and pay you money, they need to trust you and your proposed solutions. They need to trust their point of view. They will be far more open to hearing your point of view (in fact, hungry to hear it) once they know you really understand their situation. 

In Steven Covey’s words: “seek first to understand, and then to be understood.”

My colleagues at Authentic World in Boulder base all of their personal transformation work on a model called Circling.Basically, the model is you sit in a circle (though it could be done one on one) and the whole group focuses on really ‘getting’ what it’s like to be the person struggling with something. They reflect their experience of being in the person’s presence, ask insightful questions, reflect what they’re hearing and ‘getting’ from them. It’s a profound experience to be on the receiving end of. Because, the process isn’t there to ‘change’ you (but it does). It’s not there to sell you on a particular new way of being – but people often leave it with a new way of being. Perhaps the most transformative thing we can encounter is the unconditional love and uncompromising truth of being met where we are. 

I recall leading a Circling process at a co-op in Edmonton, The Golden Lentils, where I lived for a summer. I invited everyone to get into a circle and for someone to share something they were struggling that wasn’t traumatic and that had nothing to do with the co-op. There was a bit of silence and then one fellow spoke up and shared, “I’m going home to see my family soon and . . . we always get into fights about politics and I’d like to know how to deal with that.”

I could feel myself, and everyone else in the circle, lean in a bit ready to throw down advice. I could feel some people wanting to say, “Fuck your parents!” and others wanting to commiserate and share their own stories (thus taking the attention off of the person sharing and taking it onto themselves). So, I invited everyone to pause and just breath a bit. Then we went around the circle. I asked the person next to him to reflect what it was that they had heard him say, but in his own words. The first person did alright. I turned back to the original personal sharing, let’s call him Simon. He nodded that it was a good reflection but then added more context. So, we went onto the second person. And the third. Each time, people’s reflections seemed to either catch a detail that prompted elucidation or missed something important he felt the need to restate. And, often, it was hard for people. Often people slipped right into giving advice – which I would immediately stop. Or they’d want to share their own story – which I would stop. Or they’d want to tell him how he needed to look at his experience – which I would stop. And then I’d ask them to simply restate what they heard. And, it turns out, this is hard. It’s a skill. It takes a lot of practice and the experience of being really heard yourself to be able to do this consistently. 

We finally got all the way around the circle. And then I had us go around again, but, this time, all they could do was ask questions. And they had to be questions coming from genuine curiousity, not sneaky advice questions like, “Don’t you think you should . . .” Again, people struggled. But the focus wasn’t on trying to change Simon – it was on helping ourselves understand him and helping him understand himself. 

As an elder, wise woman Whapio often says, “Clarity before resolution.”

An hour later, when we’d gone around the circle twice, Simon found himself saying, ” . . . and you know . . . I’m not even that political anymore so I don’t think it will be an issue.”

Get that. “I don’t think it will be an issue.”

Get how useless all of our commiseration and advice would have been for him. He didn’t need it. 

When we get really good at listening and empathizing and creating a safe space for people, we get to the truth faster. People do not tell us the truth when they feel us pushing them towards an agenda. If they think you are selling them, they will lie to you to get out of that uncomfortable situation. It is social acceptable to lie to sales people. 

It’s our inability to let go of our agenda to get people to buy that turns people off and has marketing and sales feel gross. Sales pressure is predominantly created by us. When we realize that the real goal in marketing and sales shouldn’t be about ‘getting the sale’ but about focusing on the truth of whether or not it’s a fit . . . everything changes. We can finally bring the central quality needed to getting empathy to the table – presence. What kills our ability to be present is our conviction that what we have can absolutely help them (and anyone else). Letting go of that is hard, but it’s central to really being present. Dogma kills connection every single time. 

One client wrote me this about what they loved most in a holistic practitioner they’d seen recently: 

“I felt listened to. They took the time to get to know my problem and try to figure it out. I didn’t feel rushed. I was treated as an individual rather than just another client. Practitioners with one size fits all approaches turn me off. They were open about their experiences treating problems like mine both good and bad. They were honest about their abilities to help me – didn’t say this works for all as i know that is not possible and different things work for different people.” 

Because, if we let go of it and really listen with our focus on really, really understanding them, we’ll find out the truth of if it’s a fit or not. If it’s a fit, then working together is likely to be a joy that produces wonderful results for them and has them a raving fan – getting us lots of word of mouth. 

But, if we just focus on blindly selling everyone we might, out of the misguided assumption that we can help everyone, we will end up with a lot of clients who aren’t a good fit. And working together will be a living hell producing mediocre to poor results and have them warning people against hiring us. 

It’s so simple. 

Marketing guru Jay Abraham explored this in a different way years ago when he was focusing on “strategy” in marketing. In his experience, most marketers were very tactically oriented. They never stopped and looked at the big picture of their situation. And I recall him talking about how, at one event, he and his colleague Mac Ross were leading hot seats. They’d bring very successful entrepreneurs onstage and coach them. But, they had to keep catching each other and stop them from giving each other advice too soon. One of them would start getting on a roll about how they could grow their business internationally and the other would pause and ask the person on the hotseat, “Uhhh . . . do you want to grow internationally?” to which the person would emphatically shake their head ‘no’.

