{"id":4380,"date":"2015-05-16T15:46:24","date_gmt":"2015-05-16T19:46:24","guid":{"rendered":"https:\/\/www.duck9.com\/?p=4380"},"modified":"2015-05-18T03:10:36","modified_gmt":"2015-05-18T07:10:36","slug":"sell-1-or-2-things-that-sell-themselves","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/sell-1-or-2-things-that-sell-themselves\/","title":{"rendered":"Sell 1 or 2 Things That Sell Themselves"},"content":{"rendered":"<p>Larry Chiang&#8217;s 5th book, &#8220;<strong><em>What They Don&#8217;t Teach You At Stanford Business School<\/em><\/strong>&#8220;, is a sequel to his mentor&#8217;s, Mark McCormack&#8217;s book, <strong><em><a href=\"https:\/\/www.amazon.com\/What-Teach-Harvard-Business-School\/dp\/0553345834\" target=\"_blank\">What They Don&#8217;t Teach You At Harvard Business School<\/a><\/em><\/strong>. What They Don&#8217;t Teach You At Stanford Business School quotes Mark McCormack&#8217;s book in every chapter and even launched at Mark McCormack&#8217;s, IMG&#8217;s, &#8220;New York Fashion Week&#8221;. What They Don&#8217;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&#8217;s book, <a href=\"https:\/\/www.amazon.com\/What-Teach-Harvard-Business-School\/dp\/0553345834\" target=\"_blank\">What They Don&#8217;t Teach You At Harvard Business School<\/a>, to start a company as an engineering major. Duck9, at Illini Tower, helps <a href=\"https:\/\/www.101secrets.com\/general-population-credit-knowledge.htm\" target=\"_blank\">students get a FICO<\/a> credit card credit score over 750. Prior to the NY Fashion week book launch party, Chiang did an H.L.S. keynote causing <a href=\"https:\/\/bit.ly\/vc0311a\" target=\"_blank\">Harvard Business School<\/a> to write: \u201c<a href=\"https:\/\/www.harbus.org\/2009\/What-They-Dont-Teach-4531\/\" target=\"_blank\">What They Don\u2019t Teach You at Stanford Business School<\/a>&#8220;. Confused?? Well, his latest post in Harbus was done #shirtless as a yogi, &#8220;<a href=\"https:\/\/www.bit.ly\/vc0311a\" target=\"_blank\">Setting an intention to win SXSW, THIS 2016 SXSW<\/a>&#8220;.<\/p>\n<table style=\"height: 155px;\" width=\"156\" cellpadding=\"10\" align=\"left\">\n<tbody>\n<tr>\n<td width=\"100\"><span class=\"embed-youtube\"><iframe loading=\"lazy\" class=\"youtube-player\" src=\"https:\/\/www.youtube.com\/embed\/QXIaNZi3mHQ?version=3&amp;rel=1&amp;fs=1&amp;showsearch=0&amp;showinfo=1&amp;iv_load_policy=1&amp;wmode=transparent\" width=\"260\" height=\"183\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/span><br \/>\n&#8220;Fashion Week (Sept 10-20) is like #LeadGen in Las Vegas. Cuz they&#8217;re cool places to launch new deals.&#8221;<br \/>\n&#8212; Larry Chiang<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<div>\n<div>\n<div>\n<div>\n<div>By Larry Chiang&nbsp;<\/p>\n<div><\/div>\n<div>Selling something is hard<\/div>\n<div>Sales skills for tech founders is hard<\/div>\n<div><\/div>\n<div>Those problems kill founders&#8217; dreams dead.&nbsp;<\/div>\n<div>Problem: Death is so prevalent and sales is so hard that Silicon Valley euphemism-izes &#8220;sales&#8221; to be &#8216;customer development cycle&#8217;<\/div>\n<div><img decoding=\"async\" src=\"https:\/\/www.duck9.com\/wp-content\/uploads\/2015\/05\/image70.jpeg\" alt=\"image.jpeg\" id=\"69FB1C30-B86E-4FE1-B32D-3E818566EA27\"><\/div>\n<div><\/div>\n<div>Solution: &#8220;Sell one or two customers one thing that sells itself&#8221;<\/div>\n<div><\/div>\n<div><img decoding=\"async\" src=\"https:\/\/www.duck9.com\/wp-content\/uploads\/2015\/05\/image71.jpeg\" alt=\"image.jpeg\" id=\"92166BCF-E88F-44DC-9907-24545E86F770\"><\/div>\n<div>THE DOTTED LINES are the area of sales versus time where the shitake sells itself.<\/div>\n<div><\/div>\n<div>QUESTION: So what do I sell?<\/div>\n<div>Larry Chiang answer: housing when housing is sold out&nbsp;<\/p>\n<table style=\"border:1px solid black;padding:8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width:48px;height:48px;padding-right:8px;\"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/599655987318951936?refsrc=email&amp;s=11\">5\/16\/15, 12:21 PM<\/a><\/div>\n<div>&#8220;Santa Clara Super Bowl will be well attended. Yes, arbitrage housing by buying low Nov2015. Selling high. Feb2016&#8221;<br \/>&#8212; <a href=\"https:\/\/twitter.com\/LarryChiang\">@LarryChiang<\/a><br \/>Cereal<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><\/p>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px;\"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/599639308006395904?refsrc=email&amp;s=11\">5\/16\/15, 11:15 AM<\/a><\/div>\n<div>~6500 people will attend this bowl in Dec. Don&#8217;t arbitrage hotel rooms&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23FosterFarms&amp;src=hash\">#FosterFarms<\/a>&nbsp;Bowl&nbsp;<a href=\"https:\/\/t.co\/WPnZL2Y1tn\">pic.twitter.com\/WPnZL2Y1tn<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><img decoding=\"async\" src=\"https:\/\/www.duck9.com\/wp-content\/uploads\/2015\/05\/image72.jpeg\" alt=\"image.jpeg\" id=\"A82E7F44-29D4-434B-B89A-7315345585CE\"><\/div>\n<div>Hotels nicknamed this the &#8220;Vacancy Bowl&#8221;<\/div>\n<div><\/p>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px;\"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/311665521156321280?refsrc=email&amp;s=11\">3\/12\/13, 7:30 PM<\/a><\/div>\n<div>Hi&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23UTeWeek&amp;src=hash\">#UTeWeek<\/a>, u