ALISHA PATE Straight Shooter

As Alisha watched, she noticed many booths offering items made with vinyl. Customers would touch the products, rub their fingers over them, and then move on without buying. She also observed no booths featuring laser work – the kind of items someone could create with a Glowforge. Why a Glowforge? Because that laser machine had been enticingly filling her feed for months! Alisha finally thought she had a unique (at that time – 2019) solution for attracting buyers. So she got home, put her head together with James, her husband and partner in business, created a business plan, and ordered the Glowforge Pro. Her laser business was born.

Alisha was no stranger to creating, as that was how she originally ended up with a Computer Science degree. Long ago there was greeting card software, by Hallmark of course, which had caught her attention. She loved the technology paired with creating, and that interest eventually propelled her into an undergraduate degree and then into a Systems Engineering Masters degree. Alisha put her education to work first in the aerospace industry and, most recently, in oil and gas with Chevron. While she still works with Chevron several days a week, her body and heart are far out in the countryside, communing with, creating from, and appreciating nature all around her.

To get the business off the ground, Alisha first approached her friend and neighbor, a realtor, with an idea. She offered to make closing gifts, and her friend jumped at the chance to create such a personal gift for her clients. (This was before it became as popular as it is today.) From that beginning, real estate agents have become a strong foundation of her business. To this day, Alisha fulfills 10 to 15 orders per week from that base, accounting for 30-35% of her

The awards and trophies space built business foundation. It came about servant about what was happening daughter, was involved with FFA which meant Alisha was already nization needed for its programs. phies to the young people who raise lots of trophies, awards, and recognition larly, creating the perfect recurring business! Alisha asked for the business and then exceeded expectations by creating unique awards. Her awards were in the shape of the animal itself and were a big hit with the winners. As they started handing them out at different competitions and shows, word spread from chapter to chapter, and this part of the business grew. Pate Ranch now supplies these wonderful 4H chapters throughout the United

While it sounds great to build you know, I had to ask Alisha knew you would also want to ask tions without being sales-y and putting tances or potentially damaging relationships?” ground, friend idea. gifts, chance her became that have her fulfills that her business mix. built Alisha’s next piece of her about organically by being obhappening around her. Reagan, her (Future Farmers of America), familiar with what the orgaprograms. FFA and 4H clubs give troraise and show animals. In fact, recognition are handed out regu-

Alisha was only too happy to answer this question. She suggests you do as she did and start by creating some small items (for example, bag tags for a few of the band kids), give them away for free, and then let word of mouth do the rest. As those kids started to use their tags for their instruments, other kids wanted one too. What started as “Hey, see if this works for you.” quickly became her advertising. “It’s something everyone can do and builds on relationships – the “here, this might help” approach versus testing the relationship with the implication “buy this from me because we’re friends.” The genius of it is that people then experienced the results and came to her to ask to buy; when trust and value are established, word of mouth naturally follows. (In actual fact, all of Alisha’s marketing is word-of-mouth. She does not advertise or overtly market her business in any other way, yet it continues to grow from happy clients. experiencing excellent results.)

Sales Advice

Alisha has also become involved with Folds Of Honor. This organization funds college educations for children of fallen military and first responders. They hold many charity events, such as golf tournaments, where prizes and trophies are needed. Alisha emphasizes that in the nonprofit arena, these purchases are built into their budget; they have the funds, and not everything needs to be donated. There will be money spent with someone to supply their needs - why not you? It is also worth noting that the items they choose are often high quality which incentivizes their donors to attend functions regularly and support the cause generously. The a business starting with what Alisha the next question because I her. “How do you offer soluputting off friends and acquainrelationships?”

Pate wonderful trophies to FFA and United States.