June 22, 2010B2B courtship dance #2: Passion for purpose
In Seth Godin’s post « A sad truth about most traditional b2b marketing, Godin writes of executives who spent an entire day talking about profits and never once mentioned purpose.
Godin says, “This disconnect is becoming less common, but it still happens. It’s okay to be passionate about what you sell, even if it’s an industrial chemical.”
And if you’re courting businesses to hire you (or managers to promote you) chances for your future are much greater if you recognize and reinforce your “prospect’s” passion.
Because no matter how technically brilliant your services are, you are far more likely to get the gig if you “get” the client. If you can expand on your client’s vision with your expertise, you are likely to find your dance card filling up, even in the slowest of economies.
I spent an hour yesterday listening to a marketing plan that ignored my vision. My dance partner is a dear friend, but as he continued I felt the life drain out of my body. Only when I got to talk about what Godin notes is often missing – my passion – was I able to see how his plan might have any usefulness to me.
Which brings me to a second criteria for whom I want to work with. A passion for purpose. If they love what they do and are inspired by what I do, magic can happen.
Do you go through entire days talking only about production and profits at the expense of purpose and passion? If you do, how enlivened does that leave you at the end of the day?
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