The 5 Things I Learned This Week: 2/3/17

As someone who loves the excitement, emotions and chaos of start-ups, I thought I'd start to chronicle our journey with [ n e w k l e u s ] with updates about what I learn each week (some are lessons learned that I remembered as a result of things that happened this week). For those who missed it, here's a link to last week's article:

The 5 Things I Learned This Week: 1/27/17

This week, here are 5 things I learned / remembered...

1) It's all about connecting with Egg Breakers.

This is a big one. Mark Suster (article from 2012 - link) talks about finding Egg Breakers - people with influence and authority. When you first start pitching, you'll connect with anyone who fogs a mirror. You tend to chalk those up as warm leads. They aren't! Spend your time wisely, it's precious. Get good at networking with people who help you gain access to Egg Breakers. Also, get good and determining if you are talking to an Egg Breaker. Are they helping you through the internal processes towards a sale? Do they own the budget? Do they tell you the in's and out's of selling into the company? Are they willing to stick their neck out for you to get started?

2) Have more than one strategy.

Some people say focus in one area and dominate it before moving on to your next area. We're taking a different approach. And, we're doing it so we learn! There's an objective to our multi-strategy approach. We currently have proposals out with sports teams, musicians, radio stations, schools, non-profits, community organizations, schools ski / snowboard resorts and direct selling companies. The common thread to all of these - they have dedicated fan bases but no social media data of their own. If they had user data, these businesses, brands and organizations would flourish. Direct connections with their followers is always better than boosting a post on Facebook and hoping someone engages. So, we are talking to all of these folks because it helps us not only fine tune our pitch, but it also helps us learn more about the problems we are trying to solve. Funny, but there are far more similarities than differences (which is good for us).

3) Hold meetings at Starbucks or at a coffee shops.

Most of our conversations and demos are done over the phone, via Skype, via Join.me or via Google Hangouts. We're a tech company, so that feels right, it works and it's easy. But honestly, looking someone in the eyes and talking to them directly is still our preferred method of interaction. Heading into someone's office is typical for in-person meetings, but after 6 offsite meetings this week, I prefer meeting at a coffee shop. It's more casual, there are less distractions and it doesn't feel as rushed. Meaning, I don't feel like we're watching the clock as much. Instead, it feels more like we're talking as friends. Also, no one starts to line up outside the conference room 5-minutes before the next meeting is to start.

4) Keep your balance.

I've been at this for a while now with a few startups and find it challenging at times to schedule some "Steve time". Work 80 hour weeks, then chase around from kid activity to kid activity all weekend. What I've noticed however, is that as a B2B software provider calling on companies, the executives are not responsive on Mondays before noon and Fridays after noon. So, I now schedule much needed "Steve time" during those days. Last Monday, I went surfing for a few hours in the morning. It was great. It was relaxing. I was ready to conquer the week ahead. And no one seemed to miss me. I'm looking forward to Monday morning's now.

5) Always carry a pen and something to write on.

I run a mile a minute most of the time. Cranking through emails, researching industry trends, networking, jumping on conference calls, reviewing legal contracts, etc. Busy people get stuff done. It may be because I'm older now, but writing down key follow up items helps me stay focused and helps me be uber productive. Also, I find that having a notebook and pen at in-person meetings, and taking notes, builds confidence with the person I'm meeting with. He / She sees me writing stuff down, so they 100% know that I'm listening. It may be old school, but I swear by it.

Thanks for reading. Hope this helps a little and happy to connect at any time to discuss your company or strategize about options that might help ([email protected]). And, here is another article I wrote this week. The direct selling industry is ripe for innovation related to user generated content. I've personally be around this industry for over 25 years - it's time to evolve and 2017 is the year to make magic happen.

Attention Direct Selling Executives: User Generated Video MUST be a Strategic Differentiator in 2017