Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

3 essential skills all entrepreneurs must master

10,814 views

Published on

Published in: Business
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THAT BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book that can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer that is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story That Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths that Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THAT BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book that can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer that is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story That Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths that Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • accessibility Books Library allowing access to top content, including thousands of title from favorite author, plus the ability to read or download a huge selection of books for your pc or smartphone within minutes ,Download or read Ebooks here ... ......................................................................................................................... Download FULL PDF EBOOK here { http://bit.ly/2m6jJ5M }
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • accessibility Books Library allowing access to top content, including thousands of title from favorite author, plus the ability to read or download a huge selection of books for your pc or smartphone within minutes ,Download or read Ebooks here ... ......................................................................................................................... Download FULL PDF EBOOK here { http://bit.ly/2m6jJ5M }
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

3 essential skills all entrepreneurs must master

  1. 1. Three Essential Skills All Entrepreneurs Must Master Naeem Zafar Charter Member TIE SV University of California Berkeley-Haas www.NaeemZafar.com Twitter: @naeem [email_address]
  2. 2. Personal Background <ul><li>Faculty at Univ of Calif Berkeley Haas business school </li></ul><ul><li>Founder Concordia Ventures – advisory to entrepreneurs </li></ul><ul><li>CEO of three companies (semiconductor & software) </li></ul><ul><li>Worked in engineering, research, marketing & sales </li></ul><ul><li>Experience at one large multinational & 6 startups </li></ul><ul><li>One IPO (Initial Public Offering) </li></ul><ul><li>Wrote six eBooks on entrepreneurship </li></ul><ul><li>Raised over $70M in multiple ways (VC, asset sale, debt, angel) </li></ul><ul><li>Traveled to 73 countries, lived in 3 </li></ul><ul><li>Brown University ‘81, Univ of Minnesota MSEE </li></ul><ul><li>Charter member of TiE Silicon Valley </li></ul><ul><li>President of OPEN Silicon Valley </li></ul><ul><li>Advised or mentors over 700 entrepreneurs </li></ul>All rights reserved © Naeem Zafar Startup Workshop
  3. 3. Three Essential Skills <ul><li>Networking skills </li></ul><ul><li>Communication skills </li></ul><ul><li>“ Selling” skills </li></ul>[email_address]
  4. 4. Networking Skills [email_address]
  5. 5. Why Entrepreneurs Network <ul><li>People do business with you because they like you </li></ul><ul><li>Find co-founders, advisors, investors </li></ul>[email_address]
  6. 6. Networking <ul><li>How do you network? </li></ul><ul><ul><li>Physical world </li></ul></ul><ul><ul><li>Online world </li></ul></ul>[email_address]
  7. 7. Networking in Real World <ul><li>How do you know you are networking at a party or professional gathering </li></ul><ul><li>What is equivalent to hello in US? </li></ul>[email_address]
