As many of you know, I’m a beach bum in the summer. Partially luck. Partially by design.
I receive several email updates every day from various LinkedIn groups. One of them included a link to “5 Ways To Uncover Your Personal Brand’s Strengths” by Jorgen Sunderberg. I don’t know Jorgen. I don’t think I’ve heard of him before and I can’t say that I agree with everything that he wrote in this article, but I can’t use his stuff without letting you know that I got the idea from him. He writes:
“Imagine you are sitting on the porch of your home and old friends, family members, and colleagues are showing up. People are coming to celebrate your retirement. As everyone gathers they are gradually breaking into smaller groups, talking, laughing, and having a great time. They are talking about you and how you have impacted their lives. You get up from the porch and walk around. As you pass by each group you can overhear what they are saying. Write down what you hear. How have you made an impact? What did you do to help them?”
Who would you rather be?
Watch CIA, FBI, or military movies and you’re bound to hear the term, “Need to Know”. We all know that when we hear those words, somebody isn’t smart enough, tactful enough or competent to handle the knowledge appropriately and the people saying those words consider themselves better able to act appropriately.
Friday was a different kind of day.
- It was Friday the 13th.
- I worked.
- I retired 12/29.
- Even before that, I didn’t work on Fridays.
- I went on a ‘face to face’ sales call in the prospect’s office.
- Because my practice has been global for the past few years, most everything happened on the phone or computer.
- Even before that, prospects came to my office, not me to theirs.
- Carole Mahoney and I were speaking at Maine Marketing Association’s Lunch and Learn.
- Carole asked me if I would accompany her on a sales call.
- When we agreed to the Lunch and Learn, Elaine and I were thinking, ‘long weekend at the beach house’.
- High powered executive, busy, important, no real problems, wondering why I was there.
- At 2:16, he said, “I’ve got 30 minutes and we’re 16 minutes in and I don’t have a clue what the relationship between you two is or what you can do for me.”
- At 2:39, I asked, “Do you know that you’re 9 minutes over?” He replied, “I’m OK.”
- We talked until 3:15.
Please enjoy my guest appearance on the Comparz blog.
Do you sell yourself short? How do you calculate the price that you charge your clients? Do you find yourself working all the time? Is your company stuck? Has your income plateaued? Are you not able to dream attainable dreams? Maybe you should do what Vic did?
- Get found by good prospects.
- Learn how to sell “21st Century” style.
- Raise your rates.
- Hire and repeat.
send me an email.
Dictionary.com‘s first definition of entrepreneur is “a person who organizes and manages any enterprise, especially a business, usually with considerable initiative and risk.” I like that definition because it doesn’t reference a genius idea, venture capital, scalable, yada, yada, but does mention “considerable initiative and risk”.
would have any value to you.” Jim replied, “Thanks for being a standup guy!” Then, he asked me if I wanted to be listed as a resource on his site and if I could refer him to anyone whose opinion would matter. I appreciate tenacity, so I asked about two mutual connections that we had on LinkedIn that I know and respect and learned that one of them is on Jim’s board. OK, the beginning of something beautiful. I gave Jim a referral. I wrote this post, and sent a link to the post to Jim along with “How are you deciding who to spam?”. Fast forward to we had a conversation. It was interesting that Jim did not have time to read my blog post, but did ask me to write a guest post for his blog. When I did, his editor made it so unrecognizable that I said they could publish it but not use my name. Jim said that he would publish it unedited, but yesterday the edited version was posted over my name. Not listening or not caring?
In the fall of 1970, I was in my second year at WPI. For those of you who don’t know, WPI is a highly rated engineering school. I was also a social brother of ∑¶ fraternity. The lesson starts on pledge night in the fall of 1970. Pledge night is the night that all 12 fraternities at WPI throw parties to celebrate all of the new students that ‘pledged’ to join their respective fraternies. We need to give you the picture. In 1970, their were two girls at WPI and 1,000’s of boys. So, girls were in high demand and short supply for parties. There also wasn’t an all girls school right next door to balance things off. To make the job even more difficult, these were math, science and engineering students. We had pocket protectors, slide rules, very few social skills and Nerds weren’t cool.
I originally posted this on my other blog in August of 2011. Enjoy!
Frank Belzer is really good at his day job. He works with me at Kurlan & Associates. He also plays in a band a few times a month. My guess is that if some Hollywood agent called and said, “Frank, I like your sound. Here’s a guzillion dollars. Stop wasting your time at Kurlan and come make music full time.”, that we’d be a memory.
Go to Hollywood. Talk to the waitress in a restaurant, the attendant at the car wash, the clerk at the convenience store and you may find an actor, singer, dancer waiting to be discovered.
Today, there are about 240 minor league baseball teams (down from over 400) ‘feeding’ the 30 major league teams. How many Little Leaguers, high school baseball players (varsity and JV) and even college players are hoping to be discovered, play in the minors, sign a multi-million dollar contract and be set for life? What are the odds?
A few days ago, I posted “Selling for Founders“. I actually talked to the first guy that I wrote about. He’s spending his savings to live. He’s talking to prospects about how wonderful he is, how great his work is, but they’re not buying. He doesn’t want to pay for my help until he “sells a couple of good deals” so that he can pay for it. Meanwhile, he’s talented, trying to be discovered, spending his savings, worrying about how long he can go on.
Brian Halligan’s advice was to go sell something, but the person that he was talking to already knew how to sell. I’m sure that, given the opportunity, Brian would tell the aforementioned first guy to go learn how to sell, then go sell something.
So, if you’re a founder, I suggest one of three paths.
- Contact me. Get evaluated. Learn how to sell.
- Take a lesson from Frank, actor wannabes and the Little Leaguers. Hope to get discovered, but “DON’T QUIT YOUR DAY JOB!”
- Convince somebody to give you $65 million. (OOPS! You might have to do #1 first.)