If we want to see if our tactics are a fit for a potential client, we need to ask them. But, more than that, we need to know they’re going to tell us the truth in response and they will only do that if they trust that we want to hear the truth – whether it’s a ‘yes’ or a ‘no’. 

 

Principle #4:  People don’t give honest feedback unless they feel safe. 

This one seems painfully obvious.

You can’t just tell someone that you ‘get it’. Especially when they tell you that they aren’t feeling gotten. It’s a remarkably ineffective approach to say, “Oh, but I do.”

Parents do this all the time and it results in their kids feeling totally disconnected and alienated. It’s not just a matter of you getting it. It’s a matter of them feeling gotten.

I went to a raw food restaurant once and the owner, who I’d met the night before, came up to the table. 

“How’s the food here Peter?” I asked him.

“It’s amazing!” he said nodding. But with a bit too much conviction. With a bit too much certainty. Sort of a glazed look over his eyes.

We ordered and ate three dishes. One, a raw burrito thing, was quite good. Another, I have forgotten what it was, was mediocre and forgettable. The third, an avocado based soup, was truly awful.

Peter came back to the table, smiling and nodding and asked, “How was the food?”

Except, if you read his body language, he wasn’t really asking how it was. His body language was saying, “The food. So amazing! Amiright?”

I told him how much I’d loved the burritos. He agreed and left without asking about the other two dishes because, in his mind, I don’t think he could conceive of them not being amazing.

And so he never got some vital feedback. I’m sure this isn’t the only time this happened. 

One client of mine shared something they’d experienced with holistic practitioners that they hated, “When they ask me in follow up visits if anything got better and I feel as though I have to say something positive or I have somehow failed. When they act as though I have done something wrong if their approach is not working for me. 

Contrast that with Noorish (an amazing  superfood elixir bar in Edmonton). They always ask me for my feedback. “How was the chai?” they’ll ask but sort of shaking their hand as if to say, “Good? Not good?” They really want to know. And so I tell them. I like being asked but I love my experience being taken seriously. If something is ‘off’ they’ll say, “Wow. Sorry to hear that. What was wrong with it?” and then they really listen. 

You can tell they want to know from their actions, not just their words. It comes across in subtle non-verbal ways.

Most businesses, and this happens a lot with holistic practitioners, have a lot of clients who come once and then vanish. And they almost never, ever get any feedback as to why. My take on this is that there’s often a lack of safety. The clients know, intuitively, that the practitioner has an answer they want to hear and if it’s not what they want to say, it’s easier to just leave. 

  

Principle #5: People know you get it from you actions not your words.  

But it’s not just our desire to understand that’s picked up. It’s whether or not we do understand.

I remember when my brother had gone through a major, major heartbreak. I was in my late teens and enamoured with all things Tony Robbins and NLP and I told him how easy it was to get over this kind of thing with a few NLP techniques. “You just need to change the submodalities of it and collapse some anchors.” As I began to lay out, in great detail, some of these techniques and how amazing they were . . . I’ll never forget the look he gave me. A look that fundamentally said, “Wow. You just don’t get it.” And I didn’t. It would be another five years before I went through my first real, romantic heartbreak and had that completely level me for another five years after that. In my telling him how easy it was to heal it with these simple techniques, what was not happening was an honouring of how significant the relationship was for him in his life. What didn’t happen was an honouring of how much he loved her and how deep the pain was for him. If I could do it over again, I would have just put my hand on his shoulder and said, “I’m so sorry.” and sat in silence.

A client shared this about how holistic health practitioners let them know they valued and ‘got’ them: “My best experience of seeing a practitioner (sorry I don’t have a specific example) is leaving the session and feeling they have acknowledged my part in the healing journey. That I am an active part of my healing and I am seeing them for support. They are not the experts ‘doing onto me’.” 

People know that you ‘get it’ based on what you do, not what you say.

One of my friends Amber, an amazing advocate for the Gaelic language in Nova Scotia, was at the Bioneers event as my guest. She ended up being a helper for one of the thirteen indigenous grandmothers. Her only job? To get her grandmother to the sessions on time. Which is hard. Grandmothers can be wily. One night, Amber was sitting next to the grandmother who was laying in bed. Amber was sharing about some big moments in her past few months and spontaneously burst into tears and started sobbing. The grandmother didn’t say anything. She certainly didn’t preach. She didn’t tell her how to relate to what was going on. She just lifted up her blanket and patted the bed, inviting Amber to lie down next to her and be held while she cried. 

People know that you ‘get it’ based on what you do, not what you say.

