There are a lot of lessons from surfing that can be applied to your business. Photos: (Wave)Colin Nearman/(Business Man) Shutterstock
Surfing, in a lot of ways, is like business. Not so much because it’s like work, but because there are valuable lessons I have learned in the water that I incorporate into the way I do business. In my case, I apply what I have learned to sales, but it can be applied to all forms of business, whether you are an entrepreneur, consultant, or even a restaurant server.
Put yourself out there. It’ll make a world of difference. Photo: Adam Dewolfe.
1. Put Yourself Out There/Establishing Good Relationships
Surfing may be one of the easiest sports to fold inward into self-consciousness. Floating with a big group of people with variable skill level can play tricks on your mind. If we don’t establish rapport with people, they are going to have their guard up and pass by without any thought. A simple “what’s up” can change everything. I have noticed people pass me more waves when I have broken the silence and treated them as I would want to be treated.
Relationships are at the core of good business, and the only way to cultivate them is to take risks and put ourselves out there socially. Once I was on a trip with a sales rep in New York, our goal was getting new customers. At our show booth he would simply stand by, blankly staring, waiting for people to come engage with him. I cringe at the awkward hostility it created towards those walking by (I don’t recall he landed a single client on that trip). Engaging with others is how we begin the process of qualifying the opportunity (my next point). At the very least we may come away with new friends, or potential business for the future.
You can afford to be choosy. In fact, being choosy will ultimately get you better waves. Photo: James Pham
2. Wave Choice/Learning to Qualify Opportunities
When I first began surfing, as many can likely relate, I was amped to paddle for anything and everything that looked like a wave. I’d paddle vigorously in the hopes of catching an epic ride, but end up with waves that were nowhere near their peak. I would waste time, energy, and usually end up out of position for the bombs that were actually worth catching.
When I landed my first full time sales position with the potential to make commission, I would call anyone and everyone. At tradeshows I would whore out my business cards or take cards from anyone willing to give them. After months of calls and emails, I realized that 90% of the leads I accumulated were a complete waste of time and effort. Like waves, business requires a discerning eye – we have to seek good opportunities, position and time things in the right ways, and know when to make our move and when to wait. The moment I sense a prospect is not a right fit, I move on. No use keeping them on the line as it will only waste our time. There are bigger, better fish out there to catch, much like the next set wave on the way.
Get used to failure. It’s not a bad thing. Photo: Trevor Moran
3. Rejection and Failure
We can’t let rejection and failure keep us from pursuing what we love. If we quit after every botched takeoff, wipeout, or when some local tells us to get out of the water, we won’t get any better at handling ourselves when the situation comes around again. Letting those moments and slips nag at us will only make us more self-conscious about our surfing, eventually leading to more mistakes.
In my line of work, I cannot count the number of times I have been rejected, yelled at, hung up on, or lost a sale to a competitor. If I let those challenges affect me, I will go into the next call or meeting hesitant, and won’t perform to the best of my ability. Fear of rejection and failure is a disease that can easily plague many of us. One lost opportunity prepares us for the next. We have to learn from the loss, and brush off any negativity that others direct towards us, remembering that we may never see or speak to that person ever again. What matters is that we give consistent effort and constantly learn, which is valuable in any career path we choose.
