Comments on: Ask and It Shall be Given

By: Sarath Bondaru

Sarath Bondaru — Fri, 25 Feb 2011 18:25:15 +0000

Thanks Steve, for sharing your experiences and imparting invaluable knowledge through this blog.

By: Hans

Hans — Wed, 16 Jun 2010 02:43:05 +0000

I recently asked for a job interview (I knew the job was up for grabs before it was officially on the market), but I did not fit. Unfortunately I don’t have any domain knowledge, but I do have some applicable/transferable knowledge from a previous enterprise. I have made my mind up that I want to get into that industry, so I will try again and somehow show them that I do in fact provide value to their business… if not with them, then somewhere else. It also made me realize that I’m a fighter and that it feels wrong to me if someone else decides over my future. I will ask again

By: Naveen JP

Naveen JP — Sat, 01 Aug 2009 14:46:29 +0000

I guess `asking’ is an important aspect of customer development too where a lot of asking is directed to customers.

By: Joseph Turian

Joseph Turian — Fri, 31 Jul 2009 00:56:25 +0000

I didn’t realize how important asking was until I read the blurb for the book _Women Don’t Ask_:

‘When Linda Babcock asked why so many male graduate students were teaching their own courses and most female students were assigned as assistants, her dean said: “More men ask. The women just don’t ask.” It turns out that whether they want higher salaries or more help at home, women often find it hard to ask. Sometimes they don’t know that change is possible–they don’t know that they can ask.’

http://www.womendontask.com/more.html

I’m not a women, but from that point forward I resolved always to ask for what I want. And it has paid off in spades.

(Incidentally, the authors used to give a free copy of the book to anyone who asked.)

By: David Binetti

David Binetti — Thu, 30 Jul 2009 18:16:01 +0000

. That should read 30 July. Sorry to require another comment.

By: David Binetti

David Binetti — Thu, 30 Jul 2009 18:14:53 +0000

@Mark

I would argue that asking and persuading are essentially the same; it’s just a matter of scale. Effective persuaders 1) ask in multiple ways depending on the audience, and 2) they are relentless in asking (see Steve’s original post.) For the former, books can help. For the latter, it’s all about you and perseverance.

Asking is NOT easy, IMHO. If it were, it would be more commonplace. If asking is easy for you, that’s an advantage. Just take it to where it’s no longer easy and break through that to become persuasive.

On your serious note, there’s an event tonight (Thursday 20 July) in Palo Alto sponsored by Startup2Startup. It’s free, and the speaker is Geoff Ralston speaking on “Selling in the Age of Free”. It’s a two-fer: you’ll learn about selling AND get to find some founder candidates. Might want to go it.

Good luck.

By: links for 2009-07-29 « Blarney Fellow

links for 2009-07-29 « Blarney Fellow — Thu, 30 Jul 2009 01:11:53 +0000

[...] Ask and It Shall be Given « Steve Blank (tags: startup marketing) [...]

By: steveblank

steveblank — Wed, 29 Jul 2009 14:46:23 +0000

Mark,
I got “lucky” and worked with some incredibly persuasive sales people. I modeled some of my behavior on them.
At some point in your career you might want to consider:
1. Reading a few of the basic books on selling and influence (just google for a list)
2. Taking a job in company and “carrying the bags” (presales support) for a world-class salesperson for a year.
3. Working for people who’s reality distortion field is larger than yours.

You haven’t missed a thing. You’ll create your own stories.

BTW, I personally would _never_ “find” a founder over the web. Get out of the building and meet people.

steve

By: Mark Essel

Mark Essel — Wed, 29 Jul 2009 11:00:01 +0000

Asking is easy, persuading is something alltogether different. I can do the former but am desparate to learn the latter.
When are you and Peter Barrett planning to fire up another startup ? If you’re not how am I supposed to get a chance to work with you both. Just reading the “war stories” doesn’t do justice to the experience, I keep feeling like I missed out. Not so much on the sinking venture, but seeing you gents in action, developing and selling blind to navigational course corrections.
On a more serious note, any tips on attracting founders? I’ve been blogging, commenting, emailing, and all over social media searching for folks to buy in to my pitch, smart personalized web software (to aid pasive search -Dave winer calls it two way, and relevant ads).

By: David Binetti

David Binetti — Tue, 28 Jul 2009 15:13:23 +0000

Well, there’s proof positive that this works.

Thanks, Steve.

By: steveblank

steveblank — Tue, 28 Jul 2009 13:38:21 +0000

David,
OK.

steve

By: David Binetti

David Binetti — Tue, 28 Jul 2009 06:11:07 +0000

(Consequences of ‘no’: zero. Benefits of ‘yes’: huge. OK, done.)

“Steve, I would really appreciate it if you could review my business plan and forward it to Mike Maples at Maples Investments. Can I buy you lunch to share it with you? ”

Yes, I’m serious. I’ve built my company using the Customer Development Model from Day One. I recently completed the Validation step (less the industry analyst presentations) and am ready to move on to Customer Creation. So the ask is made — shall it be given?

(Actually, I’m amazed that I’m the first to actually test the post.)

By: Twitted by scottilevy

Twitted by scottilevy — Mon, 27 Jul 2009 23:00:44 +0000

[...] This post was Twitted by scottilevy [...]

By: Christina Ellwood

Christina Ellwood — Mon, 27 Jul 2009 22:10:24 +0000

I, too, moved into marketing after head up a training department for a technology product and agree it’s a good perch from which to learn the needs, aspirations and struggles of the customer. Sales is also a good background (especially for outbound marketers where the focus is on the prospect). Perhaps the best background of all is that of an entrepreneur. The the clarity of purpose; driving need to actually win the customer; the constant contact with prospects and customers; and the fact that there is “no place to hide” make it ideal for mastering marketing (as well as other roles). Anyone who aspires to be a great marketer should take your advice to “get out of the building” and talk directly with customers and prospects on a regular basis. Understanding what’s on their mind and the emotional aspects of their pain and buying criteria are essential to success.

By: steveblank

steveblank — Mon, 27 Jul 2009 21:46:29 +0000

John,
You’d be surprised how many people don’t.

steve

By: Mark

Mark — Mon, 27 Jul 2009 18:46:12 +0000

Thanks for the article Steve. It surely lifted my spirits once again in my quest to seek funding from venture capitalists and to keep silencing my critics and proving them that i can achieve my milestones and goals in my very ambitious web application.

Thanks Steve!

By: John Clancy

John Clancy — Mon, 27 Jul 2009 17:27:47 +0000

I have maybe 5 total iron-clad rules of selling that are not at all original and are therefore nearly cliches (since they work so well). One of those is:

“Always ask for the order.”

By: » Linky Goodness - 7/27/2009

» Linky Goodness - 7/27/2009 — Mon, 27 Jul 2009 17:14:45 +0000

[...] Ask and it shall be given Steve Blank on the need to ask when an entrepreneur. [...]

By: | SocialStartups.com

| SocialStartups.com — Mon, 27 Jul 2009 16:55:24 +0000

[...] You just gotta ask for it [...]

By: Michael F. Martin

Michael F. Martin — Mon, 27 Jul 2009 16:45:10 +0000

Asking is also the quickest way to get direct negative feedback — sometimes even more valuable than a yes.