When my friend responded to me the way she did on facebook I absolutely did not feel ‘gotten’. Is that possibly because I am defensive, petty and easily triggered? Sure. But that’s the point. Everyone is. Especially people who are in the midst of their struggles and traumatized. And I think it’s the job of the healer to ‘get that’. Someone who’s doing a big landscaping project is likely to feel overwhelmed. It’s the job of the contractor to ‘get that’ and design their process to make sure it addresses that. Assuming that others should all be enlightened, untriggerable and totally sanguine no matter what matter of judgment you throw at them . . . is likely to not work out to well for you. Should I have been able to see that her words were really all about love? Maybe. Did I? Nope. 

This happens in the holistic scene all the time. Someone shares a hardship. They’re met with new age bullying and advice. They get defensive and express that they’re angry about the comment. This is swiftly turned into, “Where are you angry at yourself?” and, quickly, the other person leaves and the practitioner says, “I guess they just weren’t ready.” when another truth (perhaps even truer) was that the practitioner wasn’t ready to really meet that person where they were. Below are a number of examples clients have shared with me about their experiences with holistic health practitioners where empathy was present and where it wasn’t . . .

 

“I went to see an herbalist/iridologist who wasn’t warm or friendly but had a lot of knowledge and was known to be very good at her work. She gave me some very strict dietary guidelines to follow – basically changed my whole life while taking care of a newborn baby. So when I went back for follow-up I was quite proud of myself for doing so well – not perfect but I made some good steps toward a healthier diet. She looked into my eyes (iridology) and asked me what my compliance to her diet was. I said, ‘about 85%.’ She said in a harsh, judgmental tone, with pursed lips, ‘How about 50!’ I felt tiny and like a really ‘bad’ client. Totally deflated. I don’t care what her reputation and credentials were – I never went back there. (Nor did I tell her or the store who hosted her why.) Aside from this she gave me long lists of supplements that cost a small fortune.

“I once received an amazing craniosacral treatment. This healer’s touch was firm yet compassionate. When working with my head, I experienced a release. At the time it felt like a jolt, like when I’m falling asleep and my nerves start twitching so I wake-up suddenly. I hadn’t experience anything like this before in a massage so asked ‘what just happened?’ Her response was brief. She suggested I take some time for myself after the treatment and relax in the park across the street. I didn’t understand what had just happened to me and felt open, confused and vulnerable. I lay in that park for a long while. The rest of my day…I felt spaced out. I needed more dialogue from her. I’m a psycho-physical being. If I have a physical release, my emotions and psyche are connected to that transformation. I needed an enlightened witness, someone observing me, to guide me when in the dark.” 

I went to a holistic clinic to get a live blood analysis done. At first I thought the lady was very nice and she explained a lot of things to me about my health. She also told me some very disturbing things as though they weren’t a big deal. Then she said she was going to give me a treatment that I had never heard of before. Before I knew it I was lying on a table being hooked up to a machine that I had no idea what it was. At first, it was ok. Not ok as in pleasurable, but ok as in bearable. Within a few minutes this machine was giving me severe shocks to the point where my muscles would spaz out and I couldn’t speak. I called for the practitioner but she didn’t come for a few minutes. Then when she finally came it was again, no big deal! She said she would turn down the machine and again she left me alone to be shocked. I still have no idea what the hell that machine was for! She came in and treated me as though I was so lucky to have received this unknown shock therapy, then sent me on my way. I went out to the lobby to pay and get the herbal treatment that she prescribed. When I got up to the till my total was $589.00. My jaw dropped and I started to cry. 

My partner and I got a free sample session that this one practitioner was offering as a way to gain some new clients. The session itself was awesome and a lot of work was done. At the end of the session, she asked us when we would like to book another session, which in and of itself, was okay. But she started to pressure us into booking something else. We just couldn’t afford it. Also, I was into doing another session with my partner, but he wasn’t. She reacted in a way where it felt like she was taking it personally. It wasn’t really obvious that she was doing this, but I could feel this tension in the air that smelled kind of like she was hurt and slightly angry that she had given her session away for free (which was the offer she was giving everyone) and she didn’t get a booking out of it. She called a while later (maybe a few weeks) and asked me again if we would like to continue with more sessions. Again, this I can understand, but the answer was still the same from my partner – he wouldn’t go for it. And again, it was the same reaction from her. I just felt really uncomfortable about the whole situation. So much so, that even if I had the extra money to get a session with her – I wouldn’t. I’d go somewhere else.” 

“I had a reading with a lady at a trade show in Calgary that left me feeling like I had wasted my money. I decided to get a reading from her because I had attended a lecture by her that had lead me to believe that she was really good at what she did. When I spoke to her at her booth, she seemed to come across as a bit desperate for clients, but I chose to ignore that gut feeling. (Lesson – always go with your first gut feeling). I sat down to get my reading for $20. She seemed to be in a rush to get through my reading, so much so that I couldn’t even remember what she told me by the end. And all I got for my $20 was a 5 minute reading. Not to mention that what she told me wasn’t anything I couldn’t have figured out on my own. At the end of the reading, she was very abrupt and without actually saying the words, it felt energetically like she was almost shoving me out of the booth so she could get more clients. I will never go back to her again.” 

