How to Grow a Thick Skin

I'm learning something that I'm sure folks with a sales background already know how to do - let things roll off your back. The difference I think, is when you're selling something that is literally your own blood, sweat, and tears (not to mention your creative energy) versus selling something that "the company" creates.

I have to admit that I'm getting better at hearing "thanks but no thanks" because I know that it's simply part of the game and that there are a myriad of reasons why a company may not be interested in our products. Even though rationally I know that, there's still that little stab of disappointment every time and just for a moment or two I take it personally.

And then I suck it up and make another call. I guess you win some and you loss some, right? Cause that's the way the game is played.

Words of Experience

I talked to my grandmother this weekend which, normally, is not what you'd expect to read about on a blog dedicated to entrepreneurship. Except that my grandmother opened her own retail store back in the 1960's and successfully ran it for 68 years despite her only having a high school education and two children at home.

We talked for a while about my business and how things were going and there was one major aspect of our conversation that really resonated with me. She agreed that while the idea of paying yourself first (as so many bschool professors say to do) is a nice one, it really isn't realistic when you're running a small business with limited access to cash. She told me that there were some times when she felt like she was working for free because she had to make sure to pay her employees first and then any cash that was left over always seemed to be needed for one bill or another. Even those times she would take trips to bring in new business it was always 50-50 as to whether or not she'd be able to cover the cost of the trip with the new business.

It was interesting to hear this and her other thoughts about running her own business. She did say that even though she didn't always make money, she relished the freedom and creativity that running her own business gave her. Apparently I know where I got this entrepreneural bug.

Weather Delays

Turns out that most of the deals I'm currently working on are on the east coast. This has become painfully evident in the past two days while the east coast has been gripped with a Nor'easter that has everyone home from work bailing out their basements. As such, my phone and email are eerily quiet. At least I'm able to put the free time to good use by teaching my youngest VP (8 month old pup) how to play Fetch.

Now Class...an Example Of How Not To Be

I mentioned before that I'm not a patient person. That's not a trait one should have when trying to build relationships with BIG companies. You see, while I want to stay small, I realize one of the fastest ways to grow my bottom line (and build the brand) is to partner with a big company who can get my product before many more folks. I'm not talking about a wholesale retail relationship to a Target/Walmart/or the like, but rather a true partnership where both parties give and gain something from the relationship...like Seattle's Best Coffee and McDonald's - their partnership increased Seattle's Best's revenue and got the product before thousands (if not millions) of new consumers and McDonald's got a coffee that was actually drinkable which, one would assume, increased their coffee sales...so they both benefited.

But the thing with BIG companies is that they don't move quickly...in the least. This is where the patience thing (the thing I lack) comes into play because it's not realistic to think that because you met with them on Monday they are going to have an answer for you that afternoon. But darnit, I want that answer!

Here's an example of my exempliary patience in action:

• Monday: Sent sample package and introduction letter to key person (name given to me by another bigwig in the company) in BIG company. Package is timed to arrive on Thursday or Friday so that key person gets it before the weekend.
• Friday: Kick myself for not remembering that it's Good Friday and even though it's not a national holiday, many people do in fact take it off which may mean my sample package won't be seen until Monday and even then will be under a pile of mail & emails. Decide to followup on Thursday of following week.
• Following Monday: Break down and call key person but don't leave a message. Decide to continue calling back through the week until I either reach them or it's the end of the week and then I'll leave a message.
• Tuesday (the very next day): Call again - no answer. Call a second time a few hours later and leave a message that subtly threatens I'll keep calling until I talk to them (aka, mention that I'll try again later in the week). Then plan to call again on Thursday...not even sure I'll make it until Wedns afternoon!

Yeah, I'm not so patient.

Friday

Dealing with Downtime

Downtime is not my friend. The past three months have been an absolute whirlwind and I wake up today to find things quiet - almost eerily quiet. For the first time in months I don't have an enormous list of things that need to get accomplished or a ton of calls I have to return. It's quiet and I hate it.

Quiet just gives me an opportunity to think and my mind has a tendancy to turn towards negative thoughts. I feel like if I'm busy and moving and getting things done then the business is on a positive trend. If it's quiet and I'm sitting here with my hands folded then doesn't that mean I'm doing something wrong?

I realize that line of thinking isn't 100% true. We have a ton of momentum right now and a bunch of things in the works that are going to take a few weeks - if not months - to come to fruition (assuming they do indeed come to fruition). But as anyone who knows me well will attest - I have no patience so sitting here just waiting is killing me.

I hope this downtime ends soon. I made a list of folks I can followup with tomorrow to keep myself busy through the morning. In the meantime I'm using this excess time & energy to clean the house - at the very least my significant other will be happy with the downtime.