The other week I spent the afternoon binge-watching the HBO Now show "Julia" with my mom.
It was actually the second time watching for me and mom's first.
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In one of the episodes, Julia's editor Judith Jones meets with her most prestigious client, a young John Updike, fresh off the success of his National Book Award-winning debut novel "Rabbit Run."
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Judith is giving Updike some sage insight into how he might improve his follow-up effort, "Rabbit Redux."
Updike looks at her with amazement on his face and says, "You certainly know what's not an elephant."
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The first time I watched this episode, I didn't pay much attention to that line.
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The second time, I sat up and actually noted it on my smartphone.
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Supposedly, when asked about the difficulty of creating a beautiful sculpture from a block of stone, an artist replied:
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"It's easy. You just cut away everything that's not an elephant."
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Or whatever it is you're trying to depict.
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But, even when you have the right tools and skills, this is far easier said than done.
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Firstly, you need to have a clear vision of the elephant in the hunk of rock.
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Secondly, you need to maintain that vision even when you're chipping away at the details of the trunk, or legs, or tail.
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And that's where it's helpful to have the right kind of support.
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To have a Judith Jones, as it were, to give you sage advice, keep you on track, and hold you accountable to your own goals and ambitions.

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So you don't lose sight of the larger purpose in all the details of trying to get things done.
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I was reminded of this recently when a client asked me whether I thought the price for a new offer she created worked.

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That is, of course, my job.
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So, I helped my client ideate a new offer at the same price point that's in keeping with the business she wants to build—her elephant, so to speak.
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So, my question to you is—Who's your Judith Jones? ​
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If you don't have one, you're doing yourself and your business a disservice.

And, if you do, consider how well they truly know what's not your elephant.

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Until next week, keep one eye on the prize and the other on your path to attain it.

PS - Last week, I encouraged you to approach sales Like a Fish to Water.

PPS - Need a Judith Jones of your own? Why not get in touch with me?

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