Who Is Building YOUR Business

As a business owner starting out in your first year, there are so many hats to wear in regards to the operation, it can at times be overwhelming. It is almost a necessary evil and can actually give the new owner a better understanding of what it takes on all fronts to keep the business running year round. And if the owner keeps accurate records, it is possible to use the information on what to expect and what went wrong and what went right in the past year. Reflection and application are the key to make this work with efficiency.

In the second year of business the owner should be creating a strategy (if not already in progress) of how to grow the business on a long term continuous basis. The owner has to make a decision to bring in someone to sell for them or to dedicate a certain amount of time per week to sell, market and grow the business. The business is not going to grow itself. If growing the business is not a focus of at least one person, preferably the owner at this stage, growth will be slow to non-existent.

What are YOU doing as an owner to focus on growing YOUR business? How can you grow your business with so much on your plate? My suggestion is to try some of the following options that will yield results with consistent, focused effort.

1. Hire a salesperson on a commission only basis. Pay mileage for use of their vehicle and travel. Make sure to review progress on a weekly or semi-weekly basis to insure they are on track and following the process and strategy that has been set up. Over time as the revenue allows, a base salary that is appropriate can be set up and the commission rate adjusted accordingly. Also, as time allows provide them with a company vehicle with a company logo and credo for more visibility. This allows for this activity without incurring too much cost until the revenue can offset the expense.
2. Allow potential talent within your business help to sell. Logistics are so important, but especially when starting out. Get your crew leaders and supervisors to spot potential new customers close to where they work, ask your workforce to help identify new prospects. At a community event held by BOMA, one of my sales team once said it was difficult to find any prospects during lunch as he was at a table full of vendors. I asked the question, "Don't they have properties they work out of? Could they get you contact information for the people you need to contact to make those connections? Is it possible those "vendors" could become potential clients?" . We ended up getting three contracts out of seven vendors sitting at that table with him within a few months. Those vendors would tell the businesses they supplied about how great we were and within six months we had caught some of the big fish. Look for opportunities everywhere, not roadblocks. Some of our greatest successes come from how we see situations, not how situations present themselves.
3. Set aside time every week on your calendar to market and sell your business. Put it in writing. Have someone hold you accountable to your blocked off time, have them call you up to make sure you are doing what you have promised to do. This is another consistency compounds situation like putting money in the bank. Every day you wait to start is a day you get further behind. Once that day is gone, you can never get it back. In reflection, I had thought about starting my business 3 years before I actually got started. Within 3 months of finally starting I had landed 7 contracts and was making more money than I had made in the past. I was helping so many more people and was developing myself to do bigger and better things. I think of how much further along I would have been had I started when I originally thought about it. Instead I lost three years of helping others while benefitting myself. Don't wait to start growing, opportunities are out there. You have to be willing to accept rejection, reflect on how to get better and ALWAYS understand that "No" is not a permanent answer.

Whatever you decide, DO IT! Start TODAY creating a strategy for growth, start deciding who and how you want to do it and identify targets to go after in an efficient serviceable area. The consistency of your efforts will compound like putting money in a bank if you are disciplined and focused. The longer you wait to start, the longer it will take you to get to where you want to go.

GET GROWING NOW!!!