okay Steven key here thanks for watching
I'm back oh geez today I want to talk
about I'm losing my voice a little bit
sorry just got over a cold hope
everybody's doing well out there because
there's a nasty flu going around so
anyway I want to talk about one of the
most important things you can do to
license your ideas and it's actually one
of the hardest things to do but I'm
gonna make it easy for you I'm gonna
give you some tips some advice and I'm
also gonna share some of my mistakes
that I've made on this one thing that's
so important and what is it what is it
it's reaching out the companies once
you've done all the hard work meaning
you've come up with a great idea you
have created great marketing material a
great sell sheet maybe video maybe even
followed a wonderful provisional patent
application you've done all this great
stuff so now now it's time to call
companies now oh boy who likes to do
cold calls um I'll be the first one to
tell you it's not my favorite thing to
do and I've been calling companies just
recently and I have to tell you after
all these years it's not that easy when
I first get started but once I get
started and start making calls it
becomes so easy but it's getting started
which is the hard part for a lot of
people so anyway
it's cold calling companies to license
your ideas but I want you to look at it
a little bit differently and this is
gonna help you frame it up a little bit
number one you're not selling anything
don't look at it that way you're not
selling anything you're building
relationships oh boy that takes a little
bit of stress off the situation you
don't have to be this slick sales guy
because you're not selling anything all
you're doing is basically showing them
your idea and you're gonna do that with
your cell sheet or your video so don't
try to sell it's impossible to sell over
the phone
forget it don't even bother doing it you
want to build a relationship you want
them to know who you are you want to be
a pro you want to show me your idea
that's it that's all there is all right
so I'm gonna go through it some of the
things that you need to do that kind of
I'm writing this stuff down now because
I have a tendency just to ramble okay
remember like I said it's the most
important thing you can do
it's truly when you're in the game but
also for a lot of people it's not the
funnest thing I mean I like coming up
with ideas I like to do you know build
prototypes and all that kind of great
stuff call people I don't know no I
don't find that fun at all
I find it fun later when I'm successful
at it and I'll talk about what that
takes but anyway realize you might not
get in the first time you might call a
company and you might have to call back
a couple times but it might take a
little bit of work all right so don't
rush it make friends here it is here's
the big tip make friends with the
receptionist don't rush through it don't
try to pass that gatekeeper make friends
with that receptionist because guess
what you're gonna need to go back to him
and her probably a few times so stop
tell him your name get their name say
hello thank them for helping you because
you're going to need them again and
again and again so don't rush pass it
anyway build a relationship and start
and it all starts with that receptionist
or the gatekeeper I hate to say that but
it's pretty true I've also said don't
pitch don't pitch your idea now what you
can do is maybe talk about the benefits
of your idea perfectly fine all right
but don't pitch because it's just like
it's just hard and you're not gonna be
very good at it so I wouldn't recommend
that at all it's too hard to visualize
it send me your cell sheet - love it
also realize that when you call a
company you're not an inventor now
sometimes you want to be an inventor or
you want to be an inventor if it's the
media they like it but companies they
kind of prefer to that your product
developer because they have product
they worked with product developers they
understand it sounds a professional a
little bit more professional so when you
call them up I give you an example I
would say I call up a company hi this is
Steven key I'm a product developer and
I'd like to start submitting ideas to
your company can you help me now that
person might not not know exactly what
to do they might go oh I'm gonna who
should I send you tuned you might have
to help you might say maybe someone in
the marketing department but make sure
like I said before ask for their name
and thank them and say that it really
it's really helpful thank you for all
the help and there's a good chance I
might be calling back so just be
friendly okay easy easy easy also
remember when you're talking to that
person that you want to talk to and
usually it's the marketing person it
could be the sales person but it's
really the person that handles outside
product submissions now product managers
are really hard to get to you might even
call someone in sales sales guys love to
pick up the phone and talk your head off
that might even be a better route for a
lot of people because they do answer
their phones where some people don't
so try either one but take your time be
patient make friends receptionists
don't pitch your product pitch your
benefits if they ask because the only
thing you're trying to do is and your
crowd says all the time I really love
this you're just dropping off a package
and that package just happens to be your
idea that's all it truly is okay very
very simple to do also you always want
to get someone's email if you happen to
get someone on the phone you need to get
their email because you're gonna send
