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It’s a miracle that I’ve ventured into entrepreneurship. My 9-year-old self would have never seen it coming.
You have to understand, I was the kid who was never able to sell any of that “World’s Best Chocolate.” I was the only Cub Scout who didn’t get the badge for sales of the holiday popcorn tins. Rather than go door-to-door, I would just let the catalog molder in my backpack until the very last day, then I’d beg my mom to buy some crappy nougat so that I didn’t look like a huge antisocial moron.
I just didn’t know the right things to say that would make someone want to take my advice or give me their money.
I guess you could say I was not adept at communicating.
I always thought that anything remotely connected to sales was grimy subterfuge. I felt bad for what I perceived to be making people buy something they didn’t want. The problem was that I knew that “World’s Best Chocolate” definitely was not the best in the world. It probably wasn’t even the best in the house. After all, why would I want to “trick” someone into buying an inferior product?
It’s not always about what you know.
What I’ve learned since then is that most of the time people do not buy things because of what they know about a product. People buy things because of what they feel about a product or the person selling it, even if they know there are better things out there. If you can create an environment that allows another person to open up to you, you no longer have to sell them anything. Your values become their values. They feel a strange affiliation with you, almost as if they are buying from themselves. That’s an easy sell.
Fast forward 10 years later to the summer of 2009. I’m 19 and I’m sitting on the loading dock of the warehouse at the factory where … Read More
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