What is your dream job?

Growing up, I dreamed of playing shortstop for the St. Louis Cardinals. That ambitious desire quickly evaporated when my baseball career didn’t continue past high school.
 
Don't get me wrong, I love my job at Bluewolf, but I have to say that my latest dream job would be a “picker,” a person who pursues treasure buried in other people’s garages and barns. My inspiration? Mike Wolfe and Frank Fritz, the stars of The History Channel’s “American Pickers” television show.

I find myself strangely obsessed with the show; maybe it’s the Midwest sensibilities I relate to, or maybe it’s simply the treasure-hunting element that draws me in. While I aspire to one day become a picker myself, my picker idols have taught me a few key business lessons that are incredibly relevant to my current profession. Even if you haven’t watched every episode five times like I have, I’m confident that these principles can be valuable to your business as well:

1. Prospecting Hasn’t Gone Out of Style
   In the pickers’ world this is known as “freestylin’,” where Mike and Frank select an unknown house or property fitting a certain profile: old, beat-up cars parked in front, rundown barns on the property, and a general air of disrepair. They assess the situation, and then bravely approach the front door, not knowing if it will be slammed in their faces, or if their greeter will become a guide on their epic hunt for rusty gold. Often times, this freestylin’ strategy pays off — but it takes a keen eye to identify the right target, as well as the gumption to follow-up. New technologies like cloud, mobile, and social are providing more tools for the modern salesperson.
2. Don’t Be Afraid to Get Dirty
   In a white-collar world full of smartphones and tablets, it’s very easy to become complacent — to sit behind our pixelated screens in our comfy airport lounges and cozy coffee shops. Yet the pickers aren’t complacent. They rarely sit back in their office at Antique Archeology in Le Claire, Iowa. Mike and Frank get out and see people. They work their network. They freestyle.  And when they find themselves in the middle of a honey hole, they don’t just sit back and analyze. They dive right in. They get dirty. They dig deep in dust, grime, cobwebs, and filth. That’s where the treasures lie. When did you last go into the field and visit a customer? When was the last time you rode shotgun on a sales call or a service visit? There are great mobile solutions available to keep your reps in the field, driving customer engagement and building relationships. Get out, go deep, and dive right in, you’ll be amazed at what you find.
3. Identify Your Place in the Value Chain
   The pickers received some criticism a few years ago upon the premier of the show. Some people thought that they were taking advantage of ill-informed Americans who weren’t aware that the items piled up on their property could be worth hundreds, even thousands of dollars. How could the pickers pay $75 for an old advertising sign, and then sell it at their shop for $250? That seems blatantly unfair. Yet, these critics fail to examine the situation practically. In the majority of cases, these items haven’t seen the light of day in decades, usually rotting away under cobwebs and musty mildew. Not only do Mike and Frank give these items new life, they provide value for their customers. Do they make a profit on most of these items? Absolutely. That’s business. And they are able to do so because you and I have neither the means nor the know-how to pick. We don’t have the eye to pick, the resources to refurbish, or the channels to bring them to market. Can you clearly articulate your organization's value, and deliver on its promise?

It's essential to continually keep perspective on your business goals and processes. As we've learned from the pickers, be tenacious in sourcing opportunities, dive deep into field work, and never stop defining the value you provide. If you need help putting any of these lessons into action, contact us. 

Now, I wonder if I cold call Mike and Frank to ask for my dream job — would the door will be slammed in my face or would they welcome me to my own career honey hole? One day, I just might go for it. Meanwhile, I think it’s time for me to go visit some clients.