When Opportunity Knocks…Be Prepared

I started my own business because I wanted the basics – wealth, independence, and security. But most of all because I wanted the freedom to dress the way I felt comfortable. At least that’s the way it was in the beginning. Soon the real meaning of running your own business surfaced – particularly the sales side.After three months of struggling, I had made some progress producing slides for Sears Roebuck and Company. My company had produced some slides for a Mr. Telling’s secretary and she seemed very pleased.

After first seeing the slides, she had a few changes and I was to deliver them to her the following Thursday. In those days on Thursdays I used to practice with a juggling troupe. On that particular Thursday I was dressed in my usual very casual style – a T-shirt with an illustration of skydivers and the slogan: Eat, (Expletive deleted), Skydive! Although it sounds crude in print, the T-shirt was tastefully done. You had to look very close to read the slogan. I was wearing sandals and had my hair pulled back into a pony tail. I carried my juggling equipment in a large camera bag.I stopped off on the way to practice to drop off Mr. Telling’s slides. As I stepped off the elevator, his secretary said, “Stuart, Mr. Telling wants to see you right now!” She showed me to his office about 30 floors higher up in the building! I walked in and there sat the top three officers of Sears Roebuck and Company! Mr. Telling in his gravelly voice said, “Young man, I have a project I might want you to do, but first tell me about your company and what you do that makes you think I should hand this program over to you – especially dressed the way you are. You have five minutes!”

I had two choices. I could impress these men or jump out the window!

Since I didn’t have a parachute, I decided on making an impression. I picked out three colored lacrosse balls from my juggling bag, and started my presentation.”Light Productions is a company based on three basic truths. First, the customer deserves great service; second, the customer deserves a good price; third, the customer should be entertained at all times,” I rattled off. Then I tossed the balls into the air, twirled around and started juggling. Dead silence.I continued to juggle, telling the story of my company’s beginnings and reiterating the need for honesty and creativity. I went on about our quality, service and customer commitment, punctuating the key ideas with juggling tricks. I was sweating. Still no one laughed.

The minutes ticked by. I closed my act by repeating the founding words of Sears Roebuck & Company: “100% satisfaction guaranteed or your money back!”

I bowed and said: “Mr. Telling, I would be honored if you trusted me with your program. How soon can we get started?” Mr. Telling replied: “Quite an act, son. I hope your slides are as good. See my secretary about the details. Oh, and get a haircut.” Then they all laughed.

That account turned out to be worth $300,000 a year. I used some of that money to get my hair cut! I also learned a valuable lesson about being prepared and always looking professional because you never know when opportunity might knock on your door.