Page 136 - The $100 Startup_ Reinvent the Way You Make a Living, Do What You Love

The distinction between the three icons represents the difference (and the likely
success or lack of success) of a person or business hoping to promote something
for sale. A charlatan is all talk, with nothing to back up their claims. A martyr is
all action with plenty of good work to talk about, but remains unable or
unwilling to do the talking. A hustler represents the ideal combination: work and
talk fused together.

Being willing to promote in an authentic, non-sleazy manner is a core attribute
of microbusiness success. As Elizabeth’s story illustrates, sometimes the best
hustling lies in creating a great offer and getting people to talk about it. In other
cases, you want to have as many of the right kind of customers as possible, so
there’s nothing wrong with putting yourself forward.

In my work, the hustler image on the right is pretty much what I try to do
every day as a writer and entrepreneur: lots of creating and lots of connecting.
The connecting (i.e., the talk) isn’t always directly related to the work at hand—
sometimes I’m supporting other people with their hustling—but on a good day,
there’s plenty of creating and plenty of connecting.

Another way to look at it is

Style without substance = flash

(Also, no one respects these people.)

Substance without style = unknown

(Everyone who knows these people respects them, but not many people know