Selling without the siren song of certainty

Fast and slow

Certainty blocks us from really seeing and observing, but Uncertainty Is An Impossible Sell. Sad, and maybe true. Sad because the siren song of certainty tempts people into wasteful spending and poorly informed decision-making and makes it tougher for honest people to compete in the marketplace of paid work and ideas.

Daniel Kahneman:

Optimism is highly valued, socially and in the market; people and firms reward the providers of dangerously misleading information more than they reward truth tellers …
Experts who acknowledge the full extent of their ignorance may expect to be replaced by more confident competitors, who are better able to gain the trust of clients. An unbiased appreciation of uncertainty is a cornerstone of rationality—but it is not what people and organizations want. Extreme uncertainty is paralysing under dangerous circumstances, and the admission that one is merely guessing is especially unacceptable when the stakes are high. Acting on pretended knowledge is often the preferred solution.

It is a hard sell, not an impossible sell. Those that want to pay a lot for false feelings of certainty and security based on impressive on-the-spot wizardry are better off elsewhere. Small organisations that want service with integrity, to the best of my abilities and to be informed of its limitations, possible errors and omissions, for a decent hourly rate that doesn't rip wallets to shreds, contact me.

IT businesses, especially the security sector, over-charge the public sector and it annoys the %$#@ out of me, hence I have set a low price point for NGO's, and for everybody else my price is negotiable and depends on state and purpose of client and my personal state. In some cases where lives are at stake and people already marginalised to the point of having no resources at all, for example in the case of land right defenders for whom there is no funding available, my service can even be for free, just contact me. And in all cases, if learning is required to provide a service, in no way does a client ever pay for such learning hours, only for the actual service.