Flash vs Substance

Posted by Siobhan Hitchmough

A book that teaches you how to get rich is flash. A book that teaches you the inner workings of the financial system is substance.

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The Sweet Spot for Performance

Posted by Siobhan Hitchmough

If you set the bar too low, it’s not worth doing. If you set the bar too high, it’s unrealistic. If you set the bar comfortably where people know they can do it, it becomes a mundane chore. If you set the bar uncomfortably high where people believe they can do it with some hard […]

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Same Soap. Different Products.

Posted by Siobhan Hitchmough

When a company makes artisan soaps and sells them individually, they have their 1st product. When they cut the soap in half, repackage it, and call it a “Traveller’s Pack”, they have their 2nd product. When they cut the soap into the shape of little animals and call it a “Kid’s Fun Size”, they have […]

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Sell Something Bigger

Posted by Siobhan Hitchmough

Ikea doesn’t sell furniture.  It sells what your home could look like. Starbucks doesn’t sell coffee.  It sells a little indulgence in your busy life. State Farm doesn’t sell insurance.  It sells the comfort of knowing that you and your loved ones are covered. Don’t sell stuff.  Sell aspirations.

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