“I left the care of an Osteopath because she was abrupt and confrontational with me. She wanted to be the authority and have me accept her as such. This was not the emotionally safe and sensitive treatment that I expected. The fees were high and the results did not justify continuing. Someone less trained has become my trusted practitioner-better emotional safety and better physical results.” 

 “The best practitioners I’ve been to don’t try to sell me on their techniques. They listen to my concerns, my priorities and they offer what they can to help. They do not: 1) Try to scare me into using their services. 2) Tell me that whatever I’ve been doing so far has not helped and/or made things worse. 3) Tell me that their modality is the ONE and ONLY of any value.” 

“I had a session with a Shamanic practitioner at the Body, Soul and Spirit Expo who was amazing in so many ways. I was having a really hard time financially at the time, and couldn’t afford to pay what he was charging for a session. I knew intuitively that he would be worth the money, I just didn’t have it. I spoke with a lady who was working at his booth booking his sessions, and she said she would speak to him for me to see if he would be willing to help out in some way. He offered to give me a session in the traditional native way where you give an offering of tobacco. I gratefully accepted! Fortunately there was a booth where I could get some. I did the session with him, and even though it was only a half an hour and my payment was in tobacco, he gave me his all. I had the best session I think I’ve ever had with any practitioner. I healed what felt like lifetimes of “stuff” in only a half hour session. Tremendous kindness, compassion and wisdom. He was great! I knew that his only motivation was to serve and to help heal others. I spent the rest of the weekend telling everyone they had to get a session with him and would recommend him to anyone and everyone. I will also go back to him anytime! He was amazing.” 

“The practitioner was traditional healer, in other words a herbalist, shaman, therapist. We were doing something akin to counseling. It is hard for me put my finger on what exactly she did that made me feel so great. I just had the genuine feeling that she was there to help me without trying too hard. You know there are people that don’t seem to give a shit about you, and then those that are burning to “help” you, which feels more like them forcing their opinions and philosophies on you. You get the feeling in both situations that this person is too wrapped up in themselves to genuinely be able to help you. And let me tell you, this practitioner wasn’t just telling me things I wanted to hear. I was literally having my mind blown, and it wasn’t always pleasant. My whole way of thinking was being challenged. My subconscious fears were being brought to the surface. I was extremely vulnerable. Sometimes, I would get angry. However, the whole way through I felt like I was being supported. Even when we disagreed, I could FEEL her integrity. She didn’t put on airs or use too much spiritual mumbo jumbo, even though the experience was very spiritual. She spoke to me like one human being to another. You could sense the authority of her experience and wisdom, but she was not arrogant or pushy. I really, really felt listened to. I’d like to add that people don’t always want to know what it will take to heal, so practitioners always run the risk of alienating their patients when they give it to them straight. However, a really good practitioner, like in the one in the above experience, is able to gauge what their patient/client is ready to hear and nudge them along while supporting them. PS. I feel like this would be a hard thing for a practitioner to learn in a marketing type seminar. I feel like it’s the result of years of inner work and genuinely being comfortable in their own skin. However, if you can do it, you are a genius.”

“I was taking an introduction to yoga class with an instructor I didn’t know. At the very first class she was bound and determined to have us all try standing on our heads (well, being inverted anyways) using chairs under each shoulder to support us. I was an overweight and 45 year old at the time. I repeatedly said I did not want to do that and she was very insistent on having me try. I felt totally unimportant to this woman. She was not there to respect my needs/comfort level/etc. She had found “the answer to all things” in inverted postures and she was going to ram it down our throats for our own good. I did not go back to that class. Even now, several years later, my cheeks get hot just thinking about it! After that last class, I have never tried another yoga class with any instructor at any facility. I could use the exercise, but I choose not to put myself in a position of being injured or humiliated to serve someone else’s needs.” 

 

Principle #6: Seek permission before giving advice. 

In the mid-nineties, I worked for a franchise of personal development guru Tony Robbins.

And one day, my colleague Kevin and I were talking about how some of the graduates of the programs were getting under our skin by constantly going into coaching mode whenever we’d see them. “What’s been the BEST part of your day?” or “What did you learn from that?” when we were just not in the mood. Finally something clicked for Kevin, “Are you talking about George?” “Yes!” I said with a huge sigh of relief. It turned out that ‘some graduates’ was really, for both of us, one person. We looked at why it bothered us so much and we realized that it came down to a lack of permission. We had never asked for his coaching but he kept on giving it. In his mind, I am sure, he imagined he was having a beautiful impact on people by asking them such empowering and uplifting questions. But, in reality, people were feeling annoyed with him.

So, we came up with something we called the ‘G Rule’. If either of us felt like the other was getting into the other’s business, all they had to do was say the words “G Rule” and the other person had to completely drop it. Occasion only ever came for it to be used a few times each but it was the best feeling on both sides when it got used.

Kevin would be sharing something he was struggling with and I’d start giving advice or trying to coach with, “Well, I think the way you need to look at this is . . .” and he’d say, “G Rule” and I’d shut my mouth and lift up my hands. 

