Today’s post is quite simply a confession: I lack sales and marketing skills.
I’ve been a high achiever all of my life and I don’t like hearing ‘No’. For so much of our life, we’re taught to take ‘No’ as a sign of failure. And in many ways it is.
But I also recognize that ‘No’ is going to be a necessity if I am going to be successful in the long run with Living for Monday. So step one in this whole sales and marketing learning process: Get ok with no.
What I’m Doing About It
I’m essentially doing the same thing I always do with regard to my lack of sales and marketing knowledge — I’m reading, asking questions, and just doing the dang thing. I learned a bit in The Education of Millionaires by Michael Ellsberg. I picked up some very corny, somewhat useful advice form Jeffrey Gitomer. I’m going to look into Influence: The Psychology of Persuasion, Rich Dad Poor Dad, and the work of Dan Kennedy.
What else should I be reading?
Secondly, I am also seeking advice from people I know and trust. My mother has been an outstanding (integrity-based) saleswoman for her entire professional career. Chris Hanks, Director of the UGA Entrepreneurship program, and Living for Monday business partner is also a great (integrity-based) salesman.
Who else should I meet?
Finally, I’m just sucking it up and putting myself out there. It’s not fun. The target market for our current offering at Living for Monday are my peers. That doesn’t make it any easier, if you ask me. But I’m taking a learning approach. When I hear ‘No’, I ask permission to ask questions. And then I dig in.
What turns you off to the offering? What would you change for it to be of great value to you? What are your personal barriers to making an investment in this service?
These are all questions that help me understand the psychology behind the ‘No’. And I’m already learning a ton about how I need to communicate the value I have provided and will continue to provide to Living for Monday clients.
Why This Matters
It’s part of growing up. It’s part of owning a business.
One of the best lines in The Education of Millionaires went something like this: The entrepreneurial mindset means only I am responsible for results. That’s exactly how it is, and the sooner I put myself out there by learning a new skill, the sooner success will come. Simple as that.
What suggestions do you have for me? What are some of the best sales and marketing resources you have ever used or experienced?