Hi there! My name is Jarryd Fillmore and I hail from Grimsby and St. Catharines. Today and I want to talk about Walt Disney’s 16 rules for getting clients. Let me explain!
Most people do not know that Walt Disney was actually a freelancer when he first started off in the business. We all know Walt Disney as this super giant, super famous guy behind the Disney corporation. Even throughout a lot of his career, he still met with sales people and distributors on a first name basis (one on one situation). You’d think after making millions upon millions of dollars, that he wouldn’t need to do that! Well technically, he didn’t have to – but he was so passionate about his music and what he did, that he wanted to do it. I have a boss who’s look like that too – he could absolutely hire somebody to go out and sell the product, but people not only started coming to him for work, but he absolutely loves selling! That’s why he kept on doing it.
Walt Disney had to constantly be selling himself, even though he already had been extremely successful. He had to constantly keep on doing this in order to make his vision come to real life standards. So what did that mean exactly? He constantly needed clients! Imagine if he stopped selling himself. We would probably have just one Disney movie. Imagine that? Disney has been an absolutely staple when it comes to children’s movies.
Here’s a few of his own, personal rules when it came to getting clients:
- Never feel sorry for yourself and don’t be afraid to fail. Wow. This is probably the most important one (no wonder it’s the first on his list!). So many people are afraid to fail. Failure and fear holds us back in even some of the smallest aspects of our lives – imagine going out into the world and trying to sell your multi-billion dollar idea to a room full of 30+ high-level executives?! That is a really scary though. Walt always carired himself with conviction, and he actually had many, many failures early on. However, he continued on. He continued to dream big! He has a famous quote – “All our dreams can come true, if we have the courage to pursue them”. A little off topic, but even rapper Eminem preaches the same. It’s there, you just have to go get it.
- Work out a deal. I do this all the time with side freelance jobs. Some of the time, clients aren’t able to afford the prices I charge. That’s okay, I usually cut a deal with them. For example – my last client was a dentist. He couldn’t afford the full price of a website, so what I did was he would pay for half the site, and then I had my next 6 appointments for free. How awesome is that! Obviously in order to do this, you need to know that what you’re selling is something of value. You can’t just come out and make demands, you have to make sure to meet halfway and make a compromise. It’s sort of like a relationship!
- Do something unique. No one has ever succeeded at a high-level in life imitating what someone else has already done. Sure, you can sell something similar and make a living – absolutely! However if you’re aim is to dream big, you have to have a big idea. Lets take Drake for example – were there other rappers on the scene? Of course. Did he bring something different to the table? Absolutely. And he blew up because of it. He talks about dreaming big from a young age, and he just had to go get it. You hear this all the time with famous people. John Mayer is another example – he knew from a young age that he wanted to play music for the rest of his life, and make a living with it. So, what did he do? He practiced hard all the time, wrote some great music, played shows, and everything seemed to fall into place.
- Be a salesman that does what you promise and you’ll stand out. I have to laugh at this one. The last place I worked at had a few sales guys that would go out and sell unicorns to clients. They would end up promising all of the things, without communicating what exactly they were selling to the client, just to close the deal. That simply sets up the design and development team for utter failure – and it did! The worst thing you can do is over-promise and under-deliver. It should be the exact opposite, actually. You should be able to under-promise and over-deliver! Don’t be a slimy sales guy.
- Sell simply. Don’t be a flashy salesman! You can smell these guys from a mile away. The issue with being flashy is a deep-seeded root of insecurity when selling a product. That’s why they have to make up for what they’re selling. If you can’t sell your product simply, it doesn’t come off as genuine. You might as well not be selling the product at all!
- Do the selling yourself. This is a tough one for a lot of people. If you run a small-medium size business, plus do all the production yourself, this can be extremely difficult. Half the time you’ll be selling a product, the other half of the time you’ll be producing the product and managing the client at the same time. Did I say this would be easy?! The best thing you can do is to always sell the product yourself. For example, lets take a look at Steve Jobs. He was an amazing innovator and he sold the products at an extremely high level. He unfortunately passed away from cancer (rest his soul), but the main fact of the matter is that he never hired some random sales guy to sell his product. He had a passion, and believed in the product and wanted to sell it himself. Look what happened! They’re a multi-billion dollar company now.
Well that’s it! I hope you enjoyed the article. Once again, I’m Jarryd Fillmore from Grimsby and St. Catharines, enjoy your day!