For those that haven’t had that good fortune – Eric is an advisor to some senior business people giving his expertise in the sales arena after created the GURUS Selling System.

Eric can do a better job than I can outlining how his selling system is different than other ‘techniques’ out there but as I tend to help entrepreneurs, perhaps you are wondering why this is relevant to you?

A few key reasons -

Eric approach resonates with me personally because one of the core components is focused on business people being their genuine selves. In my opinion, people, dogs and even babies are programmed to spot BS – and the only way you can truly have a long term relationship with ANYONE is if you are genuine and true to who you are and your core.

Why is that point and Erik’s Selling System relevant to you as a startup founder?

Because you need to ‘sell’ potential new employees, investors and would be customers and as an entrepreneur, you often have to conjure substance out of thin air like some business magician.

In my opnion therefore, learning how to ‘sell’ but from a place of authenticity and genuineness is CRITICAL.

Now as always, I’m thinking about how to give you (My wonderful readers) – some unique value and I’ve done it this time too – so make sure you read on to the bottom of this post.

Now Erik’s training is UBER expensive – we’re talking $70K for a five day intensive…and do you know what? People PAY it because Erik get’s results.

But Erik has just release a book called ‘Be Do Sale’ that encapsulates many of the key elements of his training – so being cheeky (a UK expression so Google it if you don’t get the reference)…I used the fact that Erik has a book tour going on to grab him for a one hour interview (Below!).

In this interview you will get so many actionable ideas and techniques that its worth you listening.

And….if you buy Erik’s book and send me the amazon receipt, Erik has promised to send you a bonus. And No, I have no idea what it is but knowing Erik it will be good value.

Listen to the interview below then click through to order Erik’s book at Amazon.

A few notices….

1) My mic was dying the day I recorded this interview so the audio is good but not great. Sorry about that but as always, its about the quality of the ideas and the content, not the studio production.

2) If you do buy ‘Be Do Sale’ via Amazon – don’t forget to email me the receipt for your ‘The Funding Guru’ reader BONUS! to andrew (at) the web address above.

Let me and Erik know what you think of his content and this interview via the comments below or again, shoot me a 1:1 email.

And AFTER you’ve read it, do Erik a favor and go BACK to Amazon and review it. After reading this book you’ll probably agree that you owe Erik a favor – one way to pay it forward is to add a review to Amazon with your thoughts and comments.

Erik Luhrs_Final

Be Do Sale: How to create more sales right now, regardless of what the competition or the economy is doing, using The GURUS Selling System!

[AMAZONPRODUCT=0615446671]

GURUS Selling System

Related posts:

1. Podcast: Raising Millions – An Interview with Erik Benson, MD @ Voyager Capital
2. Podcast: Raising Millions – Venture Capitalist Interview – Eric Hjerpe, Kepha Partners
3. Podcast: Raising Millions – Interview with Andreas Stavropoulos, MD @ Draper Fisher Jurvetson

(MP3 Download Below)

Today’s posting is an inspirational podcast.  If you have an interest in starting a catering business then you must listen to this interview.

There are some critical elements in today’s interview with Chef Khalil that I’d like to call out…

Chef Khalil has leveraged his passion to not only start a business with different revenue streams but he’s also using his passion and common sense approach to growing a business which is making a difference to kids and other people.

There are many elements to take out of this interview but the one’s which I gained are:

• Constantly learning – taking courses, signing up to news letters in your space, keeping up to speed on your area, never resting on the accomplishments you’ve had but be constantly growing and striving
• Finding mentors who can teach you – even if it means working for free
• Steady growth – don’t assume instant success, test the waters, plan and don’t over-extend yourself either financially or emotionally – keep a balance in your life
• Sacrifice – Chef Khalil re-invested his profit into his business while managing his startup and a full time job – he knew what he wanted to achieve and was focused on achieving it
• Partnering – Its common for companies to leverage affiliates and partnerships online  but Chef Khalil is using this approach for his culinary business – its always possible to leverage partners and your community for any business
• Vision – know where you are going,  why you’re going to get there then figure out the how and do it

So – I highly recommend that you listen to this brief interview with Chef Khalil – its inspiring because he is using his passion to help others but his common sense approach to business should be a course taught in every business school throughout the country – especially in this time of economic challenge. The key thought I took out is – if you want to be your own boss, you can achieve your goal if you have a passion, a commitment and are prepared to sacrifice to achieve it – even if it takes time – because, everything worth anything ‘always’ takes time…it doesn’t matter if we’re talking business, personal life or a good bottle of wine – everything worth anything always take time, focus and passion.