  8. 8. Get to Know Others <ul><li>Carry your business card </li></ul><ul><ul><li>Have a single tag line that defines your </li></ul></ul><ul><ul><li>Where should people put you in their brain </li></ul></ul><ul><ul><li>Always carry a pen </li></ul></ul><ul><li>Ask people about themselves </li></ul><ul><ul><li>People love to talk about themselves </li></ul></ul>[email_address]
  9. 9. Focused Networking <ul><li>Focus on your audience </li></ul><ul><ul><li>Devote 2-5 minutes just on one person </li></ul></ul><ul><li>Do not look over their shoulder </li></ul><ul><ul><li>They can tell! </li></ul></ul>[email_address]
  10. 10. What to Do <ul><li>Ask them about their work, their interests </li></ul><ul><li>Deliver your 3 key lines </li></ul><ul><ul><li>Positioning tag </li></ul></ul><ul><ul><li>Your “ask” </li></ul></ul><ul><ul><li>Your follow up angle </li></ul></ul><ul><li>Write something on the back of their business card that is not about what is on the front of their card </li></ul>[email_address]
  11. 11. When Are You Done Networking? <ul><li>Collect at least five business cards before you are allowed to leave the party </li></ul><ul><ul><li>This will force you to have a few conversations </li></ul></ul>[email_address]
  12. 12. What to Do After? <ul><li>You have only done 20% of the work of networking </li></ul><ul><li>Send an email to that person within 3 weeks </li></ul><ul><ul><li>The email is NOT about you or any business </li></ul></ul><ul><li>Then send a LinkedIn request within 1 week </li></ul>[email_address]
  13. 13. Building Networked Relationship <ul><li>Networking takes effort </li></ul><ul><li>You have to make several “ emotional deposits ” into your account before you can make a withdrawal </li></ul>[email_address]
  14. 14. Communications Skills [email_address]
  15. 15. Communications Skills <ul><li>Essential to your professional success </li></ul><ul><ul><li>& personal relationship success as well </li></ul></ul><ul><li>Leaning to present well will help throughout your career </li></ul><ul><li>Be open! </li></ul><ul><ul><li>& true </li></ul></ul>[email_address]
  16. 16. Forms of Communication <ul><li>Presentation </li></ul><ul><li>Emails </li></ul><ul><li>Meetings </li></ul><ul><li>Phone calls </li></ul>[email_address]
  17. 17. You Are The Message! <ul><li>It is not about PowerPoint </li></ul><ul><li>You are the message </li></ul><ul><li>Use aids only as needed </li></ul><ul><li>Have your message ready & crisp </li></ul><ul><li>Clarity must exist in your mind </li></ul>[email_address]
  18. 18. Say it with Conviction [email_address]
  19. 19. Most Important Aspect <ul><li>Clarity </li></ul><ul><li>Clarity of thought: you need fewer words to express it if you are clear yourself! </li></ul>[email_address]
  20. 20. Favorite Quote <ul><li>Perfection is not when there is nothing left to add, but when there is nothing left to take out! </li></ul>[email_address]
  21. 21. Pitching <ul><li>Explain yourself in first minute (slide zero™) </li></ul><ul><li>Explain the relevance of what you do </li></ul><ul><li>Don’t dive into details until you get signal! </li></ul><ul><li>Listen for audience reaction … </li></ul>[email_address]
  22. 22. Pitching <ul><li>People listen to 7% of words that you say </li></ul><ul><li>They listen to 52% of your body language </li></ul><ul><li>Connect with your audience </li></ul><ul><ul><li>Make it relevant to them </li></ul></ul><ul><ul><li>Be clear (first in your own head) </li></ul></ul><ul><ul><li>Pause & let the message sink in! </li></ul></ul>[email_address]
  23. 23. Simplify Slides <ul><li>Unclutter your slides </li></ul><ul><li>Minimize font, style, emphasis overload </li></ul><ul><ul><li>These detract from your message </li></ul></ul><ul><li>Write & insist what words can be deleted </li></ul><ul><li>All articles can & should be deleted </li></ul><ul><li>Use “builds” only with busy slides </li></ul>[email_address]
