It Takes More than Passion

BY MATTHEW D. MOHR

Most entrepreneurs, especially those who have invented a product, have a deep passion for what they sell. Unfortunately, this passion does not always guarantee success, nor does the lack of product passion lead to failure.

When a person believes in what they do or sell, his or her commitment and joy is usually evident. Many product inventors love their inventions so deeply that the ability to market effectively becomes clouded with personal enthusiasm rather than creating user value. Someone develops a technologically advanced tape measure application for an iPad, but can’t sell it since users of tape measures don’t always carry around a computer with them, especially when it’s time to do measuring. Should the tape measure app inventor go into business, the hurdles of going to market might not be overcome simply by the inventor’s enthusiasm or belief in the product. Many inventors fall into the trap of loving their product so much it never becomes commercially viable, even though it might have some opportunity for success.

Some successful business owners will admit they believe in what they sell, but are not necessarily wildly interested in every aspect of their products. A person can probably run a very good car dealership, but might not be an expert mechanic or thrilled with every type of engine or how transmissions are made. If the car dealer has all this additional knowledge about engines and transmissions and loves every little detail about how an automobile works, the deep interest might show to customers and be helpful, but a deep interest in how the cars work does not ensure success. Likewise, not having the desire to know about every engine and transmission does not mean a person will be unsuccessful selling cars or with their specific car dealership. PB

Matthew D. Mohr CEO, Dacotah Paper Co. Fargo, N.D. mmohr@dacotahpaper.com