Seth Godin popularized the notion of ‘permission marketing’ in his book of the same title. He noticed that, with so much marketing noise out there, that people only paid attention to the people they’d given permission to be marketed to from. He pointed out that the day of just adding people to your email list without getting their permission first, were over. The idea of ‘enter your name and email for a draw’ as a ploy to get your email were becoming less and less tolerated.

No one liked getting junk mail. No one likes getting SPAM. But what is it that defines one kind of marketing as junk mail and while another is welcomed? Permission. 

Unasked for advice is the SPAM of personal relationships and it’s not just your email inbox that has filters for it.

The art of building trust and getting people to give you permission to be added to your list is one of the most important ones you can develop. You can learn some of my thoughts on that here.

Years ago, while living in Scotland and attending the Gaelic College there, I met a woman we’ll call Rita. I’ve never met anyone who was in other people’s business more than her. Or who shared her advice so incredibly freely. Over the course of knowing her, I heard her tell a 75 year old traditional story teller that he should have married a different woman because she was vegan, that I needed to spend time with her hogs because they were grounding and I needed grounding energy, that I should ask for a job from a local banker and that I should swim naked in the waters of Skye because my aura needed freshening. And that’s off the top of my head. I have truly never come to hate someone so much. She never asked for permission because, in her mind, she didn’t need it. She was sharing the truth that I needed to hear. Shortly after I left her presence, it occurred to me that she may have needed me to do those things but she didn’t. 

But here’s the terrible part. I actually wanted to go swimming in the waters on Skye but when I went with the old story teller and her, I couldn’t do it because it felt like I would be letting her win. I would have been cow-towing to her. And I couldn’t let her have that satisfaction. Even though I really wanted to. If I could do it over again, I would have just gone swimming.

One more time: If you push people, they will push back to preserve their own autonomy – even if it means doing something that might hurt them. 

Here’s a flip side of that though. In my experience, if you are really present for someone and they get that you ‘get it’ and aren’t trying to change them or get them to do anything . . . they will often ask you for advice. They’ll seek out your guidance. “What do you think I should do?” they’ll ask. 

Imagine the above facebook conversation with my friend done again, but this time with a focus on her empathizing with me and trying to ‘get’ my experience instead of just giving me advice. And again, imagine you were me, meeting her at a party and consider how incredibly different this would feel to receive.

Me: genuinely thought i would die most days

Her: Wow. What a timeless hell. 

Me: It really was. 

Her: You must have felt so scared. And you were alone in a foreign country. How was that for you?

Me: I felt so lonely and scared. It really brought up all of my fears about death. Maybe I just vanish. And that’s it. That was so terrifying to me. You hear about people dying peacefully but there was no peace in me at all, just pure terror. I kept clutching my friend’s hand saying, “I don’t want to die.” I recorded messages to people on my iPhone. I wrote farewell notes to people in a notebook my friend had bought me.

Her: Wow. You really weren’t sure you were going to make it home. 

Me: Not at all. I was so scared I wouldn’t. 

Her: Where has it left you? Where are you now with it all now that you’re home? I could imagine it’s left you really shaken up. 

Me: So shaken up. Traumatized. I never really got how brutal trauma could be. I’ve got a lot of anxiety and the occasional, full blown anxiety attack – though not as often. I can’t deal with big crowds of people for long anymore. Can’t imagine going to a big bar with loud noises – would feel so overwhelming. I’m so emotionally raw. I’ve got so little emotional buffer. 

Her: It must be scary to feel so scared all the time and . . . I’m guessing it’s taking a lot of adjusting to and I could imagine myself just wanting it to go away so I could have some more ease in my life. 

Me: Totally. And . . . it also feels like a really important moment in my life. Like an initiation of some kind. Like it was meant to happen. Like it’s shifted me out of one phases of my life and into another. At one level it’s so brutal and terrible. On another level, it feels like a doorway opening to some profound growth in my life. So . . . in some ways I’m so grateful for the whole thing. I know it will be rough and it’s shaken me up but . . . the shaking up isn’t totally a bad thing – even though it’s so uncomfortable. 

Her: Hmm. I really get that. So it’s like you know it was one of those ‘big moments’ in your life and it really hurt and scared you but you also know that it’s got a lot of gifts for you too.

Me: Yeah. I’m sure of it. So many gifts. It feels a bit disorienting. I really don’t totally know who this ‘new me’ is. It’s like on Doctor Who when the Doctor regenerates and is played by a different actor and he needs to get to know who he is in his new body. It’s a bit like that. 

Her: I imagine that could feel a bit overwhelming and confusing. I know how it was for me when I went through some near death moments in my life. So disorienting and unsettling.

Me: I’d love to hear about your experiences and any wisdom you’ve got on going through something like this. I never have before. 

