The Man on the White Horse
During the depression, when millions of Americans formed long lines outside employment offices, and signs reading “NO HELP WANTED” appeared in thousands of business windows, do you know what words were most often heard by businessman? Practically all the people looking for work said the same thing:”Give me a job; I’ll do anything.” That’s why they had so much trouble finding work.
In the first place, the depression had put a crimp in most businesses. Thousands folded, and those which remained through good management and necessary products and services were mostly cutting back on the number of their employees rather than looking for more. The one thing in the world they were not looking for was someone who said, “Give me a job; I’ll do anything.”
But a man I know solved the problem for himself. He found out how to get a job during the toughest part of the depression, in just about any business he chose, by a surprisingly simple and logical method.
When he found himself one of the millions out of a job and with a family to support, he began to think about it. He asked himself, “What does the businessman need today more than anything else?” The only logical answer to that was – more business.
So, my friend chose the line of business in which he was most interested and where he felt he could help the most. He then began studying that business. He spent weeks learning all he could about it, pursuing his research in the public library. He would even go to a man in that business and spend hours talking with him about the business problems brought on by the depression and the shortage of money. He spent his whole time racking his brain for ideas that would be of help, seeking ways and means of improving and increasing trade.
One of the most amazing things he learned was that his weeks of study, talking, and research resulted in his knowing as much, and in some cases more, about the business as the man he talked to. They were mostly waiting for something good to develop, while he was actively engaged in doing something about it himself.
When he felt he was ready and had gathered together some really original ideas, he went to the president of one of the major companies and said, “I believe I know several ways your business can be increased and your profit picture improved. I’d like to work with you on it.”
Here was a man who, instead of asking for a job and saying he would do anything, appeared as a “man on a white horse” offering to help business keep alive and actually increase its profits. Needless to say, he got the job and sailed through the depression without any more trouble.
You would be surprised at the number of businesses looking for such a man, or woman, on a white horse, even today; but you would be equally surprised how few candidates there are.
Now, how does this apply to you?
The man in the story realized that if he wanted to get the job he desired, he had to do things differently than what others who were looking for the same job were doing.
Rather than approaching businesses and telling them about himself, he began by selecting a business, thoroughly studying it and determining what they needed and wanted, and then letting them know how he could help them get it.
That is the key to success regardless of what business you are in… find out who (which businesses, organizations or people) you can help, determine exactly what they want, need or desire, and then help them get it. Anything less or any different approach simply will not produce the results you want or expect.
-Earl Nightingale
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