My friend, Patricia Fripp, built her fortune, first as an owner of salons, and then as a speaker and author, by living the following principle:
“Don’t concentrate on making a lot of money, but rather on becoming the type of person people want to do business with.”
“What!?” you may be asking. “But, Burg, you avowed and unapologetic capitalist; are you saying we shouldn’t focus on making money?” Yes, that’s exactly what I’m saying. But only if you want to make a LOT of money.
More confused than ever? Please allow me to ‘splain. If you focus on making money, you’ll make a living, and make some money. If, on the other hand, you take Ms. Fripp’s advice and focus on becoming the type of person people want to do business with, you’ll take your business to an entirely new level.
You’ll consistently build the “know you, like you, trust you” relationships with people who will gladly connect you with those in their network with the understanding that you’ll always do a superb job and make them look good. Because you’ll earn a reputation as a person of principle and character (and competence), you’ll be sought out as special. In a world filled with distrust of salespeople and business people, you’ll stand out from the crowd, and profit and abundance will be the result.
In other words, be good. Both in terms of character and competence. It’s good business and it’s good for business.
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Isn`t it wonderful to be able to focus and concentrate on “BEING” rather than “MAKING”?
And then to also benefit from it?
This falls in nicely with everything I have been learning in Buddhism, various Holistic Body-Mind Techniques, and of course, Marketing.
I love it when a plan comes together!
Thank you Bob, and have a wonderful weekend!
Well said, my friend!
How true my friend! I am just amazed by how many businesses start out with this as a core value but as soon as the “Going gets tough” their focus switches to the almighty dollar! Not only do many skimp on client service but they just chop the beans out of employee service (and I’m not referring to employee benefits) and are left scratching their heads wondering why are we off course!
Have a great day Bob!
Joe
I’m not a huge proponent of TV, but do like to zone out sometimes in my down time. I happened upon a show on the USA network called Royal Pains about a doctor, played by Mark Feuerstein, who has been unfairly blackballed from practicing medicine in New York and subsequently starts a personalized medical practice in the Hamptons. Despite being in a tough situation and often tempted with obscene amounts of money, prestige or popularity this Doctor holds fast to his integrity and continues to find continuing success. I think this perfectly exemplifies what you are talking about – doing the right thing for you and other people will build that like you, know you, trust you feeling and will ultimately bring success while not only protecting, but strengthening your own conscience so that when things are not going right you have the strength in reserve to persevere. Thank you Bob for continuing to promote the kind of business practices that are good for the individual, community and country!
Thank you, Osnat, Gail, Joe and Cameron . . . I appreciate all your nice and well-thought-out comments. Much appreciated!!
Bob,
Here’s Fripp as an MTV style rock star…
Video – “Do You Fripp?” NSA PHILADELPHIA http://animoto.com/play/q1QkhNt5IigbL03mvgJiKg
Fripp rocks! You rock! Great points about being good to folks who will in turn be good to you – AND your wallet!
~ D.
Thank you, David. Fripp indeed does rock! And so do you!
Hi Bob,
I had a blast back to the past when I read your post. This might date me a little, I remember when my dad would pull up into a gas station, a pump boy would fill up the car with gas, check the oil and wash all the windows no matter what the elements was like outside. I remember when a hand shack was a good as your word and the agreement was carried through with integrity.
Now days we have to train and remind people how to work with integrity, build relationships be a rock solid person truly caring for others.
My dad went to this one gas station for years. Treat people the way you want to be treated and it will come back to you 110 fold. Dad never paid the cost he always left a tip! (-:
Hi Debby, I remember those gas stations as well (I guess they were actually “service stations” in the true sense of the word). Your Dad sounds like a great guy who definitely rewarded value.
Hello! Good concept, but could this genuinely function?
Yes sir. And does!
Excellent advice. This has been my focus. I’m receiving wonderful feedback and I’m confident that the money will take care of itself. I think for me the key to it all is to be aware of my personal finances and make wise decisions based on where I’m at currently. My business is about attracting the very best from every direction. It’s working!
Thanks Bob! Great ideas.
Awesome, Kathleen. Keep in touch and let us know your progress!
there’s a great scene in “heaven can wait,” the 1980s (i think) movie w/ warren beatty where he’s stuck in the body of the corporate titan, and make a speech in the climactic board meeting about how his team is going to be the winning team because they play honestly. it’s a great speech, and wall street needs to hear it.
Thank you, Muriel!
Wow. This is soooo accurate. I used to beat myself up for not having a marketing plan, and it took me years to realize that all those great relationships I had WERE my marketing plan. Love how Osnat put it – so much of this is about “being” rather than “doing.” Thanks for a great article.
Rich, thank you for your kind words about the article. And, I hear ya’ and, at the same time, I’d also suggest having a marketing plan. One does not disqualify the other. Both are important. 🙂
Thanks Bob – I agree with you. For most businesses, you do need to have a plan – and a clue – where your paying customers are coming from.
I am very thankful to have watched my own business as a writer and speaker grow organically through word of mouth over the last 15 years. (And, of course, building my platform – so I guess I’ve had a marketing plan after all!) Thanks again!
Yes, I know you’ve done VERY well, and are to be congratulated!!
Great reminder Bob! I must say that this post brought me back to basics and really moved me. My business was always about doing what I loved, being of extraordinary service and being supportive/encouraging. Always that is until lately…. I didn’t wake up greedy or anything, or lose focus on what the important things are all about, but I set a goal to hit a financial target to qualify for a group I want to belong to. In reading this post, I have been shown the light that was becoming dim.
I am embarrassed to say I have been focused on the money. I know, (like I know!!) that the money will follow and that it is just a matter of time! Instead of setting a goal to hit a certain financial goal, I will rethink and reword my goal to be about how many people I’d like to serve and who I’d like to impact. I lost myself for the last few months.. working really hard, pushing to qualify with my income, and not really getting where I know I was capable of going.
I believe this mindset shift that is happening right this minute is going to be just what I need to get my mojo back and get back to what brought me to being an entrepreneur in the first place! Yes, making money is very important because I want to build an empire not work in my hobby, but it is not the FOCUS, it is a result of letting service and support being the focus!! Wow!! I think I just had a breakthrough!!
Thank you so much for this simple, yet profound post!!
xoxo
HelenRappy
You’re awesome, Helen! And, yes, money is an echo of value; focus on providing great value and the money is the natural result of such. At the same time, financial goals and measurements of such are also very important, so please don’t be too hard on yourself. I can’t think of too many people who focus so intently on providing value to others as you do, my friend!