that very important cell sheet and we've
talked a lot about cell sheet so I'm not
gonna go into great detail you can watch
the other videos out there but make sure
you get them the email it's very very
important and make sure you follow up
with a thank you note follow-up that
you'll get back to them but just be on
your game be a pro take good notes be a
pro and follow up and you might have to
do that more than once or twice don't
get so impatient be enthusiastic I love
that tip try to smile as you're talking
try to be happy when you make that call
call at the right time during the day
that your your your you're at your best
for me it's in the morning because
you're gonna be a little bit more
excited you'll be on your game I always
like to stand up walk around the room
while I'm talking but be enthusiastic
try to talk like I'm doing that while
you're smiling it kind of carries
through the video people love that and
if you're excited about it guess what
they're gonna be excited about it and
sometimes you can say look you need to
see this
the word need is very powerful it's a
very subtle thing to say but you say
look hi my name is Steve icky a product
developer I need I need for you to see
this idea you're gonna love it
the benefits are boom very simple can I
send you a sell sheet what is what is
your email thank you for the call simple
guys get in and out don't waste
anybody's time don't tell them how you
invented it where you live all that kind
of great stuff save it for your friends
and your family people are too busy the
other thing I want to say to everybody
if they tell you no and you're going to
get a lot of nose okay so what have a
smile it's okay to get a know you're
gonna get a yes eventually and when you
really become a pro is when they tell
you no but you come back with another
idea and guess what they're going to
start talking to you and I had a student
that he just realized that they started
after he started submitting ideas and
they really liked his work but it wasn't
right but they actually told him what
they were looking for and guess what he
said I didn't really like that approach
but it really gave me a target and now I
knew what to do and sure enough he did
it and he just emailed me the other day
said guess what they love it you know
it's really kind of funny they told him
what to do he did it he didn't really
like it because he thought it was you
know cramping his creative skills or
whatever that doesn't matter at all but
when they're talking to you and you have
a relationship that's what's counts it's
relationships you guys don't
don't disregard that now here are coming
here are a few common mistakes that
people make they don't call when they're
enthusiastic they might call during the
day where they're trying to get psyched
up but it's not the best part of the day
I already told you that or maybe they're
calling on a day that the rush don't be
rushed I see a lot of people they'll
call and and maybe they're calling from
the car if you have a job that perfect
no problem go to a quiet spot but find a
quiet spot the talk don't have noise in
the background and like I said don't
pitch your idea don't do that but make
sure they get your cell sheet and don't
try to go around somebody I see that all
the time what are you guys doing so you
submit an idea to a company and guess
what it takes a week and you're like
going crazy you're thinking what are
they doing why don't they get back to me
don't you love my idea maybe they're
taking my idea who knows what you're
thinking and well I'm gonna go around
I'm gonna find somebody else to send it
to next thing you know they the guy
trust me it's gonna get back to the same
guy but you have to be patient and none
of us are that patient what I'm talking
a little bit about is business one on
one business etiquette skills right be a
professional take good notes don't be in
a rush don't be impatient be reasonable
be be that person they want to work with
that's that's basic stuff I I've been
almost embarrassed to say those things
but but guess what you guys are here at
all now here's some of my mistakes
because for some reason people really
like to hear when I screw up and guess
what I screw up all the time so I I have
no problem sharing my mistakes okay I
had I was calling all these companies I
have a big list and I started calling
companies and I didn't take good notes
and she don't do that and because I was
in such a hurry and wasn't taking good
notes I ended up calling the same person
twice and they said Steve don't you
remember you just called us I was like
oh geez don't do that be a pro take the
good notes
also I want to also say don't stop too
early never stop too early call all the
companies keep on calling keep on
falling up is extremely important do not
stop calling and the last thing I want
to say is don't call your favorite
company first because it's gonna take
some practice I told you get some cue
cards write it down make sure your your
pitch is just right but don't call your
favorite cumbers because you're not
gonna be ready wait a little bit later
practice a little bit so you're really
good at it
Steve and key here trust me you guys
I've made every mistake you can make I'm
gonna help you avoid some of my mistakes
and get out there so what it doesn't
matter get off the couch get out there
start to license your ideas have a blast
build relationships you'll absolutely
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again Steve McKee here thank you
hi this is Steven key and I just want to
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