Entrepreneurship

“I will never be able to sell something. I am the artist, I create things, I don’t sell them to the buyers at a fair. Sales people should sell, not me!”. This is what my fiance was telling me the other day, when she came back from a fair where she sold some of the art she creates. I told her something on the lines of “you should be one of the best sales persons for your own art”, thinking that every buyer wants to engage with the artists they like.

Tell someone to start learning how to sell and you’ll get frowns and “Damn it, Jim, I’m a doctor, not a sales person!” type of responses. Especially if they are a creative person or, God forbid, a coder! This doesn’t change the truth: selling is a skill you should understand and practice.

Selling is, also, a multiplier skill. The multiplier skills take all the specific skills that you have and they make the total bigger and better. I define “specific skill” as a skill that you need to do your job. Drawing is specific for an illustration artist, programming for a coder, accounting for an accountant, you get it.

I got the idea of multiplier skills from Derek Sivers’ Ideas are just a multiplier of execution article (go read it!).

Here is a pyramid of values for specific skills (by “bankability”) and multiplier skills:

AWFUL Multiplier Skills = -1
WEAK Multiplier Skills = 1
SO-SO Multiplier Skills = 5
GOOD Multiplier Skills = 10
GREAT Multiplier Skills = 15
BRILLIANT Multiplier Skills = 20
——– ———
AWFUL Specific Skills = $1
WEAK Specific Skills = $5
SO-SO Specific Skills = $10
GOOD Specific Skills = $50
GREAT Specific Skills = $100
BRILLIANT Spec. Skills = $200

Multiply the two and you get a number showing how successful you are or you can be.

If you are a great coder ($100) with weak multiplier skills (1), you will often see worse programmers being paid a lot better – like a so-so programmer ($10) with great multiplier skills (15).

The same if you are a weak designer with brilliant multiplier skills, you might see yourself getting a lot more for your efforts than your more talented counterparts.

This means that above a specific amount of specific skill (being GOOD), it might be better for you to use 1-2 hours per week to develop multiplier skills instead of trying to become great or brilliant. Of course, there are specific situations when you need a brilliant someone. If you are in that specific situation, the article is not for you. Or maybe it is, you arrogant POS! :)

What are some multiplier skills?

The first multiplier skill I became aware of was writing. I am not thinking of becoming a published author. I am thinking of being able to express your ideas clearly in written form. Writing avoids unnecessary time loss and subsequent misunderstandings. Think about it: writing a two phrases email that explains what you need beats the hell out of 5 paragraphs ones.

Selling, the multiplier skill I talked about at the beginning of the article, is another one.  You sell something from the moment you are born. By crying, you sell your need for food. You sell a movie to get a date later in life. You have to sell yourself to be hired. You have to sell a product you create if you are a founder of a company (everybody sells, not only the CEO). If you are a creative person, an artist, you still need to sell what you’re creating. You need to convince your partner, kids, friends, audience, public, readers to listen to your ideas and act on them.

Public speaking is not easy to do. It is also another multiplier skill. Most of the adult people I know would need to be better at addressing groups of people. It’s not only for the entrepreneurs, CEOs or business people. As long as your job means talking to 2 or more people at the same time, it would be a lot easier if you have some public speaking skills and you don’t melt once more than 2 pairs of eyes are focused on you.

These are three multiplier skills I can think of right now. I am sure you can mention some more in the comments below.

I’ve always read a lot since I was about 5 and I learned how to read. The thing is, building MavenHut took a lot of time and I’ve stopped reading as much as I used to. So I decided recently to read more.

Reading books gives me a lot of ideas. And the worst thing I can do is not do anything with them. So I need to start experimenting those ideas somehow. I don’t know how, yet, so this is an issue. But now I understand my need. I suppose the solution will appear at the right time.

By the way, I am not talking about business books. While they do give me great ideas, some of the best ideas come from fiction. Especially SciFi.

In case you’re wondering, I am writing an article now on the books I’ve read recently. So you might want to come back in several days.

Due to MavenHut’s success, there are people that think I know stuff and they want to meet me to talk about their business. And, time permitting, since I travel a lot these days, I actually love to meet the entrepreneurs.

And why shouldn’t I? I love talking to smart people (who doesn’t?), I am interested in how they see what they do and it helps me broaden my horizons. And, of course, it sometimes helps me see solutions for my problems just because I am forced into looking at the issues from a different angle.

One thing I have a difficult time explaining, though, without sounding rude, is that before meeting with someone, that person needs to do something about their idea/project. I will never meet with someone just because they have an idea and want to pick my brain on it. If that were the case, I wouldn’t have time for MavenHut anymore from all the meetings with people “with ideas of an online project” (that usually will change the world). Investors might take these type of meetings sometimes, since they need to be in contact with entrepreneurs for the deal flow, but I am not an investor.

In order to trim the number of meetings and understand who exactly can use my help, I use 2 elements.

First one: I ask in an email for 2 paragraphs about the idea and the stage it’s in. If the person I am writing to is unable to express their idea in 2 paragraphs, I don’t really think they actually understand what they’re doing just yet. Their focus should be on understanding what they do before meeting me (if YOU don’t know what you want to do, how the hell should I know or be able to help you?)

The other thing I want to see is an MVP. If you don’t have any type of Minimum Viable Product (a site, an app, a distribution channel, some users/customers), any advice I would give would be so general that it would make no sense for a meeting.

If these two conditions come together then I am more than happy to meet people (of course, based on my schedule, as well). After all, a lot of people helped and still help us in building MavenHut. But I never went to them with “you know, I have an idea for a Solitaire game”. I went with something on the lines of “I am looking for an investment for my company that does a Solitaire multiplayer game. We already have 1000 users that spend about 35 minutes per day in the game, on Facebook, I don’t know, though, how to put these things in an investment pitch. I know you’ve gone through this process already, do you have one hour to meet and explain these to me?”

The line above explains what I’m doing, what I need and shows why I contacted this specific person.

So, how’s your MVP doing? :)

P.S.: I also don’t drink coffee, just so you know :D

Photo credit: Know Your Stuff