Chid Liberty crushed it.
He didn’t get a deal, but he did something I’ve never seen before.
Daymond told him that he and his co-founder were okay on their own and didn’t need a Shark. That’s when Chid went down the line and gave each Shark a reason why he would be lucky to work with them. I’ve watched a lot of Shark Tank, sort of a weekend obsession, and have never seen this before.
You could see each Shark smile as Chid told them why he wanted to work with them.
He was prepared.
He was straight to the point.
He was selling, but he was also genuine.
Chid reminded me of Keith Ferrazzi, an all star networker and the author of Never Eat Alone: And Other Secrets to Success, One Relationship at a Time. This is one of the best business books I’ve read. Business is all about relationships, building them and maintaining them. Keith talks about the importance of doing your homework. Here’s Keith:
Before I meet with any new people I’ve been thinking of introducing myself to, I research who they are and what their business is. I find out what’s important to them: their hobbies, challenges, goals – inside their business and out. Before the meeting I generally prepare…a one-page synopsis on the person I’m about to meet. The only criterion for what should be included is that I want to know what this person is like as a human being, what he or she feels strongly about, and what his or her proudest achievements are… The idea is to find a point of common ground that is deeper and richer than what can be discovered in a serendipitous encounter. Armed with knowledge about a person’s passions, needs, or interests, you can do more than connect; you’ll have an opportunity to bond and IMPRESS.
Should you try to be slick and hide the fact that you did the research? Not at all. “I never shy away from mentioning the research I’ve done,” says Keith.
Own your preparation.
“Inevitably, people are flattered,” Keith continues. “Instantly, the other person knows that rather than suffering through a strained half hour with a stranger, they’re able to connect with someone with whom they share an interest, someone who has gone our of his/her way to get to know them better.”
That’s how you connect with people, in life and in business. Chid didn’t give each Shark a laundry list of their value. But he was ready, and when asked, he delivered sharpened one liners to each Shark.
This is salesmanship at its finest.
Sales isn’t shoving product down a customer’s throat. It’s not the relentless torrent of a PITCH PITCH PITCH salesman. That’s what VC Mark Suster calls a Crocodile Salesman: one with a big mouth & no ears. As Mark notes, “The art of building rapport, establishing a base of credibility and then shifting to a discussion is how the best sales processes work.”
The Sharks didn’t give Chid & Adam a deal. But I guarantee that the Sharks will be customers. I will be.
Check out their company, Uniform +1, here.
Below is a quick video of Chid in action. You can learn more about the company here. Their mission is absolutely awesome. You buy a shirt and they donate a school uniform to a child in need – one that wouldn’t have been able to attend school without it.
Want to read what Keith Ferrazzi has to say about never eating alone? Click here to buy his book on Amazon (affiliate link, thanks for your support!).
Thank you for reading!