I was introduced to an entrepreneur (let’s call him, “Sir”) about three years ago. He was struggling then. He attended our Executive Luncheon last Wednesday. He and I had a 20 minute conversation during which he showed no compelling need or emotion even though he’s still struggling. The following email exchange ensued. See if you can explain the title of the post.
On Fri, Oct 31, 2008 at 6:47 AM, Rick Roberge wrote: Sir, Back when you and I met at Starbucks, I was still hoping to spend 100% of my time with individual salespeople that wanted to learn how to sell better and entrepreneurs to help them reach their dream by generating revenue rather than selling their souls to financiers. I do spend a significant amount of time with individual salespeople because their companies pay for them to get help. Entrepreneurs are, for the most part, a waste of time and a source of frustration. I searched my blog for articles about entrepreneurs, and as it turns out, I’ve posted many times. I’ve included a link to the search results if you’re curious, but I want to warn you that you’ll see words like: ego, argumentative, uncooperative, DIY, out of business and death. If you haven’t already deleted this, here’s the link http://therainmakermaker.com/search.aspx?q=entrepreneu&sc=tcon&dt=a&al=. Sir, I just typed more reflecting on our Starbucks meeting and subsequent conversations, but deleted it because there’s really no reason to upset you further. You asked yesterday how you could help me. Honestly, you can’t. We met through an introduction, but the intro came from my client. Client’s can refer. If you made a referral and they asked you, “What has Rick done for you?” What can you say? “Nothing. I don’t need him.” “Nothing. I can’t afford him.” “Nothing. I don’t like him.” I refer my clients and they refer me. I become an integral part of my client’s business. We over-help each other and we deserve it. Thanks for attending the Luncheon.
On Fri, Oct 31, 2008 at 9:33 AM, Sir wrote: Dear Rick, Thanks for your thoughful response and challenge. I read the blog entries you searched for me, and when I reached your comments about pay-time realized that I should respond over the weekend when my customers are not usually available. Sir
On Fri, Oct 31, 2008 at 11:38 AM, Sir wrote: Dear Rick, I have a couple of minutes free before my next pay-time activity. I just want you to know that I see you are trying to use the “Just Walk Away” sales technique on me. Smart capable highly educated entrepreneurs who can see a market need and create a product to meet it are just not your target market, so there’s no point in trying to guilt them into using your services. I’m sure you have had great success training insurance salespeople and others who sell a product created by someone else, and that you have made enough money from the companies that employ them to afford several homes and great vacations. And that’s fine. Unfortunately, you don’t believe strongly enough in your service to offer a fee structure where you get paid a percentage of the sales of those who have taken your sales training courses, rather than asking to be paid up front without conditions on whether your sales training is effective. Even though we agee to disagree, let’s stay friends. Take care, Sir.