Tag Archives: marketing

Rules of Making Money… Story by Eliza Lister

In the middle of last trimester, the FBCS craft fair showed off student businesses and creations and gave the economics class an opportunity to make money. This lead to Bird Eye News to ask a local CEO and internet businessman, Tony Lister, the rules to make money.

According to Tony Litster, one of two things to make more money. You have to “reach more people or you have to solve a bigger problem.” In solving a bigger problem “they are more valuable to the company” therefore getting paid more. When you reach more people you are able to “duplicate the effort.” And now there’s a handful of skills involved in making more money.

Communication is “understanding what really makes people tick. What you see is not what you get.  Most people are children in adult bodies. Instead of trying to talk to the adult to learn what actually driving the show in the child, what’s really going on behind the scenes.

Hang in there… Some of a students designs for the craft fair hanging from a tree
Hang in there… Some of a students designs for the craft fair hanging from a tree

This brings in fears. It brings in insecurities. It brings in inner dialogue. It brings in screwed up stories they have about themselves. When you communicate to the person’s pain, you actually get somewhere.”

When it comes to sales the truth is people “always selling.” When you do a job interview you’re selling. When you show up at work to perform you’re selling. When you’re in a meeting with your colleagues you’re selling. When you’re on a project, you’re selling. So learning the basic skills of selling is invaluable because they’re always selling themselves. “Life is selling, so it’s critical you understand how to present it.”

Negotiation is where you will make the very most money in the shortest amount of time out of any job that you can do. And people miss that. The simplest negotiating skill is to point out a reason why some things are flawed and ask for a discount.

“I just did a sale on land for my client and the guy went from 2 million to 1.5 million in a conversation that lasted 45 minutes. So in 45 minutes we saved a half a million dollars. In what job could you generate that kind of revenue, in 45 minutes? Then you follow up with a question: is that the best you can do? That question alone, how many seconds does it take to say, “is that the best you can do?” After asking these seven words and most people will think of a way they can do better.”

Student Businesses... The economics class used these skills at the craft fair last November
Student Businesses… The economics class used these skills at the craft fair last November

The last one is marketing. What is marketing? There’s a difference between sales and marketing. Sales is the “actual transaction of selling something.” Marketing is building the “story” around it. Learning how to tell the story in a way that it “reaches the emotions of the person who has that need.” That’s what marketing is. Marketing is the story telling.

On, “it is the story telling” Litster says “if that person learns communication and they learn sales and they learning negotiating and they learn marketing and they suddenly become the most effective at their job cuz they’re able to listen to what’s not being said and pay attention to it. Suddenly they add more value than just their role.” That’s the key to becoming invaluable to the company.

Although most schools aren’t doing much to teach these skills there is effort on the teacher’s part in schools such as Forrest Bird Charter School. Mr. Webber’s economics class and craft fair are a wonderful showcase of teaching these skills in a high school.

All Photos by Kai Eagley00