We All Have Something To Work On

Those were the words uttered to me by my wife this morning as she was walking out the door. Her words of encouragement to me in a difficult morning.

You see, last night I got ‘fired’ from a volunteer organization. It appears that many of the parents didn’t like my ‘style’. They felt I was unapproachable, difficult, opinionated and not receptive.

All of that is true, I recognize it and don’t deny it one iota.

I am that way in business as well. With clients, staff members and even with Bob. I have been known to tell them the truth. Some like it, other don’t.

Take my business partnership with Bob. I’ve been known to spout off. I am sure I’ve pissed him off many times, with my crap. But to Bob’s credit he lets me be me. He let’s me spout off, get pissed off and be me. He doesn’t try to fix me. He gently guides me or coaches me in particular spots.

Bob exhibits a community of grace with me. As a friend, a business partner and a buddy. (So does my wife Sarah as well… for the record.)

What I experienced last night was a community of legalism. A group of parents, upset with me, went behind my back and talked to the leader to have me removed. An ‘us or him’ ultimatum. It was an easy decision for me. I stepped down. Not because they were right, because, I don’t want that kind of grief in my life.  I have reached a point at the age of 43, that I no longer want to be around or associated with groups of people who won’t love me in the process I’m in.

That sounds a bit humanistic. “Love me as I am.” But the reality of this grace, communities of grace, allows people to flush out the process they are experiencing.  People like my wife, Bob, my buddy Gunnar, Victor and others, allow me to be in that process.

They see me as I am and not as they want me to be. And they love me anyway.

For as long as I can remember, I’ve been a bit of a hot head. Opinionated, who tells people what I think and I don’t care if they like it or not. I know it’s not socially acceptable and that it needs to change. But instead of looking at all my short comings, or how far short I am of being the ‘Christian’ I’m supposed to be. Jesus puts his arm around me and shows me how far I’ve come with him at my side. He doesn’t point out everything I still have to do. He accepts me as he made me. Loves me in the process and allows me to come to him when I’m good and ready to work on the stuff.

Because everyone has something to work on.

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Love Is More Powerful Than Fear In Your Marketing

Have you ever seen fear based marketing?

This is easy to spot, because it uses things like; scarcity, fear of loss, missing out, fake deadlines and language that makes you think that if you don’t make this decision today, you are damned to burn in hell.

I won’t mention names of marketers who use this approach, but you’ve seen this method.

Then there is the direct opposite. This approach uses things such as; education, serving the customers needs, sharing information freely without expectation of sale.

Famous copywriters like: Gary Bencivenga, Ted Nicholas use this method. Marketers like Gary and Ted have been around for 30, to 50 years and have sold hundreds of millions of dollars in products and services.

I call it ‘love based marketing’.

Of the two groups, my marketing is more like that of Gary and Ted. There is a reason, which I will explain and it’s based on experience.

For years I was a hired gun, front of the room pitch man for a number of famous speakers. Traveling around the country, city after city, selling from the front of the room.

Usually you had 90 minutes, not a second more, to sell your stuff. You were graded based on your success rate of selling.

In those environments, I sold about $250 per person in the room.

However, when I did a half day or full day selling, I usually doubled or even tripled my dollars per head in the room. Because I was given more time to bond with the prospect. They could see I was real. Having their best interests in mind.

Furthermore, my return rate from full days was drastically lower than the 90 minute presentations.

At first, as a marketer, I fell into the trap of being a hype oriented type sales person. It didn’t matter if it was online or offline. My goal was to get you to buy and buy fast. I hammered my list with offer after offer, after offer. Using hype language. “Last Chance” offers.

In retrospect, this was a ‘scorched earth’ marketing process. In this method, you burn through your leads as quickly as possible. Throwing caution to the wind.

Then I started taking my time. I built a relationship with my list first. In many cases, you can’t buy anything from me until day 14 or 30. Just like Gary and Ted.

Guess what happened.

My sales steadily increased and my list has longer life.

I can sum up my process as simple as:

“Love is more powerful than fear in marketing.”

Love is the most powerful thing on earth. People long to be loved. They will move mountains to experience love.

When you, as a marketer, come at your clients with nothing but respect and love, when you truly care about them as business owners, you’ll see amazing changes in your business. Positive changes.

If you use FEAR in your selling, your customers won’t stick around for very long. They’ll see through the ruse. They realize the FEAR is being used to manipulate their response.

Granted, taking an approach of love, education and sharing, takes more time to experience sales results. In the end, it creates a better environment for you and your business. And your customers.

In end you get greater satisfaction and a more enjoyable business.

Have a great day,

Matthew Gillogly

PS> If you’d like to see how we’ve applied “LOVE” in our work with clients, check out our latest FREE Report on our main company site: WWW.CapstoneStrategicPartners.com Love is the main ingredient to our successful case studies and our latest white paper: How To Grow Your Revenues By 30% Or More Using The Customer Conversion System For Big Ticket E-Commerce.

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I See Opportunity Everywhere

Opportunity everywhere… Those were the words spoken by my oldest son, Andrew at 7 AM the day after Christmas. He came down the steps and saw we had just received 4 plus inches of snow during the night.

“What do you mean Andrew?”

“Well, it snowed last night and I know people will need to get their driveways shoveled.”

“How do you plan to shovel, we don’t have a snow shovel.”

“Hmmm, maybe I’ll ask Mr. Tom if I can use his shovel.”

After about 30 minutes and a breakfast, Andrew went next door to Mr. Tom and borrowed a shovel. Within a few moments I looked outside and my son was shoveling the snow off the driveway of our neighbors. They are in their late 60′s. A perfect target market for this endeavor.

In about 45 minutes, my son came back in the house with $20 in his pocket and a grin the size of Texas.

He warmed up a bit, then came into my office. We plotted out the other homes in the neighborhood who had older residents. Determining these homes were the best opportunity for him to earn money shoveling snow.

Our neighborhood has about a thousand kids. Of which 100 are in the 12 to 17 year old category. No one is out offering to shovel driveways for $10 or $20. Most are probably inside, staying warm, playing the wii or facebooking.

There is no doubt in my mind, that Andrew saw this snowfall as heaven sent. A divine opportunity to earn some cash for his summer scout trip to the Northern Tier.

He didn’t futz around, come up with excuses or figure out how not to get a job. He saw and opportunity, figured out how to get his hands on a shovel and went out knocking on doors.

Not really hard, but yet don’t we make things way more difficult than they need to be in business? Especially as a Christian?

My son didn’t fast, pray, seek God as if this was the right opportunity. He didn’t consult with his Bible Study group or seek the scriptures to see if there was a reference to snow, money and shoveling.

He just saw an opportunity.

If you are a business owner, or contemplating being a business owner, my I suggest you operate in the same fashion. There is all around you, opportunities galore. Just open your eyes and get after the abundance around you.

Other kids in the neighborhood saw snow, my son saw a money making opportunity. Into which category would you fall into?

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