If the conversation had gone something like that, I would have likely asked her for her thoughts. She wouldn’t have even needed to ask for permission. If I hadn’t and she felt really called to share something, she could say. “You know, something is coming up for me to share really strongly around your healing process. Is this a good time to share it? No pressure at all. I know sometimes I’ve got enough going on inside that I don’t need anymore information.” Asking permission is a deep sign of respect and affirmation of the other person’s sovereignty and ability to choose what’s best for them. In the original conversation, what was missing for me, was any trust in me and my ability to navigate the process on my own. 

 

 

Some more real world examples of this from my clients:

“1. My worst experience with an energy practitioner. Prior to starting the she session scanned my body with her hand and proceeded to tell me everything that was going on…this is going on here, you’re…here, and oh there’s your grief etc. etc. It felt disrespectful. The energy behind it was as if she was ‘showing me’ how skilled she was with her intuition. Which was more about her than myself, the client. I have experienced practitioners who are not sensitive in how they share information and I don’t recall being asked if I wanted to hear their perceptions. I often do want to hear but I can think of practitioners I have been to where that was not what I was going to them for but the information was offered anyways. 

“I went to see an SI practitioner and it was wonderful how he told me when he noticed things free up as he worked. In fact, before he began, he had asked me if I wanted him to describe what he was doing as he worked or if I just wanted him to work in silence. He made sure I was warm and comfortable, and he was very gentle and confident in how he worked with touch.” 

“I have been to several practitioners who have helped me change my life. The characteristics they have in common are: 1. They are heart open people who share rather than shove what they have to say. 2. If they have any questions about me being blind, they’ve just come out and asked them instead of trying to pretend they know everything. 3. They have accepted my feedback, particularly regarding my pain level. Rather than telling me: “no pain, no gain baby” they have been responsive, backed off the intensity, and let me relax into a deeper space and then maybe I could accept more intense work.” 

 

Principle #7: Empathy is a Skill To Develop. 

But where do you start?

In addition to the thoughts and examples above, here are some practical practices and ideas of how you can weave more empathy into your business interactions.

PRACTICAL PRACTICE #1: Study empathy.

Buy and read Non Violent Communication and any of the subsequent books in the same genre. You can find a lot here

PRACTICAL PRACTICE #2: Make your business more welcoming. 

Remember what it was like when you were in there shoes. Remember how scary it felt. Maybe you felt ashamed of the problem. If you have never been in the situation your clients are facing, see if you can find something similar in your life. Ask your clients what it’s like for them and really listen. And then ask yourself how everything in your business could meet them better in that place. What would you want if you were them. I’m talking from your website, to how you begin your workshops, to your office space, to how you run your first meetings. There’s no cookie cutter approach that will work but, once you really connect with what it’s like to be them, you’ll know. I wrote about this in my blog post called The Three Foundations of a Thriving Business - the part to read is part two about what I call The Container. The Container are all of the elements of your business that show up when they show up. The container are all the things that allow them to check you out at a distance before they commit to buying anything. The safer they feel in approaching and exploring you, the more business you will do. 

I once ran a business called The School Revolution that did workshops with high schools around school spirit. And, by the time I was leading the workshops, I’d lost touch with what it was like to be in high school. It took me reading the feedback forms and really paying attention to get it that, when they showed up for the workshop, they were scared. That had never occurred to me. Why were they scared? Because they’re teenagers in a new experience, surrounded by new people and scared they were being judged and having no idea what was coming. But a consistent piece of feedback we got was that, when a staff member would give them a big smile first thing in the morning as they arrived, they would relax and know they were in good hands. So, when we had our early morning meetings before the events, I’d remind the staff of the importance of smiling and greeting people warmly. It seems so obvious. But, until it was lifted up, it was being done consistently. The difference it made in the workshop was noticeable. Students began the day way more relaxed and open than they had been. 

PRACTICAL PRACTICE #3: Acknowledge them.

Acknowledge them not for getting things right or being perfect. Acknowledge them for how hard and painful it feels for them to be going through their situation. Honour that. Respect that. Acknowledge them for the effort they’ve put into solving the issue already (it’s probably more than you think). Acknowledge them for what they’ve already learned, without your help, along the way. It’s likely vast and impressive. Of course, to acknowledge these things, you may need to dig a bit to discover them. If you do, they will feel so seen and gotten.

Meet people where they are vs. immediately pushing your point of view and telling them where they need to be. Affirm that who they are and what they have right now is enough. You can read this blog post about that.

PRACTICAL PRACTICE #4: Slow down on giving advice.

When people are desperate and in pain they might ask you for advice and ‘what to do’ and want answers fast. Resist the urge to do that. You likely only have a very surface level understanding of their issues. Slow down. Slow them down. Invite a pause. I’ll often say, “I have some thoughts, but, before we go there, I want to make sure I’m really understanding what you’re saying and where you’re at . . .” It’s hard to do overkill on this. Most of us want to rush ahead into solving their problem so that we can relieve ourselves from the anxiety of seeing them suffer, feel important, feel useful . . . but that’s all about us. Much more useful to them is to feel empathized with and for you to know you’ve got a really accurate diagnosis of what is actually happening with them. I’m not saying don’t give advice. I’m saying that what you think is really, really stretching out the diagnosis period into a painfully protracted process is likely still faster than it could be.

