Tales of a Fourth Grade Entrepreneur

I remember as a pre-teen being asked by my school to participate in a fundraiser.  We were given one of those glossy plastic sheets with a column for names on the left, and a dozen color-coded options for which candy bar our unwitting victims would be purchasing.  I had no intentions of participating.  My parents, being good parents, informed me that I would be doing it anyway.  I did only what was required, and nothing more.  I fought back vomit every time I had to “make the big ask.” After all, it’s completely unfair to expect someone to buy a candy bar from a child.  An impossible task.  And did I mention that I only asked my family members?

Yes, selling has always had a special place in my own personal hell.  My stomach churns at the thought of “making the sell.”  I’ve grown up feeling that selling is self-serving, self-centered, and self-aggrandizing.

Last night, I had the pleasure of listening in on a phone call hosted by the Mannasisters.  In that call, Bob Burg promoted his new book, Go Givers Sell More. Bob Burg is a motivational speaker and personal development guru.  He is, quite possibly, the most personable man on the planet.  Bob’s primary principle is this:  those who are willing to offer the most value will receive the most business.  Even in a tough economy, if you can find ways to give away something of value, you will build trust with others.  There’s no better way to generate credibility with a base of potential clients/customers.

He said something last night that has been true of my journey into entrepreneurship:

“…most of us look at sales backward. We may see it as convincing people to do something they don’t want to do. But it isn’t; it’s about learning what people do want to do and helping them do that. Or, we may think it’s about taking advantage of others—while in fact, it’s about giving other people more advantage.”

I think I can do that, and maybe my stomach will do a few less loops when I do.