Sell 1 or 2 Things That Sell Themselves

Larry Chiang’s 5th book, “What They Don’t Teach You At Stanford Business School“, is a sequel to his mentor’s, Mark McCormack’s book, What They Don’t Teach You At Harvard Business School. What They Don’t Teach You At Stanford Business School quotes Mark McCormack’s book in every chapter and even launched at Mark McCormack’s, IMG’s, “New York Fashion Week”. What They Don’t Teach You At Stanford Business School went from runway release on 09-09-09 right on to the NY Times bestseller list in under an hour! Initially, Chiang used his mentor’s book, What They Don’t Teach You At Harvard Business School, to start a company as an engineering major. Duck9, at Illini Tower, helps students get a FICO credit card credit score over 750. Prior to the NY Fashion week book launch party, Chiang did an H.L.S. keynote causing Harvard Business School to write: “What They Don’t Teach You at Stanford Business School“. Confused?? Well, his latest post in Harbus was done #shirtless as a yogi, “Setting an intention to win SXSW, THIS 2016 SXSW“.

“Fashion Week (Sept 10-20) is like #LeadGen in Las Vegas. Cuz they’re cool places to launch new deals.”
— Larry Chiang

By Larry Chiang

Selling something is hard

Sales skills for tech founders is hard

Those problems kill founders’ dreams dead.

Problem: Death is so prevalent and sales is so hard that Silicon Valley euphemism-izes “sales” to be ‘customer development cycle’

Solution: “Sell one or two customers one thing that sells itself”

THE DOTTED LINES are the area of sales versus time where the shitake sells itself.

QUESTION: So what do I sell?

Larry Chiang answer: housing when housing is sold out

	Larry Chiang (@LarryChiang)
5/16/15, 12:21 PM “Santa Clara Super Bowl will be well attended. Yes, arbitrage housing by buying low Nov2015. Selling high. Feb2016” — @LarryChiang Cereal

	Larry Chiang (@LarryChiang)
5/16/15, 11:15 AM ~6500 people will attend this bowl in Dec. Don’t arbitrage hotel rooms #FosterFarms Bowl pic.twitter.com/WPnZL2Y1tn

Hotels nicknamed this the “Vacancy Bowl”

	Larry Chiang (@LarryChiang)
3/12/13, 7:30 PM Hi #UTeWeek, u saw how a UT undergrad ran an #LCMCC by selling AirBnb housing to VCs and made thousands…

	Larry Chiang (@LarryChiang)
10/4/14, 8:12 AM LABCS 3323 = #UTeWeek #LABCS #LABCS3323 (UT co-founder sold Airbnb sxsw hosing Silicon Valley VCs ) uthinktanknick.com/tag/uteweek/

	Larry Chiang (@LarryChiang)
2/3/15, 7:52 PM .@UTexasStudents u guys gonna see VCs from Silicon Valley expensive housing using @Airbnb. @JohnnyHVan did! #utEweek #hookEm

	Larry Chiang (@LarryChiang)
9/25/13, 6:41 PM @thedailytexan – do a story about how undergrads sold housing at #sxsw last year cc @JohnnyHVan @Nick_Spiller

Selling VCs is slightly harder here when you ask them to pay-to-pitch:

	Larry Chiang (@LarryChiang)
3/12/12, 10:22 AM Congrats @ntippmann @Nick_Spiller. Seriously. Good job #reverseVC #SXSW #vcsecrets bit.ly/vc0310-revVC

But selling works

	#FreeCreditReport (@freecreditrepor)
2/16/14, 8:27 PM RT @JoshuaBaer: @UTEWeek @JohnnyHVan @Nick_Spiller you’re in the #Austin @StartupDigest for Feb 17 sfy.co/rP53

There are other things that sell themselves – I curated them under “pop up internship”

Hope you’re good at Googling.

Sell 1 or 2 Things That Sell Themselves

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