"I can sell anything"
The interview for a corporate sales person was going fine. The guy was pleasant enough. Then we got to a situational question, how would you sell seed paper promotional products to a corporate client? “I can sell anything” he proclaimed. How is that I wondered, so I asked. He explained that he was so good at convincing people to buy stuff that he could sell anything to anyone.
That made me pause. Arm-twisting isn’t the sales strategy that we use at Botanical PaperWorks and the sister company Seed Paper Promo. Our approach is more along the lines of working together with the client to see if seed paper promotional products are right for their project and then together, choosing the product that fits their marketing and budget needs.
We’re not into pushing seed paper onto people.
Neither I do I believe that it’s possible to be passionate and engaged long-term with a product for which you don’t give a hoot. I think you need to care about your customers and be interested in the product, not seeks the kicks of closing a sale.
That first job helped me understand
I see the importance of caring about a product when I think back to the summer before my last year of university. I had scored a summer marketing job at Standard Aero. When I say scored, I really mean scored. The competition for the position had been tough and when I got the job, I felt like the luckiest business student on the planet.
The summer was exhilarating and I was pushed beyond my capabilities. I learned what business in the Real World was like and boy was it different from school.
My good fortune continued when my position was extended and I kept working into the school year coming to Standard Aero every Friday, my one day without classes.
The whirlwind thrill of the summer was gone and I settled into the steady groove of work life. I still felt incredibly thankful for the job and enjoyed the many challenges.
I started noticing something mid-way through the winter which peaked my interest. It was this - I had a terrible time remembering the names of the different aircraft companies. Quite a few of them started with A's or B's, so maybe that was it. But I thought no, I’m able to remember names of other things, particularly things I enjoy. I could rattle off song lyrics, poetry memorized in high school, names of friends from Kindergarten. My issue with the industry names wasn’t an issue with my memory which clearly was okay in other areas.
It gradually dawned on me that maybe I was having a hard time remembering the names because I wasn’t actually interested in aircraft engine repair and overhaul. Hmmm….
I started paying attention to how I felt about going to work on Fridays and realized that the fun of summer had been partly the thrill of conquest (I won the job, others didn’t) and part novelty and newness (first time working, corporate environment, lots of challenge). Strip that away, and the product wasn’t something I was interested in. I realized that I couldn't drum up enough interest to keep me there long-term.
That’s when I decided that I would not pursue a permanent, full-time position. My student position would naturally come to an end when I graduated in April and I decided to leave it at that. I made plans to travel to Europe and I said farewell and thank you to my colleagues at Standard Aero. It was scary to be leaving for Europe without a job to return to, but I had learned so much in that year of employment, including the very important fact that I needed to be personally interested in the product or service of the company for which I’d work long-term.
It has to be interesting...to me
I resolved to align my interests with my next job and the resolve carried forward in my job hunt after I got back from traveling. I loved my next job at the biotech company and to this day, remember facts about shingles and ITP and Rh disease with ease.
Several years later when I launched my company Botanical PaperWorks, I carried forward the same enthusiasm for the products. Our media released has said since day one that Botanical PaperWorks was “born of a mother and daughter’s passion for stationery” and it’s true!
How thankful am I for the 12 months at Stadand Aero. I would never have gotten to that point of working in my passion if I hadn’t consciously said no thanks to a uninspired interest. I’m thankful that I could listen to my cues, like the forgetting of the manufacturer names, and understand what that was trying to tell me.
To the guy we interviewed who could sell anything, we passed on him. We were looking for someone to join us long-term, someone with a passion for helping customers with their eco-friendly seed paper promotional products and someone who could find work satisfaction beyond the initial conquest and novelty of a new workplace.
We held out for the right person, and I’m very glad that we did.