Tag: sales

The Passage

I wrote this almost 4 years ago. My passage has changed, but this is still a relevant topic for many.

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“Eric, as a friend and colleague I have witnessed the roller coaster ride you have had over the past number of years —a ride that has provided you with great information on many levels.  Your life’s work has been more clearly defined for you as you experienced the passages that accompany authenticity, clarity and openness to the world.  Purpose, Passion and Paycheck are a great combo if you can make it happen.  For me the road, passage to this desire has been filled with the “moving ahead sideways” effect.  I think I have finally found the combo in perfect combination. What I can tell you is that for me—it was my friends, mentors, coaches and a spiritual advisor who helped me the most.  I moved from intellectually actualizing to a deeper and more satisfying place of authenticity about who I really am —this led to life being easier—and with that the choices became clear. I wish you the best in your continual pursuit—and hope you can find peace with all of this.”

The above note came my way a couple of weeks ago. I’ve held onto it tightly. It is informing my passage to the new.

Where we’re at now, at least in the American culture, most things are measured by winning and losing. I guess it’s no surprise that we worship competitive sports. The winning and losing I’m referring to is related to material and visual success. I, like many, fell for the deception of how many likes, how many followers, how many page views, and the biggest of them all, how’s your business doing.

The crazy part for me is found in the initial motivation for doing what I do. I didn’t start Epic Living as a vehicle for a great business venture. I was motivated to reach people and introduce them to their Epic life. That’s it, still is.

Somewhere along the way, I got off track.

In this world we have the realities of bills, family needs, and work in general. It’s just the way it is. I started to demanding Epic Living to be what it couldn’t be. I started being the old corporate sales guy who knew how to create major ROI. Some may say, why not? Well, GM sales a lot of cars, but that doesn’t mean they’re any good. Understand me clearly, making money on your art is not wrong or bad. The problem arises when it needs marketing to breathe and survive. I speak from my experience only here.

So what to do? I’ve slowly been moving toward a different mindset and model. The one from the beginning. It may mean separating what I do for money from what I do as a mission. That will be hard. I’m finally at peace with going with the current, instead of fighting it. In the end, I know what I’ve been called to do. Didn’t always do a good job at embracing it, but I understand now.

The passage for me is found in 2 things:

  1. The thoughts I’ve been given flowing to you
  2. A fixed focus on tools (writing, video, speaking, etc.) that communicate #1
  3. Saying goodbye to everything else

 

Looking Past the Transaction

Rare is the organization that can look past the transaction.  Often, they're so fixiated on sales and sales forecasts.  The better idea here is found in the faith-based (not speaking about religion) approach to selling and relationship-building.  The belief in your product or service in such a way as to having faith that it will solve a problem or create a desired breakthrough.

This is tough work and it requires a steadfast reliance on the mission.  A career, a transaction-based business model or protecting market share will never do.

So the next time you look at that client or prospective client, do you see a transaction that benefits your business model?  I hope not.  You should see someone who has a problem you can solve and a relationship to be built.  There's no substitute for the latter.

It’s Almost Never About You

We're self-preservationists at heart.  This works well if shipwrecked or lost in the jungle.  In general, though, it's a dangerous mindset.

Where this really shows up is when we are trying use clients to get us to where we want to go, which is unethical.  But it also shows up when we're honestly trying to help.  Either way you need to stop and realize what's number one.  As in, your client.  No talking points, no radio spots, just authentic love.

If you've built your career/business model around "you first," then it will be painful to change.  You may have already tuned me off if that last sentence applies.

The following outlines some ideas to consider as you seek to get it right with existing clients, and prospective one's too:

  1. Just like God, a client's time-frame may not be the same as yours.  And if you're in the "service" business (we all are), then you don't get to make this call.  You can be polite in persistence, but ultimately you're a servant.
  2. Stop marketing that you care, when your actions communicate something different.  Washington, D.C. may have made us think that everyone has a price, but most clients desire authenticity.
  3. Be willing to risk loss.  Those who have lost, even though they did there best, change the world and are wildly successful.
  4. Stand your ground in the face of critics and conformists.  If memory serves, the word is courage.
  5. Your work is truly a motion picture.  Make it the kind that people want to see over and over again.