Attitude and Small Business Growth – Are You a Builder Or a Wrecker?

What’s the most important asset in your business besides you? It’s your attitude. Small business growth that is long term and not temporary comes from having a good attitude.

Regardless of where you are at, whether you are starting up a business or running a business your attitude is critical in determining the outcome.

How would you define attitude? Your attitude is a mirror on all that you feel. Your philosophy, on the other hand, is a reflection of all that you think. And, yes, the two are definitely connected.

There is a poem, Builder or Wrecker, written by an anonymous author, which emphasizes the most critical component to your success, your attitude. As Zig Ziglar said, “Your attitude in life will determine your altitude.” How true that is.

Builder or Wrecker

I watched them tearing a building down,
A gang of men in a busy town.
With a ho heave ho and a lusty yell,
They swung a beam and wall fell.

I asked the foreman are these men skilled.
Like the ones you’d hire if you had to build.
He laughed and replied, “No indeed.
Common labor is all I need.
I can tear down in a day or two
What has take builders years to do.”

I asked myself as I walked away
Which of these roles have I tried to play?
Am I a builder who builds with care,
Measuring life by rule and square?

Or am I wrecker who walks the town,
Content with the labor of tearing down?

There is much to be taken from this poem. The truth is that in all of us there is the attitude of a builder and the attitude of a wrecker.

You will truly reap what you sow. The small business owner who has the discipline to plant good seeds with his attitudes and actions is on track to find the success and happiness he desires.

Small business growth is much more likely to happen if there is an attitude that fosters positive action. It starts with good attitude about yourself. How do you see yourself? How do you dress? Do you take care of your appearance? How do you talk to others? Are you treating yourself as an important person?

When you own your own business there is a high likelihood that somehow you treat everything else as important. In the name of business it is easy to forget about the fact that you are the most important person. Without you, there would be no business.

Always remember that you are the most important person in your business. You are its most valuable asset. Next time you are challenged and your attitude may be ready to go in the wrong direction ask yourself this question.

Is this the way an important person thinks?

To help you move in the right direction and keep a good attitude remember this.

The attitude you feed the most will win.

Feed the good attitude through your positive words. Don’t get hung by your tongue. And give visual evidence of your good attitude through your actions. Build yourself up by building up others.

Be a builder. When you are a builder you are a good finder in your business and your life. When you are searching for the good in your business and others an amazing thing happens. The good you are seeking is drawn to you and finds you.

Now Pay Close Attention —

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I attended a meeting recently where the attendees were female small business owners. As soon as they heard I had spent 21 years in professional sales, I was bombarded with questions. There are unlimited products for the new business owner that show them how to effectively market their business, but who is teaching you how to sell? What I heard at the meeting was a concern about selling. How do you do it? I told them what I tell all new sales people, “It’s all about having conversations”.

The success of your business not only depends on good marketing, but also the ability to close sales. Marketing brings people to your door. It’s sales skills that makes them customers.

I find myself wondering how anyone expects to succeed in a sales position without any sales training. I spent 21 years in sales, and during that time the companies I worked for spent over $ 100,000 in sales training. They knew the value of understanding how to sell.

It’s not just about face-to face selling. How about approaching someone with a joint venture opportunity, or trying to recruit affiliates for your product or service. It all requires basic sales skills. It’s sales skills that allow you to create value for yourself and the service you provide.

There are a few skills that will be a must for your future success:

1. Create value for your services.

2. Understand how to effectively prospect in your territory.

3. Know how to sell features and benefits.

4. Learn how to qualify prospects the first time you talk to them.

5. Know how to recognize the ‘tire kickers’.

It’s ‘knowing what you don’t know’ that will help you succeed. The sales process is a big mystery to many people. If you can position yourself with a potential prospect as someone who is interested in their business, you’ll have a good chance of success. Very few people want to be ‘SOLD’ a product. They want ‘SOLUTIONS’ for their most pressing problems. Once you’re able to have effective conversations with your prospects, you’ll find many prospects closing with very little effort. I don’t even talk about closing, I talk about Gaining Agreement. Isn’t that really what you’re doing? Gaining agreement for someone to hire you or purchase your service?

Most of the people I speak with just want to have some confidence when they meet with someone. Once you understand the basics of the sales process, you’ll know why you’re asking the questions you’re asking. It’s the answers to those questions that lead you down the path of the sales call.

It’s been my experience, that if you have some basic skills, a good product/service that’s priced fairly, you’ll gain agreement without cutting your price. That’s how your business will grow. By learning a few sales skills, you can get the maximum price. Isn’t that what you need to do for your business to succeed?

Former Learjet Sales Star, Susan Adams, has sold products and services for some of the world’s most respected companies…..General Electric, Pitney Bowes and Bombardier Aerospace.

She takes a ‘real world’ approach