Huh? How can focussing on the money not get you the money?
If what you focus on is what you get then how can focussing on the money not get you money?
Because when you focus on something much bigger than you, on what you do and what you will bring to the table of others, then the money will come and it will come in ways you never thought it would.
This is all part of a healthy relationship we must all have around money.
Money (Revenue, profits) comes from a host of different avenues – sound decisions, lots of activity, leveraging people, time and situations, valuing what you do , great customer experiences, awesome products, ad infinitum (well nearly) but what drives all of this is what truly matters – your reason, your purpose, your why, your message to your buyers.
Proctor and Gamble did a study on over 30,000 companies and they measured those companies that grew disproportionately to the categories they were in. There were only 25 rock star companies and each of them that had that unprecedented growth, had a higher, crystal clear purpose behind their revenue growth.
Harvard did a study as well – those businesses that had a higher purpose and focussed on more than profits found their revenue grew 4 x faster, their stock price grew 12 x faster, their job creation rate was 7 x higher and their profits increased.
I mean Jessie J even sings about it doesn’t she? “It’s not about the money, money, money…”.
I have so many of my clients who own businesses that are so obsessed with ‘making money’ that they forget to see the bigger picture . Then again I also have clients who are so obsessed with the ‘bigger picture’ they forget it is also about the money.
So,
[list3]
- Get clear on what your real outcome is for you and your client
- Lose sight of what you are selling for just a minute
- Focus on how your outcome can profit both you AND your customer
Be Bold and Brilliant!
Bernadette McClelland is an expert in B2B sales conversations that drive value and deliver million dollar results. Contact her office now on 1300 935 226 or [email protected]
Ms. McClelland,
Thank you for this blog, as it is what I needed to keep me level headed on my next level journey!
Three years ago, I started an entertainment management business. It has since evolved, and I have now added consulting to churches, non-prifits, and small businesses. Thinking about your blog, I recall my initial focus of the business was to provide artist development for my two artist, as well as a national platform for performing. I accomplished that fairly quickly.
During that time frame I became unemployed ( I was working as a teacher). From that time I began focusing on the $$$ . This lead to a nasty attitude with those who felt they did not want to pay for a local artist to perform. I believe that my focus caused me to close some doors that would have otherwise been annual. So now, I am not asking for any money, and if an amount is offered that I think is unreasonable, I will not accept the gig (for instance someone wanted my artist duet to travel from Austin to Dallas and perform for $200 with no accommodations or travel included. So I turned it down.)
Finally, my question to you is this. What other steps can be taken to focus on the product (my artist and motivational speakers), and getting it out to the masses? Meanwhile, how do I keep in mind that money is needed to pay for expenses without allowing it to become the “driving force”?