Finding The Way (To Create Value and Profitability)

Finding The Way Bob Burg

My friend, bestselling author and Prosperity Authority, Randy Gage has famously said:

“You don’t have a money problem. You have an idea problem.”

Randy’s premise is that if you can find a way to bring value to others (i.e., the marketplace) your money situation will be well taken care of. This, of course, ties into what John David Mann and I say in our Go-Giver Series which is:

“Money is an echo of value. It’s the thunder to value’s lightning.”

In Certified Go-Giver Speaker and Branding Authority, Bill Ellis’ recent Friday’s Fearless Brand Blog post he highlighted Enterprise Rent-A-Car Founder, Jack Taylor who came up with a new twist to an already-established idea and built his little company into an international powerhouse. It was a great idea.

A young entrepreneur by the name of Fred Smith looked at package delivery in a different way than anyone else did and saw his company, Federal Express dominate the marketplace. It was a great idea.

A native New Jersian turned Texas lawyer named Herb Kelleher teamed up with some people who felt they could “democratize the skies.” Despite having to fight through a whole lot of political beauracy and Cronyism to make it happen, they have soared from the get-go. In an industry in which practically all their competitors lose money, Southwest Airlines has been profitable for the over 40 years they have been in business.

From Bill Gates to Steve Jobs to Mary Kay; from Sara Blakely to Donald Trump to Tony Hsieh; From Debbie Fields to Amar Bose to Louise Hay…people who have ideas – and are willing to find a way to apply those ideas – are the ones who prosper. And, Free-Market Capitalism* being what it is (where no one can be forced to buy from you), they can ONLY prosper by finding ways to provide significant value to the lives of many, many others.

None of the above mentioned companies; none of the above people, started out big. But, they had an idea. And, they were willing to pursue it.

You can, too.

Most likely, no one is going to hand you the idea. You’ve got to find it. And, you do so by placing other peoples’ (the marketplace’s) interests first. Then you determine how to do it and keep doing it until the world embraces the value you have created.

—–

*I love the quote by my favorite economist, Professor Walter Williams:

“Prior to capitalism, the way people amassed great wealth was by looting, plundering and esnslaving their fellow man. Capitalism made it possible to become wealthy by serving your fellow man.”

Making Sure That You Are Always Adding Value

Value

In this post we learn a very important and powerful lesson from Certified Go-Giver Coach and Altum V Director, Pete Evans. He shares with us a terrific example of both value and authenticity. The big takeaway? When a focus on providing value to others is a major part of your true authentic core…you will naturally create value in such a way that it will be recognized, it will be acknowledged, and it will be rewarded!

Enjoy Pete’s wisdom! – Bob Burg

Line

I have posted before about the importance of continually using “The Law of Value” from The Go-Giver, by Bob Burg and John David Mann, as part of your approach to acquiring new clients. The Law of Value states that you should provide more in value than you take in payment. As Bob Burg rightly points out, this can seem counter-intuitive.

Last week, a new prospect asked me, “So when do you start adding value in the sales process and when can you stop adding value?” My response was that you should always be seeking to add value to other people and their businesses. I then shared with my prospect a powerful story about something that had happened in my business to demonstrate this.

Earlier this year, I was invited to meet with the partners of a law firm to discuss how I could help them shape their future sales and business development strategy. I was in competition for this piece of work with another sales coaching business. After two meetings and numerous telephone conversations, I received an email from one of the partners advising me that on this occasion, they had decided to work with the other company. They thanked me for my effort and did ask me to keep in touch.

In these situations, it is easy to become defensive and blame the prospect. This would be a normal response and one I would have chosen in the past. What would happen if we chose a different response?  I decided to email the partner from the law firm and complimented him on their decision and was sure that the other business they had chosen would add massive value to their sales process. I also shared an article with the partner which I thought would add value to him and his fellow partners.

What happened next demonstrates that we are constantly on show and that we should always be adding value. Within 24 hours, I received an email from the partner stating that they had changed their minds and that they wished to proceed with my company. The reasons for the change of mind were:

  • Despite calling the other company twice to inform them that they had won the business, they were still waiting to hear back from them.
  • The partners had been really impressed with my response to their original email. What particularly resonated with them was my continued professional approach and the fact that I wanted to continue adding value despite having lost the business.

So remember, you should always be adding value as it can help you retrieve situations which you may have thought were lost.

Add LOTS More Value with the Simple “Who Is” Phrase

Simple Who Is Phrase - Beth Davis

In this guest post by Certified Go-Giver Speaker and Gold Star Referral Clubs CEO, Beth Davis, this world-class networker and referrals authority shows us how one simple phrase can add significant value to those you introduce to others. And, you can begin using it the very next time the opportunity arises. Enjoy Beth’s wisdom! – [...]

Continue reading...

The 80/20 Go-Giver

The 80/20 Go-Giver by Doug Wagner

In this guest post by Certified Go-Giver Coach, Doug Wagner, the very wise and successful entrepreneur takes inspiration from a book by Perry Marshall. Here, he looks at the famous “Pareto Principle” (a/k/a, “the 80/20 rule”), applying it to The Go-Giver and one’s overall business success. Enjoy Doug’s wisdom! – Bob Burg I recently read [...]

Continue reading...

Pin It on Pinterest