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Issue #53 ~ April 13, 2010 Printer friendly PDF file
The Go-Giver Law of Value
By Scott Gillespie
This week is the first of a five-part series based on the bestselling book, The Go-Giver. If you only read three books this year, make this one of them! It is a true paradigm shifter as you will begin to look at business and life in a whole new light. Although I will share with you its five Laws, this will not be a five-week book review. Rather, I will share with you my experiences with them and how I see them relating to business and sales. It is my hope that the book and these articles will create as many A-ha moments for you as it did for me. Enjoy!
Bob Burg, author of The Go-Giver, defines the first law, The Law of Value, as follows: “Your true worth is determined by how much more you give in value than you take in payment.”
Rather than focusing on the obvious - “Value” - in the first law, I’d like to focus our emphasis on the “give” portion of the Law above. Giving is the pre-cursor to the amount of value that is provided in relation to the amount received in payment. Truly giving value means providing value without measure or without expecting anything in return.
While there is a payment component to this Law, it will be discussed with better clarity in week five with the Law of Receptivity. For now, we’ll look at the giving component as I paint this picture for you.
I remember my first lesson in true giving. I was in 2nd grade and drew Carl’s name for our class’ Christmas gift exchange. As most of the 2nd graders thought, Carl was “that kid” in school. Not only was he the new kid, but he was pretty scruffy, didn’t have much and also a little mean. He didn’t get picked last to play kickball at recess - he didn’t get picked period.
I next remember Mom giving me $5 to go to the local hardware store that had the only toy department in town. Not knowing exactly what Carl would like, I bought him a Hot Wheels car since they were pretty cool back then. I had some money left over so I also bought a bag of marbles for me to play with at recess. To me, marbles were way more cool than Hot Wheels. To me, marbles were gold and I had bags and bags of them that I won from anyone that dared take me on!
When I got home from the hardware/toy store with “our” gifts, Mom put a quick stop to my selfishness as she dropped the bomb that I would be giving the Hot Wheels car AND the marbles to Carl!! I was so bummed because it was the bag of jumbo cat’s-eye marbles that I’ve been wanting for quite a while.
The day of the Christmas party came and there sat my gifts to Carl under the little Christmas tree in the corner. I had to look at it along with all of the other gifts all morning until we gathered around after lunch to open them. When it finally came time, I sat as far across the circle from Carl as I could with both my legs and arms crossed and my lips pursed in protest as I watched him open MY marbles.
However, my feelings of bitterness quickly melted away when I saw the look on Carl’s face and the tears welling in his eyes when he opened his gifts. He liked the Hot Wheels car, but he absolutely could not believe the marbles he got!! Now, I couldn’t tell you if it was seeing the tears of joy he had, but something rushed over me that very instant where I felt better to have given those marbles to Carl than I could ever had having them myself. Moreover, it opened my eyes and heart to get to know Carl. (We became friends and remained friends until he moved again later in the year.)
The gift I received that day was much greater than whatever it was I opened in class. That great gift was the joy of giving. What was just supposed to be a lesson learned from Mom, sparked into a total way of life.
I tell you this story to impress upon you the underlying message of the First Law and to lay the foundation for the rest of this series as the giving spirit is the fuel that feeds the passionate pursuit of the five Laws of the Go-Giver.
In past articles, we’ve looked at providing value and memorable experiences for our customers as a “strategy” for creating loyal, repeat customers. What we are absorbing here is quite the opposite of strategy. The spirit of giving to your customers is a true desire for your customer’s lives to be enriched for having known you and possibly doing business with you.
If their experience with you does not lead to or end with a purchase from you, your reward is that you were able to give them something they value that no product or service could provide. This value that will be given will be unique to everyone that desires to give it. This value is not based on a recipe or formula; it is something intrinsic to you that you feel you can share with your customers.
And don’t sell yourself short. I truly believe everyone has a talent or a gift that they can share with the world. Discover yours and the world will be your Carl.
