Can't we all just get along?

Philip Morgan

Which of your pet peeves have a meaningful relationship to the results you get for your clients? Keep your thoughts on that question comin'! I'll do an anonymized roundup with commentary later this week.

Let's keep talking about having a polarizing point of view. Some of what feel like pet peeves to you might be good raw material for this "polarizing point of view" thing. Not all will, but some can.

Now, what about this potential problem: "what if some of my prospective clients don't agree with my point of view on this issue?".

The short, blunt answer is, if you want all your prospects to agree with your point of view then get a job as a waiter at a restaurant. In other words, that's the mindset of an order-taker.

Think of good medical practitioners. They absolutely have your best interest at heart, but they are going to tell you what to do, not the other way around. That's what Blair Enns calls the "expert practitioner" role, and it's the position from which you can best help your clients. The position from which you can create the most possible value for them.

So in short, it's a fact of life that if you have a strong, specific point of view on an important issue, somebody will disagree with you on that issue. And if your point of view on this issue permeates all of your marketing, then some prospective clients will never approach you for a sales conversation because they disagree with your point of view.

The exciting part of this is the relationship you're going to have with prospective clients who do agree with your point of view.

It's likely you'll have a shared vision about how to move the needle, and that shared vision will already be in place from the first sales conversation onward.

Now that's worth ruffling a few feathers for!