In 2012, I wrote a post called Slow Marketing where I lifted up the possibility that marketing might actually work better and move faster if we slowed it down. 

A simple question you can ask whenever you meet someone in pain that can stop you from leaping into saving them: “How is that for you?” Ask and mean it. Ask and be quiet. Let them talk. 

My dear friend and colleague Jennifer Summerfeldt said it so beautifully, “slowing down the conversation, one slows down the need for anything to change or be resolved. In healing work this is critical. Too often we rush to reduce the pain, suffering, or wound. We rush with our words and our advice. Unless the person is in danger of being harmed further or is in need of medical attention ASAP we have TIME! So much time actually. these quick remarks many of us are guilty of saying, or have been on the receiving end, come from a place of fear and impatience. Many of us are terrified to sit in the discomfort. we are programmed to ‘take away the pain as fast as we can so we can resume to happy land’. We are not taught to accept and have space for ‘real land’. We don’t want to sit in our own discomforts. nor the discomforts of the other. nor the discomforts of life. we want band-aids, and someone to kiss our wound and send us off feeling better. Maybe just maybe, the mere act of allowing space and time for the experience to sink in, for the tears to fall, and for there to be no need to lessen the discomfort  will in fact be all that is needed for healing to take place.”

Clarity before resolution. Empathy before education. Seek to understand before seeking to be understood. These all require us to slow everything down.

PRACTICAL PRACTICE #5: Practice restating what you hear them say.

This is Active Listening 101. It would seem so easy, but, in my experience, this is actually incredibly hard for most people to do well.

Restate what you heard them say in your own words and ask them if you ‘got it’.  Don’t assume you get it. Don’t assume. In fact, assume that you do not get it. Coming in from a place of humility is much more attractive than a place of the arrogance of interrupting them part way through explaining their situation with a dismissive wave so you can begin your brilliant treatment. This build on the idea of slowing it down. Don’t move forward until you can restate their position better than they can themselves – until you can see them relax in knowing you get it. Question everything you’re assuming about their situation. Really make sure you get it. You will be shocked with how often you’re wrong. 

PRACTICAL PRACTICE #6: Write out the typical story of an ideal client. 

This exercise is incredibly useful. Try to write out the generic story of your potential clients so that, when they read it they say, “Wow. That is so my story. Were you spying on me?” I did this for holistic practitioners in a blog post called “The Story of Jane the Holistic Practitioner in Seven Chapters” and, whenever holistic practitioners read it, they say it is is eerie how accurate it is. But again, don’t assume you’ve got it. Run it by people. See what’s missing. Get them to help you understand what it’s been like to be them before they came to see you. 

PRACTICAL PRACTICE #7: Get empathy.

This might be the most important idea. 

Giving empathy is impossible until you’ve received it yourself. If there’s an area of your life where you feel no one understands you, find someone or a group that will. Maybe it’s a close friend you know who will just listen and care. Maybe it’s a colleague, a therapist, a men’s group. Maybe it comes in reading poetry or literature that affirms your feelings and needs. But get it. The more you receive it, the more effortless it is to give. I’ve had such incredible support and examples of empathy in my life. 

As Gabor Mate points out so lucidly and beautifully in his TED talk in Rio, most of us didn’t receive the kind of empathy we needed as a child. And so we need to get it as adults. And, often in the process of healing, we become the adults whose support we were needing when we were younger. Until we do we will often vacillate between self pity (collapsing) and self important (posturing) and never really feel comfortable in our own skin (composure).

It is both the thing that opens the door to healing and the healing itself. Most of us have spent a lifetime having others try to change us into something that is more pleasing to them (or being rejected because we didn’t fit the mould). Parents, siblings, teachers, classmates, friends, bosses, co-workers, romantic partners . . . And is there any bigger gift we can give someone than to say, “I get it. And you’re fine just the way you are.”? As Ani Difranco said, “More joy, less shame.” The gift of empathy not only makes us better people, it helps people know that they aren’t crazy and that they aren’t alone. Empathy transforms people. Try to change people and they will resist and try to hold onto who they are (even if it hurts them).

In the end, we can never really know what goes on in the hearts of others. Not really. So, at some level, empathy is just us trying to imagine the unimaginable. But, one of the sweetest mysteries of life seems to be that, even though I can never know your experience, I can know my own. And, the more intimate I become with myself, the more intimate I become with everyone. Because we’re all the same deep down. We all have the same feelings and needs. The more I come to understand and love myself, the more I can love others. The more I pursue a path of wholeness (including all  the parts of me) vs. purity (cutting out anything that doesn’t belong) the more I can intuitively understand others. 

This piece hammers on marketing and its importance from a marketing perspective. And it’s true. It’s vital. From a potential or active customer’s stand point – they care about what’s in it for them and their experience. That’s hard medicine.