  24. 24. One Main Point Per Slide <ul><li>Do not read your slides </li></ul><ul><li>Supplement wordings on the slides with words coming out of your mouth </li></ul><ul><li>No more than one (or two) messages per slide </li></ul>[email_address]
  25. 25. Most Important Slide <ul><li>What is the most important slide in your presentation? </li></ul><ul><li>Why? </li></ul>[email_address]
  26. 26. Emotionally Engage! <ul><li>Be attentive, energetic, in front! </li></ul><ul><li>Know your message! </li></ul><ul><ul><li>Do not read your own slides </li></ul></ul><ul><li>Engage with audience </li></ul><ul><li>Uses pauses effectively </li></ul>[email_address]
  27. 27. Emails <ul><li>Pay attention to title of email </li></ul><ul><ul><li>Will it grab attention, will they open it </li></ul></ul><ul><li>State purpose </li></ul><ul><ul><li>Need an action, need approval, FYI </li></ul></ul><ul><li>Then provide supporting material </li></ul><ul><li>Salutation sets the right tone </li></ul><ul><li>Pay attention to cc list </li></ul><ul><ul><li>The curse of reply all! </li></ul></ul>[email_address]
  28. 28. Email Communication <ul><li>Use email to deliver good news, ask questions, summarize </li></ul><ul><li>Never deliver bad news on email </li></ul><ul><li>Keep it succinct (1-2 blackberry screens) </li></ul><ul><li>Carefully examine title, recipients on each reply </li></ul>[email_address]
  29. 29. Face to Face Communication <ul><li>Practice active listening </li></ul><ul><li>People want to feel heard </li></ul><ul><li>People feel good about a meeting if they felt heard (even if this way was not accepted) </li></ul>[email_address]
  30. 30. Selling Skills [email_address]
  31. 31. Art of Sales <ul><li>Networking skills </li></ul><ul><li>Communication skills </li></ul><ul><li>Selling skills </li></ul><ul><ul><li>Sales redefined </li></ul></ul><ul><ul><li>The process </li></ul></ul>[email_address]
  32. 32. You Are Always Selling! <ul><li>Selling your idea </li></ul><ul><li>Selling a “job offer” </li></ul><ul><li>Selling an idea for vacation to spouse </li></ul><ul><li>Selling a trip to dentist to your child </li></ul>[email_address]
  33. 33. Sales in Not Evil <ul><li>Sales is noble </li></ul><ul><ul><li>Most engineers hate selling </li></ul></ul><ul><ul><li>Selling is considered “deceitful” </li></ul></ul><ul><li>Good selling never is </li></ul>[email_address]
  34. 34. Selling is Not What You Think! <ul><li>American hate to be sold! </li></ul><ul><li>But Americans love to buy! </li></ul>[email_address]
  35. 35. Demystify Selling <ul><li>Selling is not “tricking” them to buy </li></ul><ul><li>Is not “coercing” them to buy </li></ul><ul><li>Just lay out the facts and educate them </li></ul><ul><li>Let the customer come to conclusion they want to select your option once they feel educated </li></ul><ul><ul><li>Be their advisor- earn their trust! </li></ul></ul>[email_address]
  36. 36. Selling! [email_address]
  37. 37. The B2B Sales Process <ul><li>Create a comfortable environment by asking permission to ask questions </li></ul><ul><li>Ask questions to understand their pain </li></ul><ul><li>Shut up and listen to answers, take notes </li></ul><ul><li>Explain how your product or service fills their needs – but only if it does </li></ul>Naeem Zafar (all rights reserved 2005)
  38. 38. Sales Different from Marketing? <ul><li>Sales is “listening” </li></ul><ul><li>It is putting your knowledge to solve other’s problem </li></ul>[email_address]
  39. 39. Sales 101 <ul><li>Tell prospects about benefits of your offering </li></ul><ul><li>Ask if any of these resonate with them </li></ul><ul><li>If not, then ask what would </li></ul><ul><li>Then listen as they just told you how to sell to them </li></ul>All rights reserved © Naeem Zafar
  40. 40. The Ask! <ul><li>Ask is a statement that tells others what you want them to do </li></ul><ul><li>You have to know to “ask” </li></ul><ul><ul><li>Clarity of mind before meeting </li></ul></ul>[email_address]
