Business Owners are Always Looking for a Job

September 2, 2010 at 6:47 am | Posted in Adrian Miller Sales Training, Adrian's Network, entrepreneurship, sales | 3 Comments

The other day someone said to me, “Adrian, you’re so lucky. You never have to look for a job because you have your own company!”

Are they kidding? I’ve been looking for a job for the past 23 years, from the very first day I decided that I was going to have my own business (and not really even knowing what that entailed!)

Owners of small businesses and solopreneurs are integrally involved in the acquisition of new business. From developing their business brand to creating marketing materials to ultimately presenting and selling their product or services to their prospects, the business owner can never say that they are not looking for a “job”.

And in these tough times (yes, they are STILL tough times) we owners have to look even harder and with more and more diligence, and just like folks out in the “job market” we are finding that getting a new client is an extremely difficult task.

So what’s a business owner to do? Here are some top tips that must be put into practice. They are not much different from when times are good, however right now, it’s even more important to do them “exquisitely”!

Don’t Waste Time

Don’t waste time on prospects who are neither decision-makers nor influencers. By strategically scoping out who is actually calling the shots, you minimize your frustrations and maximize your time.

Be Optimistic

Try to stay on an even keel despite this horrendous dip in the economy. And don’t HIDE. Stay out there marketing, networking and getting yourself positioned so that when things turn around you’ll be ready to bring in the business.

Be Willing to Take Risks

There’s no reward without risk, and mistakes are only lessons to be learned. And of course, you can’t lose what you don’t have.

Over Deliver

Are your customers being blown away by your product or service. Loyalty is created in all of the attention to detail and little extras that you provide.

Keep the Funnel Filled
Most importantly, make sure that you keep your sales funnel as full as possible. Job hunters try to have as many interviews as can so they can “explore their options”. The business owner must have the same mind set and have a pipeline filled with prospects some of whom are close to making a decision, and others that will take a bit longer to cultivate. If your pipeline is full enough you will always have enough prospects ready to

3 Comments »

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  1. HI Adrian – I agree largely with your message here. There is something that is worthwhile adding. Your post trailed off midway through the sub-heading ‘Keep the Funnel Filled’ so I’m not sure whether you were going to get round to it.

    You’d likely agree that the solopreneur and the small business owner has to be fundamentally passionate about their business – and crystal clear about their business mission. In a very Darwinian manner only those who are truly passionate will maintain the energy and hustle to keep going when the going gets really tough. It’s useful to invest in time with a professional to ask you to express and articulate your vision and what it is you really want.

    This is anything but a luxury – this process turns ideas and dreams and visions into manifestation of reality, if they are congruent with the leader’s aims. Anything that is incongruent is cut away. It is afforded by the great and the good because they value the process of getting to the heart of the matter and being forced to answer all questions – even though this may be a little uncomfortable . The most successful business leaders and entrepreneurs value someone who will stand up to them, think as quickly and even more objectively than them, be more flexible in their thinking with no vested interest in the outcome of the discussion.

    The leader can then decide to cut away ideas that detract from the core vision, they put a line through anything that is going to cause a distraction from the core aim.
    This in turn is encouraging that time and money is being wisely invested in the things that will make a difference and accelerate the manifestation of the aim – almost exponentially.

  2. Adrian,

    Well done!

    Jim

  3. Great article, and I love the line “You can’t loose what you don’t have” – ever since you said it when we were working together.


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