But . . . I sometimes find it so hard to empathize with others. I have uneasy moments with clients. I judge people. I get triggered a lot. I get tired and don’t show up as my best. I snap. And I regret those moments. Sometimes the one who needs the most empathy is us. 

Maybe this should have been the first practice because life is really hard some days. Some days I can barely take care of myself, let alone holding space for anyone else. 

I think that the most healing thing we can offer others is to meet them and love them where they are.

Meet people where they are and they become who they should be. 

In the end, on every side of the master, Alistair MacLeod said it best in his book No Great Mischief, “We’re all better when we’re loved.”

And the content of this post has been turned into a sweet info-graphic sketch by http://sketchingmaniacs.com/

 

original Seven Principles & Seven Practices on Empathy in Marketing

 

I would love to hear your thoughts, reflection and examples from your own life around this whole notion of empathy in marketing. You can leave them in the comments below. 

 

  

Guest Post: Three Pitfalls I Avoided By Listening To Marketing Sages

by Kenton Zerbin

Screen Shot 2014 01 06 at 3.18.02 PM Guest Post: Three Pitfalls I Avoided By Listening To Marketing Sages

There are many pitfall mistakes to make out there in the marketing world. Thank goodness you don’t have to make them! There are those who have made them and witnessed them, and made it here today to save us from doing them. 

Hi my name is Kenton Zerbin, and I started up KentonZerbin.com, an independent teaching business teaching others Permaculture and how to design sustainability into their lives. It was, and continues to be, far from easy but it could have been SO much harder if I didn’t know the following… 

I want to share with you 3 pitfalls I avoided by listening to Marketing Sages:

 

Pitfall 1: Don’t brand yourself to a market you don’t know exists.

Know what you have to offer and test the waters with it. Don’t take it personally, but this isn’t about you, this is about what you are offering someone else. This concept of needs/yields in marketing is so… well… DUH, for lack of a better word. In Permaculture we call it Needs and Yields analysis; by understanding the needs and yields of the elements we are working with (in this case, “you” and “others”) you can design them together. Essentially, by knowing what “you” can yield and what “others” need, you can market and design yourself a right livelihood. A sustainable business. Success. 

So I repeat. Don’t market yourself until you know you have something worth marketing. Only then get into marketing it! 

How I avoided this pitfall as a Permaculture Teacher: 

I offered two free Intro to Permaculture Talks, one at a Hippy café and one at a University. Now I’m not only seeing IF the seats fill (If I have something worth marketing) but I’m also testing to see how many seats fill at each venue comparatively… which leads to the 2nd pitfall…

  

Pitfall 2: Don’t start marketing till you know who is shopping for you.

So you know that there is a market for you. Hold your horses! This is where far too many enthusiasts jump the gun…. You know people are engaging you, but you don’t know WHO exactly these people are. If you try to engage your vague clientele at this point you are nothing other than an overexcited door-to-door salesman or that person pushing papers on the street corner. Remember, you are marketing – a strategic use of your energy and time

Know your client! Who are these people that want what you are offering? Once you do NOW you are ready to start marketing! Only now do you know how to wrap it and how to get it out there!

How I avoided this pitfall as a Permaculture Teacher:

I got the participants of my free workshop to do a little questionnaire for me… age, house owner, salary range. I also gave them the choice on that questionnaire to choose what different kinds of courses they would be most interested in taking… which leads me to the 3rd pitfall.

 

Pitfall 3: DO NOT offer just one “thing”.

So you know you have something to offer that others want… and you also know who it is who wants it and thus are informed how to “brand” and marketing strategically. Now you have to avoid making the pitfall of offering the Holy Grail product…

Nothing will crush your spirit and business faster than seeing your ONE egg sitting in your basket not hatch. The cliché, “Don’t put all your eggs in one basket” couldn’t be more true.

Create your compelling packages! The secret now is to offer multiple points of entry for your potential clients to engage you. 

Examples:

Let’s say you are starting an orchard… don’t just offer apples! Offer Cider, applesauce, applejack, preserved apples, dehydrated apples, apple trees, orchard tours, pies and an apple-a-day subscription program. 

Lets say you are starting a business offering Permaculture landscape consulting… don’t just expect clients to line up paying you thousands to convert their lawns! Offer a group educational workshop on one of the participants landscape, pre-consultation options, Permablitzs, surveying, landscape plans, tours of properties you have installed/designed, even have a tour/workshop at your own house showing off your food forest/garden of eden! 

For yet another example I will use myself as a Permaculture teacher. I offer: 

  • Free articles sharing my knowledge
  • 3-hour Intro to Permaculture workshops
  • 3-8 hour Workshops for house-owners OR apartment owners
  • 2 day Permaculture course for learning how to design
  • 2-week Permaculture Design Certification Course

Come check out the FREE stuff and all the rest at KentonZerbin.com 

Thanks for reading! I wish you all the best in your business and avoiding these marketing pitfalls! 

Feel free to contact me at

Warmly,

Kenton Zerbin