Grab a cup of coffee. This is the Weekend Edition.
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All I said was, “I can help with that.”

And a world of possibilities broke open.

Here's the short story of how I got my first client and changed my career.

10 years ago, I was working behind the bar of my coffee shop located in the hub of the Phoenix Start-up scene when a customer walked up visibly frustrated. When I asked what was bothering him, he said, “My friggin email. I’m trying to migrate it over to Google and it's not working.” He looked like he was going to flip a table.

“Oh,” I said, “I can help with that.”

"Really?" He looked excited. "Can you come by our office before you leave?"

I agreed to stop by after close as I'd been building websites on the side for years at that point and knew something about technology. Though my degrees were in Global Business and Philosophy, tech was always so fascinating to me.

Now, to be fair, I didn’t know exactly how I could help him since I'd only been building websites, but I did what every young, budding tech entrepreneur would do in this situation...

Once I figured it out, it took me about 45 minutes to migrate his email and set up his new account. Now of course this man could have Googled his way through it, but he didn’t want to, and I realized an opportunity: my willingness to learn is worth something.

“How much do you charge for this?” He asked with a relieved smile on his face.

I said, “Listen, Tony, I have no idea. Pay me whatever it’s worth to you.”

And he wrote me a check for $250.

I was floored.

I just sold an invisible thing.

Business school was teaching me about Cost of Goods Sold and I just sold. An invisible. Thing.

I still have that check. And six months later, I sold the coffee shop and started Moushi & Co.

My company will be 10 years old this July.

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📈 Behind the Business: Speaking at WordCampPHX

“Tanya Moooshiii, am I saying that correctly?” The volunteer is practicing my introduction.

“You got it,” I say, and take a deep breath. I’m on stage and ready for a mic check.

This was my first in-person speaking gig in almost 5 years and the topic was Selling Softly: The Introverts Guide to Effective Service-based Sales (which I’ve tested parts of in this newsletter!)

Afterwards, one of the event organizers pulled me aside and proudly stated, “This was one of the highest rated talks we’ve had.” And I swallowed a knot. “Thanks so much,” I said, and forced an exhale so I wouldn’t pass the hell out in front of this man.

I am really introverted. People who know me well know that while I love human connection, it's a real energy consuming thing for me. So I call myself a “practiced extrovert,” and practice I do. Here's my preparation before most speaking engagements:

Then, when I get up on stage, something crazy happens (though I’ve practiced it countless times in 1:1 conversations): I completely reorient my energy.

Part of me slips away and it feels like a switch is flipped: Nothing is that serious, and now I'm in service mode. It's a mix of letting go and leaning in; it feels like lifted lungs––nerve-wracking and awesome.

That said, I want people to assume this about everything: if it looks easy, it’s hard.

The person doing it has done it hundreds of times, flopped a few, practiced, and continues to practice more than you know. You just don't see the prework (and the prework is everything).

After the talk I received this submission on my website:

So, as my guy Seth Godin says: do great work → get great clients, repeat. ❤️

⚡️ Quickhits

• I'll be in London in a couple weeks 💂‍♀️ Do you have recommendations for me? Who should I meet? Hit reply and let me know.
• Courage, anyone? My lovely new intern is organizing interviews for my new book. Nominate someone here!​
• Book Recommendation 📚 The Song of Significance is really about managing teams––what I love about Seth is that all those things I know in my heart to be true about business is confirmed with his words.

Alright that's it from me today.

Have a great week!

​Love this ❤️❤️❤️​
​Dig it 👍👍​
​Do better 😕​

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Tanya Moushi ("moo-shee"),
​Moushi & Co. | Daily Inspire
​Designing Good Business

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