At the end of Anti-Sell, there’s a ‘Further Reading’ section, recommending a bunch of books that the reader can check out beyond mine. And even though it might seem like a
really lazy rather ingenious copy/paste job from the book (😉), I thought it made a lot of sense to share it on here, too.
Throughout the book I’ve mentioned numerous books and resources that can help you on your Anti-Selling journey. Here’s a list, with a bit more info about each of them, plus a few more for good measure.
A quick note: None of these authors paid me a fee to be included, nor do I get a commission if you buy any of them. I recommend these books 100% wholeheartedly – because I actually really like them.*
ReWork by Jason Fried & David Heinemeier Hansson
ReWork is probably my favourite business self-help book of all time, and a big influence on Anti-Sell. Why? Because ReWork is also quite rebellious in nature: it goes against the grain of traditional business advice but makes excellent recommendations in spite of that. It was recommended to me by a client (thank you Scott of TestLodge!) and on the first listen (I bought the audiobook), I fell in love with it. While listening to it in the car, I used to scream “YES!!!” after sentences I agreed with – which happened a lot. And probably sounded weird if I had my car window open. But there we go.
Some of its takeaways include:
- Other people’s failures are other people’s failures, not yours. So when people talk about the survival rate of freelancers, small businesses and startups, just remember: if other people fail, that doesn’t mean you will too.
- Plans should be called “guesses.” I remember freaking out when I had to put together a business ‘plan’ for some funding that I was seeking in the early days of freelancing (if I remember correctly, it was funding to cover my first year’s membership at my coworking space). How do I know how my business is going to do next year or the year after that? And that’s precisely the point. Call them guesses. To quote the book: “Start referring to your business plans as business guesses, your financial plans as financial guesses, and your strategic plans as strategic guesses. Now you can stop worrying about them as much.”
- Everything you do is marketing. This ties in very closely to the message of the book you are currently reading. Marketing isn’t defined by adverts and promotional materials – it’s literally everything you do. Every. Single. Thing. You. Do. Every email you send is marketing. Every invoice you send is marketing. Just because you’ve won a client, it doesn’t mean that the marketing stops there for them. Every action you take can leave an impression on someone – good or bad.
I could go on and on, but I’ll stop there (not-in-the-book note: I actually wrote about my biggest takeaways from ReWork – including the above points plus more – on this very blog a few years ago: here’s the link). If Anti-Sell has resonated with you, and you haven’t yet read ReWork, pick up a copy. I’m sure it will resonate with you as well.
While writing this book, Fried and DHH released a new book: It Doesn’t Have to Be Crazy at Work, which – as you can probably guess from its title – addresses the sensitive subject of work-life balance. It’s worth checking out as well.
The Pumpkin Plan by Mike Michalowicz
The Pumpkin Plan is a special book to me. Whether you’re just starting out, or you’ve been running a small business for a while and you’ve hit a rut, there are some great tips in it. As mentioned in earlier chapters of the book, it has advice on:
- How to go niche when it comes to targeting clients.
- Creating your own Assessment Chart, which can be used to score clients on certain criteria, in order to help you to detect which clients are the best-fit for you (not-in-the-book note: I’ve blogged about the Assessment Chart over on State of Digital).
- Tactics for cutting bad-fit clients in a way that won’t cause any animosity, fallout or professional embarrassment.
Mike also has another good book called Profit First, where he recommends paying yourself first before paying bills, whereas typically we do the opposite (we pay our bills and then keep what’s left over as profit, however big or small that amount may be), so it’s worth checking out what he has to say on that as well.