Entrepreneur Andy Willoughby and founder of the 3 Step Plan home business system reviews Success Magazine article about How to Position your Small Business for Big Growth.
Posted By: Andy Willoughby
I want to share an article from successmagazine.com written by Richard Fenton and Andrea Waltz, who also wrote the book, Go for No!, about how to overcome small business “size syndrome,” which confines your business by your thoughts and actions, from becoming the successful business you desire.
Small Business Seeks Big Opportunity
Being an entrepreneur means you’re the type of person who is willing to launch a venture and reap the rewards for success, as well as take responsibility for failure.
But being an entrepreneur also means you’re small—at least when starting out. Of course, what most small businesses really want is to be big businesses when they grow up. Yet many entrepreneurs suffer from what we call size syndrome.
Because they are small, they think and act small—and therein lies the problem. Because thinking small and playing small usually keep you, well… small. What small-business owners and entrepreneurs should be doing is thinking, acting and playing big, especially when it comes to the size of clients they call on.
Here are three steps to start overcoming size syndrome:
1. The first barrier to overcome is the belief that large prospects (be they individuals or organizations) have no interest in your products or services. The reality is, they don’t care so much about the size of your business; they care about solving their problems, wherever the solutions come from.
2. The second barrier to overcome is realizing that “calling on a company” is a misnomer. You are never calling on a business; you are calling on a person. The ABC Company can’t call on IBM. It’s always one person calling another person. Because businesses don’t buy anything; people do!
And never let the size or reputation of an organization (or the title or position of the person you’re dealing with) intimidate you. Yes, Bill Smith might be vice president of purchasing for IBM, but, first and foremost, he’s a husband, father and human being—the coach of his 8-year-old daughter’s soccer team with a painful bunion on his big toe.
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