by Rosie Bank
As business owners, there are things we can do to ensure our profitability. Let’s address what we can do to make more money, have more fun, work with the competition, and ensure our long term success. When you think of others who might be offering similar services and products as you do, keep in mind that it is up to you to help your clients, vendors, and associates recognize you as the one with whom they should work.
Speak the Language
If you sell a product or provide a service, there are several layers that you represent. There is the product or service itself. There is also the industry in which you work. Keep drilling down and we have the benefits of your products and services, why they are unique, and the exact person who is most likely to have his or life improved by implementing them. By becoming the best explainer, you will be able to help the right people recognize themselves using what you offer. Make it easy for people to see themselves buying and using your product and services. The harder someone has to work to understand what you can do for them, the less likely they will buy from you. Be clear. Being the best salesperson means being the best explainer.
Have Steely Determination
There will be good days and bad days. In business, it is not always a smooth ride. By setting your intention to learn from the challenges, you will outpace others in your field who pack up their tent when the going gets tough. What makes a stellar businessperson is his or her ability to ride waves like a surfer. Each speed bump is a chance to get stronger and to learn from your mistakes. Everything unexpected provides an opportunity to develop your resolve. You can condition yourself to move toward higher ground. It is never crowded at the top because your competition that is weaker than you will drop away when facing difficulties.
When you go to market, imagine yourself with a shopping cart filled with the finest material to help others understand what you do. Samples, excellent literature, easily accessible on-line material, current product brochures – bring whatever is necessary to provide people with information they need to make an informed decision to come work with you or buy your products. Few products or services provide a one-size-fits-all. In order to expand and serve a broader clientele, be prepared to share resources that are unique to the needs of different individuals. For example, if your specialty is tax services, you can have information on different tiers for different income groups. Diversifying in this economy will enable more business people to remain profitable and to create sustaining revenue.
Befriend the Competition
It is counter-intuitive, but be open to this. Here’s why. Your competition can someday be your best friend. If you are the person who never says anything bad about another company or service provider, you will have the shiniest reputation in your industry. What if your competition needs work someday? If you have always kept your side of the street clean, someone might come to you for work. Competing with yourself while blessing the competition in my heart works better than trying to beat out someone else. Also, this supports an attitude of abundance rather than erroneously thinking that someone else’s success represents less for you.
Hold the Long View
Some of the greatest rewards you will earn as a business person will come as a result of staying the course. Ten years and ten thousand hours seem to be the benchmark for mastery in one’s field. Get in the game and stay in the game. You will be rewarded beyond what one receives who just comes by for a visit.
Rosie Bank is a veteran entrepreneur. She has been in business for herself since 1973. Rosie is a business coach, a certified Nutrition Consultant, a faculty member of Networking University, and a graduate of Klemmer and Associates Seminars. Rosie is the author of You, Inc. Own Your Business, Own Your Life, which was endorsed by Brian Klemmer. You, Inc. is available at www.you-inc.biz