Mentor: T. Craig Bott

 

Captivating a Mentor

 

Let me set the scene. I had just finished a presentation to another audience of potential entrepreneurs. With my PDA in hand checking my e-mail, I was excusing myself from conversations and racing to the exit door, already late for my next appointment. Suddenly I felt a tug at my sleeve and turned to see an eager but obviously nervous young man.

"Mr. Bott," he said, "I have a business idea that I would love to get your help with, and I was wondering if I could buy you lunch and talk with you about it?"

It was one of those moments where the frame freezes, and a thousand thoughts race through your mind - thoughts like, " I gave up business lunches when I reached age 45." "Looking at me, do you really think that I need another meal?" and, "Why do you honestly think that I would have the remotest interest to hear about your business?"

This same scene is replayed over and over again throughout my workweek - same excited entrepreneur, same request (lunch and a presentation) and same flood of thoughts on my part. And, I also know that this scene is rehearsed over and over again with the hundreds of other senior business mentors across the Wasatch Front.

Now you need to understand that I believe one of the most significant things an entrepreneur can do to raise his or her odds of succeeding is to get advice and assistance from experienced mentors. And I, like all of my peers, do in fact accept a lot of those "free lunch" offers. I consider it part of the dues we pay to be in working in this field. But you also need to know that some entrepreneurs get a lot more from us than a one-hour lunch. Some get our best thinking and open access to our resources. Some get countless hours and a personal relationship that extends over years because they have somehow captivated our interest.

Over the 25 plus years that I have been assisting entrepreneurs, I have observed that some are able to get a lot more of out of me and other mentors because they do a few things right (beginning with our very first meeting).

Here is what I have observed:

1) They approach me and other mentors with an evident mindset that they know and believe we want to truly help and assist them in their entrepreneurial endeavors. They do not feel that they are interrupting me or interfering with my work. They are focused on the objective of simply captivating my interest.

2) They know that my interest in mentoring them increases if they can connect their business to some immediate need or personal objective that I have. I will give you an example of this later.

3) They always deliver on what they promise to do. If they promise to send some follow-up information or perform some task, they do it and report back to me on it. They lead with their actions and look to do something first. They don't wait for me to schedule or suggest a next step - they lead out.

4) They make the effort to keep the contact going. They persistently stay in touch even over many months and into years. They know that if they have done steps one through three correctly, then I will have sound reasons and personal motives to also keep the relationship alive.

Now, rewind the opening scene on your mental video iPod and play it again but this time with a different sound track. A nervous and excited entrepreneur approaches a busy and rushed, would-be mentor.

This time he says, "Hi, I'm (insert name). I own and manage (business name). I have taken the liberty to review the Web sites of businesses you are mentoring. I feel that two of your portfolio companies are under performing on their Web traffic and that I could significantly help increase their results. I am willing to assist them at no cost to demonstrate to you what I can do. I don't need anything from you except your authorization to proceed. You say the word and I will begin and then report back to you with my results."

Has this entrepreneur captivated my interest? You bet. Will I remember him or her? No question. Do I have a vested interest to stay in touch? Without a doubt and I will I be anxious to see the results.

The best entrepreneurs understand that they need help from mentors and they know that their first sale is to captivate those mentors that will help them succeed.

Give it a try.

T. Craig Bott is president and CEO of Grow Utah Ventures. He has advised and assisted hundreds of Utah high-growth companies; launched six companies of his own; and is committed to fostering growth in Utah's entrepreneurial community.