saw how a UT undergrad ran an&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23LCMCC&amp;src=hash\">#LCMCC<\/a>&nbsp;by selling AirBnb housing to VCs and made thousands&#8230;<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px;\"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/518418469130231808?refsrc=email&amp;s=11\">10\/4\/14, 8:12 AM<\/a><\/div>\n<div>LABCS 3323 =&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23UTeWeek&amp;src=hash\">#UTeWeek<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23LABCS&amp;src=hash\">#LABCS<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23LABCS3323&amp;src=hash\">#LABCS3323<\/a>&nbsp;(UT co-founder sold Airbnb sxsw hosing Silicon Valley VCs )&nbsp;<a href=\"https:\/\/t.co\/Egab4iUgUQ\">uthinktanknick.com\/tag\/uteweek\/<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px;\"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/562820890858381313?refsrc=email&amp;s=11\">2\/3\/15, 7:52 PM<\/a><\/div>\n<div>.<a href=\"https:\/\/twitter.com\/UTexasStudents\">@UTexasStudents<\/a>&nbsp;u guys gonna see VCs from Silicon Valley expensive housing using&nbsp;<a href=\"https:\/\/twitter.com\/Airbnb\">@Airbnb<\/a>.&nbsp;<br \/><a href=\"https:\/\/twitter.com\/JohnnyHVan\">@JohnnyHVan<\/a>&nbsp;did!&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23utEweek&amp;src=hash\">#utEweek<\/a><br \/><a href=\"https:\/\/twitter.com\/search?q=%23hookEm&amp;src=hash\">#hookEm<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px;\"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/383043630094499841?refsrc=email&amp;s=11\">9\/25\/13, 6:41 PM<\/a><\/div>\n<div><a href=\"https:\/\/twitter.com\/thedailytexan\">@thedailytexan<\/a>&nbsp;&#8211; do a story about how undergrads sold housing at&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23sxsw&amp;src=hash\">#sxsw<\/a>&nbsp;last year cc&nbsp;<a href=\"https:\/\/twitter.com\/JohnnyHVan\">@JohnnyHVan<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/Nick_Spiller\">@Nick_Spiller<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>Selling VCs is slightly harder here when you ask them to pay-to-pitch:&nbsp;<\/p>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px;\"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang?refsrc=email&amp;s=11\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/179256101693440000?refsrc=email&amp;s=11\">3\/12\/12, 10:22 AM<\/a><\/div>\n<div>Congrats&nbsp;<a href=\"https:\/\/twitter.com\/ntippmann\">@ntippmann<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/Nick_Spiller\">@Nick_Spiller<\/a>. Seriously. Good job&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23reverseVC&amp;src=hash\">#reverseVC<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23SXSW&amp;src=hash\">#SXSW<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23vcsecrets&amp;src=hash\">#vcsecrets<\/a>&nbsp;<a href=\"https:\/\/t.co\/aKafm2cS\">bit.ly\/vc0310-revVC<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>But selling works<\/p>\n<table style=\"border: 1px solid black; padding: 8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/1356680194\/lane-headshot_normal.jpg\" style=\"width: 48px; height: 48px; padding-right: 8px;\"><\/td>\n<td><b>#FreeCreditReport (<a href=\"https:\/\/twitter.com\/freecreditrepor?refsrc=email&amp;s=11\">@freecreditrepor<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/freecreditrepor\/status\/435269133861548032?refsrc=email&amp;s=11\">2\/16\/14, 8:27 PM<\/a><\/div>\n<div>RT&nbsp;<a href=\"https:\/\/twitter.com\/JoshuaBaer\">@JoshuaBaer<\/a>:&nbsp;<a href=\"https:\/\/twitter.com\/UTEWeek\">@UTEWeek<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/JohnnyHVan\">@JohnnyHVan<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/Nick_Spiller\">@Nick_Spiller<\/a>&nbsp;you&#8217;re in the&nbsp;<a href=\"https:\/\/twitter.com\/search?q=%23Austin&amp;src=hash\">#Austin<\/a>&nbsp;<a href=\"https:\/\/twitter.com\/StartupDigest\">@StartupDigest<\/a>&nbsp;for Feb 17&nbsp;<a href=\"https:\/\/t.co\/K8dZwcvjub\">sfy.co\/rP53<\/a><\/div>\n<div><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><\/div>\n<div>There are other things that sell themselves &#8211; I curated them under &#8220;pop up internship&#8221;<\/div>\n<div><\/div>\n<div>Hope you&#8217;re good at Googling.&nbsp;<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Larry Chiang&#8217;s 5th book, &#8220;What They Don&#8217;t Teach You At Stanford Business School&#8220;, is a sequel to his mentor&#8217;s, Mark McCormack&#8217;s book, What They Don&#8217;t Teach You At Harvard Business School. What They Don&#8217;t Teach You At Stanford Business School quotes Mark McCormack&#8217;s book in every chapter and even launched at Mark McCormack&#8217;s, IMG&#8217;s, &#8220;New [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-4380","post","type-post","status-publish","format-standard","hentry","category-stanford-engineering"],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/4380","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/comments?post=4380"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/4380\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=4380"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=4380"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=4380"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}