You Gotta Stay Hungry

It has often been called a "burning desire." I call it staying hungry. Whatever its name, it is the drive that creates a mindset of success and sends you on the way to uncompromisingly meeting your highest expectations, despite life's tendency to tempt your with daily detours.

Hungry people know that there is almost always a way to generate business even though it may not be immediately obvious. They always ask customers what problems they can help solve rather than telling them, "These are the services we offer." Hungry people never give up because the solution or service is something that they do not "usually do."

Here's an example, Southwest Airlines when they first entered the Pittsburgh market on the heels of U.S. Airlines departure began offering van service from different hotels in the area to the airport six times daily.

Southwest could have simply stood on their discounted airfairs, but instead they stayed hungry in this new market. To encourage customers to take the van service, the airline gives passenger points towards its Rapid Rewards Promotion Program and checks their luggage to the final destination.

Hungry people offer customers crazy incentives to introduce them to their products and services. For example a small poultry company I recently read about in Pennsylvania gives away a free chicken to anyone who has been audited by the IRS. All you need to do is send them a copy of your audit notice.

The tag line for their promotion is to be grateful that your tax return is checked by the IRS auditor and not by one of their relentless poultry inspectors.

Smaller companies can compete with the big guys when they are creative, and hungry!

Hungry people refuse to tiptoe through life just so they can arrive at death safely. Take calculated risks in your business every day. If that means picking up the phone and calling someone who "won't do business with you," get into action. Make something happen.

When you're hungry, outside forces can never keep you from achieving your dreams for your business and your family.