Listen to this interview, give Chef Khalil and me your comments and let us all know what you gained from this interview. I hope you gain as much as I did…

If anyone would like to reach out to Chef Khalil – his web address is:

http://www.CateringToYourWhims.com

Thanks to all my readers and especially, to Chef Khalil.

Any more questions?  Reach out via the contact page above and join my mailing list by adding your name and email in the box to the right. I’ll also send you some valuable downloads to help…

Andrew

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What are you trying to achieve when you meet with VCs?

You may think it’s to close in on a, let’s say, a $3million dollar investment for example and you should always keep the goal in mind but there are stages when building the relationship. You need to recognized them and make sure you are delivering at each step of what I call “The Stages of Captivation”.

Why do I call it that? Because that is exactly what you are trying to do – you are trying to captivate a VC at each stage of your interaction – from the first communication all the way through to term sheets and a deal. Why?

Because you are trying to establish and build a relationship with a VC – you are trying to attract them and encourage them to want to build something great with you – it is not about the cash, it is not short term and is not a loan – it’s a relationship so you can create something worthy of both their and your efforts.

So what is the First Stage of Captivation – The Hook

Before you even get through the door…you need to hook them.

How do you do that?

By making yourself look attractive.

Most often that first touch with a VC will be from your initial introductory email or executive summary.

Now be careful – with these two tools you are NOT trying to get your entire life story into as small a space as possible – you are trying to do just what I said before “You want to Hook them”. In other words, you are trying to entice them – to wet their appetites just enough that they want to meet you.

So, focus on the business opportunity and in particular, the size of the opportunity i.e. the upside if you manage to create a company which delivers on your expectations but a note of caution – try not to use to much hyperbole – keep the fact that you are about to change the world to yourself for the moment, instead cover the industry you are focused on, the business you want to build, why you are the right team to build it – If you cover those elements I would consider stopping there – with one added element –

If you are reaching out to a few VCs (and you should) – you should consider mentioning this point within your initial pitch – Why?

Because it’s human nature –

If you are attractive and popular with others then you’ll be more attractive and popular with these VCs.

And aside from the psychology of it – VCs want to find out about attractive opportunities before their VC competition – so consider briefly mentioning “We are meeting with a select group of VCs in Sand Hill Road” for example, suggests there may be interest from other VCs too – You have begun to create an ‘Impetus for Investment Action’.

…and because of it they will be more compelled to consider your opportunity and act themselves.

So – and let me make this point very clearly – one element of the hook is to suggest interest from their competition – Why? So you can create momentum.

What do I mean?

You want them to want you. And what will create that impulse?

A great initial hook, competition and a closing window of opportunity.

Throughout the process – at the start and all the way through – subtly mention that others are also interested in your opportunity. Capitalize on human nature – being confident and showing a certain demand is critical. A note of caution – there are not many bullets in this gun – do not try to suggest competition over and over again – use those few bullets selectively and wisely.

So – that covers the First Stage of Captivation – The Hook.

I’ll cover the second stage on the next podcast.

Until then – remember establishing a relationship with a VC is a two way relationship – Always keep in the back of your mind “what can they bring to the party aside from cash? Do you like these guys? Do you trust these Guys?”

So – Thank you for listening.

Please go along to AndrewIve.com to sign up for my mailing list and get update when other Podcasts and postings are available.

Was this helpful? Post a comment and let me know…

Andrew

Related posts:

1. Podcast: Raise Millions – What Are VCs? (Prelude)
2. How do I hook a Venture Capital Investor?
3. Podcast: Raising Millions – Venture Capitalist Interview – Eric Hjerpe, Kepha Partners

When its time for you to go out there and raise thousands or millions for your business – you’ll probably want to talk with VCs (or Venture Capitalists). If you’ve never done it before then it can be intimidating – even if you have the beginnings of the best business on the planet. 

To help you, I recorded a brief overview of what VCs are, some of their key motivations and some invaluable tips that could move you closer to raising millions for your business.

Take a listen and if you have any questions or would like me to go deeper into a particular element of this overview – post in my comments section and I’ll be happy to reply.

If you’d like more tips and thoughts that could help you and your business – consider joining my mailing list and get my free “Start-Ups Launch Blueprint” today.

Was this helpful? Post a comment and let me know…

Andrew

Related posts:

1. Raise Millions: First Stage of Captivation – The Hook
2. Podcast: Raising Millions – Interview with Andreas Stavropoulos, MD @ Draper Fisher Jurvetson
3. Podcast: Raising Millions – An Interview with Erik Benson, MD @ Voyager Capital