Start-Up Junkies

This Mojo HD reality-TV series was shot in Seattle. It chronicles the inner-workings of a start-up called Earth Class Mail. As someone who has experienced remarkably similar circumstances, I can tell you that this series is spot on. They really capture it. I know why I like watching this stuff. Does anyone else care? Apparently so...people are watching.

Above is a clip from Episode 3 which is described as follows; "With plans to sell his home, his planes and other valued possessions, Ron charges ahead and hunts for office space in downtown Seattle."

All this is courtesy of Hulu.com which keeps getting better and shows us what the future of "TV" might look like.

ESIF Entrepreneurship Documentary

Some fellow creative media-makers I know here in Seattle just created a short documentary about start-up funding. The focus is on business owners who have pitched their business at the Early Stage Investment Forum("ESIF"); a funding event held every Spring in Seattle.

Top 10 Ways to Create Your Own Business Deals

Sometimes, if you're lucky, the money will come to you. Most of the time, however, you must go get the money. There is no top secret weapon to help you generate business, but if you put in the work then you will begin to notice nice deals coming your way. Here are some of my suggestions on how to generate leads, develop business and keep yourself busy with projects. Remember, the harder you work, the luckier you'll get.

1. Schmooze. See my exploration of schmoozing strategies.

2. Relationship Marketing. Write down 100 people who will take your call, follow up for no reason. Do you know 100 people? Keep a list. Keep that contact list warm and active.

3. The Rags. Follow business and industry publications. Really read them.

4. Become the Expert. Write articles and speak on topics you know the most about. Start a blog. It doesn’t matter if you are the best at what you do, as long as you are better than most. Plus, most people are too lazy to actually get off their ass and become the expert so the competition really ain't that bad.

5. Other People’s Sales Forces. Real partners who help co-sell can multiply your outreach. What you are offering is exciting, but make it more exciting by offering additional value brought by your partners. They'll do the same for you.

6. Walking Billboards. Turn your clients into walking advertisements for your offering. Satisfied clients will share your business card or brochure with leads they run into. Tell them specifically how you want them to help and make it easy. Plus, ask if you can quote them and use them as a reference. Overly document every positive client project with case studies.

7. Cold Calls. If only 1 in 100 will result in work, then you’d better make 100 calls right now.

8. Go Vertical. Choose a niche and dive deep.

9. Competitor's Clients. Watch client lists on the websites of your rivals to learn who's buying.

10. Google It. Search job postings. Who's hiring? Search venture capital lists. Who's got the funding? Who has budget? Find local successes and add them to your target list.

No Schmooze, You Lose

Schmooze to Live, Live to Schmooze. Ultimately, all business is about relationships. Those who are good at making and keeping contacts are the winners in the end. Those who are creepy and dishonest can only survive for a short time before everyone stops returning their calls. The slime gets weeded out, the sincere rises to the top.

Schmooze. To Schmooze. To idly blather in pursuit of gains. Press the flesh. Grab and grin. Meet and greet. Going to the Meet Market. This is a necessary aspect of a successful life in the internet business, be you a designer or salesperson. You need to get out from behind your desk and gab with other people from your industry.

In other contexts, the term is sometimes used to describe getting out of a sticky situation, like talking your way out of a parking ticket. However, in the business world it is used to describe what has become an art and a craft. The fine art of slick networking.

For further research, don't miss Guy Kawasaki and his Theory of Schmoozing version 1.0.

Also, back in July I blogged about business networking sites, which could be considered "virtual" schmoozing. Although these sites cannot compare with real, flesh-n-blood schmoozing.

There are many events that allow digital media professionals to practice their schmoozing. Check out Meet Up, NetParty, Toastmasters, The Rotary Club and various Chamber of Commerce events in your city.

A wise friend once said to me that a main goal of any businessperson should be to create a list of 100 people who will take your call...and enjoy it. You don't want folks to sigh heavily when they hear that you are on the phone, you want them to feel relieved that you called.

Some Books you might want to check out:
Mr. Shmooze: The Art and Science of Selling Through Relationships by Richard Abraham
It's Not Your Smarts, It's Your Schmooze: How to Succeed Without Being Brilliant by Ty Freyvogel
The Art of Schmooze, Vol. 1: The Confident Schmoozer by Beth Mende Conny
How to Make People Like You in 90 Seconds or Less by Nicholas Boothman
Life's a Pitch!: From Hosting to Toasting...from News to Schmooze by Soni Dimond

Now get out there and GRAB-N-GRIN!