The phrase “it’s like shooting fish in a barrel” is often used to explain an easy task. The phrase “it’s like shooting a flying fish with a bow and arrow” should be used to explain an activity that is challenging, frustrating, and a boat load of fun.
Fish jumping into the boat might seem like a fisherman’s dream. However, it has became a nightmare in some water systems across the United States. Silver carp (a.k.a. flying carp) were introduced into the U.S. in the 1970’s to control weed and parasite growth in aquatic farms. Eventually some worked their way into the Mississippi River. The population exploded and their territory has expanded into tributaries including the Missouri River.
Silver carp are a concern for individuals that enjoy the outdoors due to their tendency to damage the native fish population. They have the ability to out compete other fish for food and space.
Flying carp also pose a hazard to boaters. Vibrations from the boat motor cause this fish to jump out of the water. Often high enough to land in the boat covering everything they touch with slime. You have to see it with your own eyes to truly appreciate the sight, however this invasive fish needs to be removed to keep boaters safe and other fish populations high.
While biologist work to develop a solution I decided to do my part in the removal of this fish. My plan was to shoot the fish when they jump out of the water with my bow. On paper it seemed fool proof. The reality is they don’t spend much time in the air. In order to ensure success I would need to be fast and lucky.
My first attempt at hitting a silver carp on the fly resulted in numerous close shots. After two hours I was tired from drawing my bow and retrieving my arrow. I had plenty of opportunities, however when the perfect shot presented itself my arrow was already gone. When I finally hit one. I was so frustrated I snapped a quick photo and headed home.
Reflecting on the experience led to a new strategy. I was shooting at the first fish that jumped regardless of where it was in relationship to the boat. It was often a low percentage shot and when a better shot presented itself I wasn’t ready. Recognizing this problem I developed the Pick Em and Stick Em method.
I would not shoot unless the following were true:
1. The fish was 5 to 15 feet directly behind the boat
2. The fish was jumping from right to left
I determined what the perfect shot would look like. Since I knew what I was looking for I was able to increase my success (even if it was only from 1 to 3). If you have the opportunity to shoot a flying carp, be sure to utilize my Pick Em and Stick Em method.
Click Here to watch a video of the chaos involved with trying to shoot a flying carp. During the first part of the video you will notice that Tyler and Rod shoot early and were not prepared when a better opportunity presented itself. The second part proves that I hit one on the fly.
How Does This Apply to Business
When I started in sales I chased every opportunity. The result was I lost focus and felt like I was being pulled in 20 different directions. My ability to follow-up impacted my sales numbers. I had plenty of “work” but it wasn’t resulting in sales growth.
I implemented Pick Em and Stick Em at my job. I asked myself the following two questions:
1. Which five customers generate the most business in my territory
2. Which five customers do I enjoy working with the most
Then I looked for overlap between the two lists. I had three customers on both lists and wrote down everything I knew about them:
How long have they been in the business?
What markets do they focus on?
What products do they typically sell?
How many people work in their office?
What are they passionate about?
What are their hopes and dreams?
What risks do their business face?
What problems can I solve for them?
I realized there were a lot of similarities between the three. Since I knew who I liked to work with and I knew how to help them, I focused on organizations that had the same characteristics. As a result my sales increased, I was happier and my clients businesses grew. Take 30 minutes and complete this exercise.
A wise man once told me you can work with anyone, but you can’t work with everyone.
Until next time remember: You’re going to have to earnit.