  41. 41. B2B Sales Process <ul><li>Create a system </li></ul><ul><li>Agree on what 2 or 3 metrics you must measure </li></ul><ul><li>Develop common vocabulary </li></ul><ul><li>Track  measure  optimize </li></ul>[email_address]
  42. 42. Common Vocabulary for Sales Stages <ul><li>Prospects </li></ul><ul><ul><li>I know their names, have contact info, have need </li></ul></ul><ul><li>Qualified prospects </li></ul><ul><ul><li>They have a pain that we can solve </li></ul></ul><ul><ul><li>The have budget </li></ul></ul><ul><ul><li>Met our champion </li></ul></ul><ul><li>Feasibility </li></ul><ul><ul><li>Proof that we can solve the pain scheduled </li></ul></ul><ul><ul><li>(demo, benchmark, test drive) </li></ul></ul><ul><ul><li>Internal champion convinced, propagating </li></ul></ul><ul><li>Closing </li></ul><ul><ul><li>Meeting with people who have budget </li></ul></ul><ul><ul><li>Financial proposals in approval </li></ul></ul><ul><ul><li>Met objections, tech hurdles </li></ul></ul><ul><li>Closed (PO in hand!) </li></ul>All rights reserved © Naeem Zafar
  43. 43. Sales Funnel All rights reserved © Naeem Zafar prospect qualified closing Purchase order 100% feasibility leads 10% 30% 50% 70% 90%
  44. 44. How Many Lead if Expecting 5 Orders? All rights reserved © Naeem Zafar Need 5 Orders in a Quarter prospect qualified closing feasibility leads 10% 30% 50% 70% 90% 3:2 2:1 3:1 5:1 225!
  45. 45. Reporting on Sales Funnel Prospect Contact Target amount Prob. % this Qtr % closing next Q Long term potential Sales person Arcadia Technology Arnold Wiener $45,000 60% 80% $500K Jenny K. Diebold Sheila Hanks $67,000 40% 75% $1.2M Larry Cassidy
  46. 46. B2C Sales Process <ul><li>You can buy attention (Advertising) </li></ul><ul><li>You can beg for attention from Media (PR) </li></ul><ul><li>You can bug people on at a time (sales) </li></ul><ul><li>You can earn attention by creating something interesting and valuable & then publishing it online for free </li></ul><ul><li>David Meerman Scott’s (@dmscott) </li></ul>[email_address]
  47. 47. Doing Online Sales <ul><li>Email marketing </li></ul>Startup Workshop All rights reserved © Naeem Zafar Drive traffic to landing page Landing Page Start a conversation Suggest things (some for $$) www.constantContact.com www.aweber.com Sites.Google.com Tell them Value Prop & Give something for free Earn trust <ul><li>Google Adwords </li></ul><ul><li>Facebook Ads </li></ul><ul><li>Emails to targets </li></ul>www.Clickbank.com EBooks, blogs, affiliate model
  48. 48. Building Trust <ul><li>Facebook </li></ul><ul><li>Blogs </li></ul><ul><li>Twitter </li></ul><ul><li>Insights </li></ul><ul><li>Aggregation </li></ul>[email_address]
  49. 49. Common Mistakes <ul><li>Don’t ask good questions </li></ul><ul><li>Afraid of asking questions – think they already know the answers </li></ul><ul><li>They can’t shut up </li></ul><ul><li>They don’t listen </li></ul><ul><li>They don’t take notes </li></ul><ul><ul><li>Lazy or don’t consider information important </li></ul></ul><ul><li>They don’t know enough about their product or service to effectively apply it to the needs of prospects </li></ul>Naeem Zafar (all rights reserved 2005)
  50. 50. Resources: Use coupon <ul><li>Go to www.FiveMountainPress.com/books.html </li></ul><ul><li>Use coupon “california” to get 20% off </li></ul>Startup Workshop All rights reserved © Naeem Zafar
  51. 51. Summary <ul><li>Learning how to think clearly & present in a way that people will “get it” is probably THE most important business skill </li></ul><ul><li>Make emotional deposits before attempting withdrawal </li></ul><ul><li>Hearing is voluntary, listening is not! </li></ul><ul><li>[email_address] </li></ul>[email_address]

×