Now, Go Get ‘Em!!
By Scott Gillespie
This week is the first of a five-part series based on the bestselling book, The Go-Giver. If you only read three books this year, make this one of them! It is a true paradigm shifter as you will begin to look at business and life in a whole new light. Although I will share with you its five Laws, this will not be a five-week book review. Rather, I will share with you my experiences with them and how I see them relating to business and sales. It is my hope that the book and these articles will create as many A-ha moments for you as it did for me. Enjoy!
Bob Burg, author of The Go-Giver, defines the first law, The Law of Value, as follows: “Your true worth is determined by how much more you give in value than you take in payment.”
Rather than focusing on the obvious - “Value” - in the first law, I’d like to focus our emphasis on the “give” portion of the Law above. Giving is the pre-cursor to the amount of value that is provided in relation to the amount received in payment. Truly giving value means providing value without measure or without expecting anything in return.
While there is a payment component to this Law, it will be discussed with better clarity in week five with the Law of Receptivity. For now, we’ll look at the giving component as I paint this picture for you.
I remember my first lesson in true giving. I was in 2nd grade and drew Carl’s name for our class’ Christmas gift exchange. As most of the 2nd graders thought, Carl was “that kid” in school. Not only was he the new kid, but he was pretty scruffy, didn’t have much and also a little mean. He didn’t get picked last to play kickball at recess - he didn’t get picked period.
I next remember Mom giving me $5 to go to the local hardware store that had the only toy department in town. Not knowing exactly what Carl would like, I bought him a Hot Wheels car since they were pretty cool back then. I had some money left over so I also bought a bag of marbles for me to play with at recess. To me, marbles were way more cool than Hot Wheels. To me, marbles were gold and I had bags and bags of them that I won from anyone that dared take me on!
When I got home from the hardware/toy store with “our” gifts, Mom put a quick stop to my selfishness as she dropped the bomb that I would be giving the Hot Wheels car AND the marbles to Carl!! I was so bummed because it was the bag of jumbo cat’s-eye marbles that I’ve been wanting for quite a while.
The day of the Christmas party came and there sat my gifts to Carl under the little Christmas tree in the corner. I had to look at it along with all of the other gifts all morning until we gathered around after lunch to open them. When it finally came time, I sat as far across the circle from Carl as I could with both my legs and arms crossed and my lips pursed in protest as I watched him open MY marbles.
However, my feelings of bitterness quickly melted away when I saw the look on Carl’s face and the tears welling in his eyes when he opened his gifts. He liked the Hot Wheels car, but he absolutely could not believe the marbles he got!! Now, I couldn’t tell you if it was seeing the tears of joy he had, but something rushed over me that very instant where I felt better to have given those marbles to Carl than I could ever had having them myself. Moreover, it opened my eyes and heart to get to know Carl. (We became friends and remained friends until he moved again later in the year.)
The gift I received that day was much greater than whatever it was I opened in class. That great gift was the joy of giving. What was just supposed to be a lesson learned from Mom, sparked into a total way of life.
I tell you this story to impress upon you the underlying message of the First Law and to lay the foundation for the rest of this series as the giving spirit is the fuel that feeds the passionate pursuit of the five Laws of the Go-Giver.
In past articles, we’ve looked at providing value and memorable experiences for our customers as a “strategy” for creating loyal, repeat customers. What we are absorbing here is quite the opposite of strategy. The spirit of giving to your customers is a true desire for your customer’s lives to be enriched for having known you and possibly doing business with you.
If their experience with you does not lead to or end with a purchase from you, your reward is that you were able to give them something they value that no product or service could provide. This value that will be given will be unique to everyone that desires to give it. This value is not based on a recipe or formula; it is something intrinsic to you that you feel you can share with your customers.
And don’t sell yourself short. I truly believe everyone has a talent or a gift that they can share with the world. Discover yours and the world will be your Carl.
Now, Go Get ‘Em!!
