EMBA的小眼睛

The circus is coming to town

Too often, we wait. We wait to get the gig, or to make the complex sale, or to find the approval we seek. Then we decide it's time to get to work and put on our show.

The circus doesn't work that way. They don't wait to be called. They show up. They show up and sell tickets.

When you transform the order of things, the power shifts. "The circus is going to be here tomorrow, are you going?" That's a very different question than, "are you willing to go out on a limb and book the circus? If you are, we'll come to town..."

People respond to forward motion. Auctions are always more exciting than "price available on request."