After I picked up my brother from the airport last week, we headed home up 85-North for a 45-minute drive. Now, if you know either of us, you can imagine that the conversation was non-stop. I think the walls of my truck actually started to suck in a bit! Apparently, we have a lot to say to anyone who is listening.
On a serious note though, my brother was talking about a solution that he had just implemented for his largest client. He went on and on about what was important to the customer and how he is committed to providing the best possible support to those values. He passionately went on to detail the specifics of what he was doing for the client. Now, I can’t remember the specifics of what he offered, but his enthusiasm is still fresh in my mind a week later. He was truly infused with energy and seemed sincerely eager to help others.
Enthusiasm is contagious. I’m not exactly sure where it emanates from, but my guess is that you can find it where people are doing things with meaning and purpose. Executing tasks without a bigger vision or purpose becomes mundane. Even the most sophisticated of jobs can become boring and draining if there is no “why” behind it. In turn, mopping the floors can be met with enthusiasm if there is a feeling that it is serving a bigger vision.
My brother’s enthusiasm did not stem from what he was offering. Sure, there was pride in his ability to provide value, but it was the idea that he was really helping the client and their subsequent delight that excited him. I spoke to him later about how he needed to share his story with others. I explained that he should share it not because it demonstrated what he and his company can do, but because it demonstrated why they do it.
People don’t buy what you do. They buy why you do it! I have seen this first hand with the most successful people. They are motivated by something inside that feeds a bigger purpose. They are not focused on the short term. They have an enthusiasm that is built from within. It is built from “why” rather than “what”. So, what is your “Why”?
Warmest Regards,
Mark Potter
@markricepotter