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DURING the last week, I interviewed leading small business guru Allon Raiz and Judi Sandrock, the new chief entrepreneurship officer for the Branson Centre of Entrepreneurship.
Both had a simple message for local entrepreneurs: "You don't sell yourselves hard enough."
Allon used the example of going into a business conference in the US, where an American will stride up to a person they don't know and give a big handshake, big introduction and big pitch as to why it would be good for you to know them. To the uninitiated, they leave you feeling like you are in the presence of greatness.
In contrast, both Raiz and Sandrock said that South Africans are far more reserved when it comes to putting themselves out there.
Sandrock used the example of one of the entrepreneurs she worked with who would procrastinate no end, telling her that the circumstances had to be "just right" before the sales pitch was made.
Personally, I am not very good at going into a room and introducing myself. I'm even worse at selling a product or service, and I'm downright useless when it comes to getting people to sign on the dotted line for a product a service.
What are some of the most critical skills for an entrepreneur? The ability to be able to sell yourself and make those big phone calls and presentations actually count by being able to ask for an order.
When I was at Allon's book launch last week, it was very apparent that this was one of the skills he had drummed into his entrepreneurs. I met a couple of people on the night, many from corporate type backgrounds. Not one of their names or faces stuck in my head.
Yet I can clearly remember the name of Dr Spencer Pool from Evermed, because he was able to introduce himself and his business confidently.
The X factor
I see quite a few entrepreneurs who are very good at managing their online presence with tools like Twitter and Facebook, but freeze up when they need to go into a room and sell themselves.
Unfortunately for many of these people, the clock is ticking and if they are not selling themselves and their business all the time, it is money that is heading out the door.
Discovery founder Adrian Gore probably would not be too flattered to be compared to one of the ladies of the night who frequent Oxford Road, but I would urge anybody who runs their own business to watch Gore speak to his stakeholders and perhaps you will see what I am talking about.
The guy sells Discovery with such an assurance and confidence that by the end of the presentation, you want to run out and buy shares in the company.
You need to be able to instil the same level of confidence in the people who are working for you or buying from your organisation.
Unfortunately, just like the ladies working Oxford Road that means putting yourself out there each and every day, making sure you get through the requisite number of introductions and, most importantly, that you seal the deal. It is hard graft and in many cases it is thankless.
But if you don't do it, don't sit around and wonder why the order book and the bank account are looking bleak.
To sign off this week, I saw this quote from tennis player Chris Evert which I thought summed up this column nicely, and entrepreneurs should perhaps repeat to themselves if shyness is holding them back: "You've got to take the initiative and play your game. In a decisive set, confidence is the difference."
- Fin24.com
Both had a simple message for local entrepreneurs: "You don't sell yourselves hard enough."
Allon used the example of going into a business conference in the US, where an American will stride up to a person they don't know and give a big handshake, big introduction and big pitch as to why it would be good for you to know them. To the uninitiated, they leave you feeling like you are in the presence of greatness.
In contrast, both Raiz and Sandrock said that South Africans are far more reserved when it comes to putting themselves out there.
Sandrock used the example of one of the entrepreneurs she worked with who would procrastinate no end, telling her that the circumstances had to be "just right" before the sales pitch was made.
Personally, I am not very good at going into a room and introducing myself. I'm even worse at selling a product or service, and I'm downright useless when it comes to getting people to sign on the dotted line for a product a service.
What are some of the most critical skills for an entrepreneur? The ability to be able to sell yourself and make those big phone calls and presentations actually count by being able to ask for an order.
When I was at Allon's book launch last week, it was very apparent that this was one of the skills he had drummed into his entrepreneurs. I met a couple of people on the night, many from corporate type backgrounds. Not one of their names or faces stuck in my head.
Yet I can clearly remember the name of Dr Spencer Pool from Evermed, because he was able to introduce himself and his business confidently.
The X factor
I see quite a few entrepreneurs who are very good at managing their online presence with tools like Twitter and Facebook, but freeze up when they need to go into a room and sell themselves.
Unfortunately for many of these people, the clock is ticking and if they are not selling themselves and their business all the time, it is money that is heading out the door.
Discovery founder Adrian Gore probably would not be too flattered to be compared to one of the ladies of the night who frequent Oxford Road, but I would urge anybody who runs their own business to watch Gore speak to his stakeholders and perhaps you will see what I am talking about.
The guy sells Discovery with such an assurance and confidence that by the end of the presentation, you want to run out and buy shares in the company.
You need to be able to instil the same level of confidence in the people who are working for you or buying from your organisation.
Unfortunately, just like the ladies working Oxford Road that means putting yourself out there each and every day, making sure you get through the requisite number of introductions and, most importantly, that you seal the deal. It is hard graft and in many cases it is thankless.
But if you don't do it, don't sit around and wonder why the order book and the bank account are looking bleak.
To sign off this week, I saw this quote from tennis player Chris Evert which I thought summed up this column nicely, and entrepreneurs should perhaps repeat to themselves if shyness is holding them back: "You've got to take the initiative and play your game. In a decisive set, confidence is the difference."
- Fin24.com
