By Dr Wilfred Isak April
THIS column is about what you need to do to put yourself in a position to sell your business idea. People constantly ask me is my idea good enough, will I be able to convince potential investors?
The key is to be able to communicate your idea in a way that leaves people that you may come across both intrigued by your idea and also impressed with you personally.
So tell me how good do you need to be? Quite good, very good, the best in the field or the best in the world? I have to warn you at this point that, talent helps, but it will not take you as far as ambition does.
What do I really mean by talent? It is the ability to do something naturally without trying too hard, such as drawing. Most Namibians want to be good, but many are not prepared to make the sacrifices it takes to be great.
When you want to sell your idea, being nice to be liked is less important. I can understand that at times there is merit in that but you must never confuse being good with being liked. I can relate to the fact that most of us are looking for solutions, a way to become good, but there is no instant solution, the only way we really learn is through mistakes and trying again.
Whether you are presenting your business plan, selling yourself for an interview, or just looking for ways to work more effectively, it is critical that you communicate clearly and engage your audience in a way that motivates them.
There are plenty of brilliant ideas in this country, but it is very different to be in a position to sell them. You have to put yourself in a position to be granted the opportunity to sell your ideas.
For example: you would like to set up an appointment with a Chief Executive responsible for granting loans to SMEs.
How are you going to convince him or her that your idea is relevant and is worth giving a try? For example, you would not want to plant mahangu in Keetmanshoop, it would be better if you propose planting it in Oshakati. Once the stage is set, make sure that you really sell your idea.
I would like to give you a few do’s and don’ts when selling your entrepreneurial ideas. I have to paraphrase something that Simon Cowell (the proprietor and judge of the American Idols) said to a contestant: “You do not seem to be taking advantage of using this stage to perform to millions of people. You are acting more like it is a try out than a performance.”
Are you really performing when it counts the most; when the Chief Executive from SME’s in Namibia gives you an opportunity to present your idea?
Or are you just getting through information?
Are you defensive – like a try out or is it really a test you need to pass?
I certainly believe that you have to own it, and use the opportunity to its full advantage.
Another important pointer is get people excited when you sell your idea, show them why you personally believe in your business idea and how it can benefit the rest of your community or Namibia.
It is important that you try to put on a show, do not give a speech. Think about the number of speeches you have heard? How many of them can you remember? It is about time that instead of giving people the benefit of your wit and wisdom (words) looks for ways to paint the real people.
Even a financial director’s speech does not have to be boring, bring in a cow to illustrate cash flow as an example.
Finally, do you remember from school, learners preventing you from seeing their answers by placing their arms around their exercise book?
It is the same nowadays in Namibia, people are secretive with ideas. ‘Don’t tell them that, they will take credit for it.’ Doing this reduces your capabilities.
You will end up living in your own world and become stagnated. But if you are willing to give everything you have, you are left with nothing.
This enables you to look, be aware, to replenish. Somehow the more you give, the more comes back to you. Ideas are open knowledge, do not claim ownership. All we need to do is put ourselves in a frame of mind to pick them up.
• Dr Wilfred Isak April is a Unam graduate and holds a PhD (Entrepreneurship) from New Zealand and lectures in Entrepreneurship, Organizational Behaviour and Leadership at the University of Namibia.