If Henry Ford had asked people what they wanted all those years ago, they would have replied, “A faster horse.” They didn’t know that any other options were available to them. Mr. Ford invented the car and his innovative delivery on their initial ask was nothing short of extraordinary. But no one technically asked for it. He just created something he knew people needed.

I am realizing a lot of things with respect to selling and giving people what they need, as I work with my business coach. I’m in a bit of a transition this summer. I am working a lot more on business development and a lot less “in” the books. That new ship I referred to is relationships.

I must say, I am still working on those “sea legs.” It’s odd for me, as this isn’t what I am used to. This is hard to take in. Where is my value if I’m not on deck doing the books and the records for my clients?

My value is my company. It’s not just the S.S. Amy anymore, hasn’t been for a long time. But I’ve never really given over this much control. I am now wearing the captain’s hat and letting my crew support my navigation into truly new waters.

It’s a weird feeling, but knowing how well trained and amazing the team I have on board is, why worry one bit?

What is selling? Do you need a formal approach or is really just making a connection and going from there? I think it’s a little bit of both and a great book I am reading right now, Insight Selling: Surprising Research On What Sales Winners Do Differently by Michael Schultz and John E. Doerr, is teaching me all about the art of collaboration. I highly recommend it.

I’ve also learned that selling doesn’t happen via email. I picked up the phone the other week and I can’t tell you how many comments I received from people just happy that I took the time to reach out in that manner. So much is done by email these days, we have become far too used to it.

I have a lot of work to do

I have to learn to rely on others. And I have to be okay with the fact that the way I work and the way they work might be different.

I have to trust. I know that delegating is not giving up accountability, just the actual responsibility of completing the task.

I have to work my leads. I have to actually log into my CRM system and use it properly.

I have to get out there, even more than I already am. I have to speak more and teach more and network more.

I have to find and develop new business. I can’t sit around and assume that every client I have today is going to be there in a year, three years, or five years. They might take a different path and sail somewhere else and I need to be prepared.

I am ready to grow and I’m really excited about what comes next.

Are you stuck in your “books?” We are six months into the year. Are your financials in shape? Do you need someone to come in and take you out of your books so you can get on whatever ship is calling for you? I’m here if you want to chat.

Even though summer is here and people are taking vacation and spending more time away from the office, there is still work to be done. Business goes on as usual, even if individuals are away.

This is a great time to look at the map of the rest of your year and set sail into a beautiful future.