Monster Hunter is a series about persevering against formidable odds. The core game loop is straightforward: go out into the world, hunt your target, bring back materials, craft new arms and armor, and do it all again against bigger and badder monsters.
As I’ve been preparing to venture out into the Wilds, I’ve been thinking about everything I’ve learned from Monster Hunter games, such as…
“Well Done steaks are more nutritious than Rare steaks.”
“You can safely grab a bee’s nest. Really. Just reach in and suck that honey out.”
“A dinosaur that breathes fire is less dangerous than one that looks like a giant pickle.”
And
“If something is called a Pukei Pukei, yes… it will definitely do just that on you.”
But Monster Hunter has also taught me so much about business development. With today’s release of Monster Hunter Wilds, I wanted to do the most LinkedIn thing possible and share these simple tips I learned from running around in a video game, hitting animals with a sword that can turn into an axe that can also turn into a chainsaw.
1. Do your research
You wouldn’t download a car. And you sure wouldn’t stumble into the path of a Khezu or a Deviljho without eating a hearty meal. All that rolling requires stamina. So why would you ever try to land a new business deal without being prepared?
You wouldn’t, because you’re smart enough to be reading this piece (and carry a whetstone with you in your dress pants). There are tons of things you should know before reaching out to someone you’d like to work with. In the video game industry, you should know a company’s portfolio, their recent successes and challenges, and if possible their past efforts related to your own business (in my case, marketing) so you can tailor your approach to their needs.
But the most important thing you can do is ask questions. If you know the answers, you can ask the right questions to position the need in a way you can meet it.
Going up against a Pukei Pukei? Bring antidotes. Facing a Legiana? Nulberries or Hot Drinks will thaw you out. Reaching out to a company that has had a string of misses after years of financial success? You want to help them make the most of every dollar they’re willing to spend.
Oh, and it doesn’t hurt to know where they’ve been in their career. Remember, business is about people. Transactions shouldn’t feel transactional.
And if you can find out what weapon they main, you can learn a bit about their personality. Do they use a bow or bowgun and keep people at arm’s length? Perhaps they enjoy using a Charge Blade or Insect Glaive, indicating they can find solutions to even the most complex problem. And if they are a Hunting Horn main, you’re guaranteed to get the support you need from them.
So, share a Well Done Steak and start tracking your prey.
2. Never go it alone
One of the beautiful things about Monster Hunter is that you never ever have to fight alone. Whether you have friends by your side or a fully-clothed and armed cat and/or dog, you’ve always got a buddy.
Cold calls stink worse than a Congalala. No one likes receiving them, and they are always grueling and uncomfortable. If you don’t want to get up close and personal with the business development version of flatulence, lean into your network.
If you’ve cultivated relationships and built friendships in your industry, chances are there’s someone who can make an introduction for you or even provide you some insight that can shape the way you go about engaging with a potential partner.
Look, not everyone can be a Palico with its clothes and clubs and barrel bombs. But keep the right people around you, and maybe you won’t have to ask Naked Jim who you met at the last conference. And, no, you probably shouldn’t ask why he’s called “Naked Jim.” Have some dignity, Jim.
3. Bring the right tool for the hunt
My approach to Monster Hunter is to be a bit flexible in my gear. Am I out for the kill, or are we going to send 50,000 volts and 26 amps of Ben Franklin’s best juice through a monster before giving it a couple whiffs of sleepy time gas? Likewise, I’ll use a different weapon, depending on whether I’m alone, in a small group, or with a full party. And if our target flies? It’s probably a good idea to get comfortable with a ranged weapon.
While I wouldn’t recommend bringing a taser to your next sales meeting (unless you’re in the taser and taser accessories business), being nimble is exceptionally valuable. Depending on who I’m meeting with, how far we’re into the relationship, and what I know about the prospect, I’ll bring different people with me.
This is exceptionally useful if you have a subject matter expert who can speak competently and confidently to provide additional reassurance. For instance, if you work with someone who has previously been employed in your prospect’s field, or they simply have a great deal of experience with the company’s products, they can be a valuable asset.
Of course, if they aren’t used to being part of introduction or pitch calls, take the time to prep them. They’re stepping out of their comfort zone for you (just like a brand new hunter facing down the game’s first large monster). You don’t want to leave them dangling like bait. It doesn’t help anyone for them to faint and have to be carted back to the office.
4. Use every part of the monster
In Monster Hunter, we use the skin, bones, and sinew of monsters to craft new weapons and armor. After getting your butt kicked by a Rathalos is there a feeling better than taking one down and rolling up to the next one wearing its Daddy’s skin? Heck no! Power. Move.
Now, I do not recommend going to your next meeting with a piece of your last meeting’s body stapled to your lapel like a gaudy brooch. There’s such a thing as being too aggressive. But there are lessons we can learn from the practice… in-game. The in-game practice. Please don’t wear human trophies to meetings.
Unless you are a butcher or specialize in a very specific type of wetwork, you probably aren’t going to employ the same tactics as you do in Monster Hunter. Instead, we can apply the spirit of this practice to business.
Often, when you strike up a relationship with a partner, you’re interacting with one part of the business. There may be other opportunities within that organization to provide services. Once you’ve established a good rapport and a solid track record, there’s no harm in inquiring about introductions to other people in the company who may benefit from your offerings.
So, gear up! Wear that metaphorical Diablos skin to your next meeting. METAPHORICAL. Do not do bodily harm to Mr. Johnsonburgsteinson, or else your next business meeting might be in the prison yard. And they don’t let you have video games there.
5. If you’re defeated, try again later
Not every hunt is going to go your way. Sometimes, you’re minding your own business, hacking up an ornery Kulu-Ya-Ku when the music changes and suddenly you’re being dive-bombed by a huge, angry, and hungry Bazelgeuse. Before you know it, the fight’s over and you’re heading back to base empty handed.
We’re in a brutal economy right now, but even in the best of times, you’re not going to land every deal you pitch. However, barring a catastrophe (like insulting the prospect’s partner or showing up to a non-clown’s funeral wearing a clown costume) and ruining your chances forever, every “no” is likely best interpreted as “not right now.”
You should absolutely be following up three to six months later just to say hello. Keep those contacts warm. You never know what may happen. Maybe the prospect went with another provider and it didn’t pan out. Or maybe they have another project that’s a better fit for your offering. Better yet, set the expectation with the prospect that you’d like to stay in touch in the future, because you enjoyed getting to know them. Remember, the best relationships are cultivated when there’s nothing to be gained. Don’t be transactional in your networking.
As for that Bazelgeuse, get back out there. Sure, it drops explosive scales and stomps like a baby to shake you up, but it can be taken down. And then, next time, you can show up wearing its Daddy’s skin and swinging its tail as a hammer. Remember: Power. Move.
Good luck out there! Business is tough right now. Just remember to take breaks… and enjoy Monster Hunter Wilds!