Last week I was blessed with the opportunity to teach an introductory course in professional selling to members of the Lafayette Small Business Development Center. My audience consisted of about sixteen small business owners, various types of consultants and start-up companies. This course lasted about two hours and consisted mainly of an introduction to my M.A.T.E.S. sales system - a sales system that refocuses the salesperson's mission on the mission of their customer. "Our mission is not to make the sale; our mission is to align our products and services with our customer's mission," I proclaimed boldly as a perplexed audience gleamed back at me.
My experience working with small business owners, as well as my experience owning several small businesses, has shown that most entrepreneurs choose to focus on the easy stuff first. Making business cards, developing their website, investing in a new wardrobe and leasing office space is often the primary focus in the beginning phases. What's wrong with that? Well, that's like trying to hatch an egg without a chicken. Sales is the lifeblood of any company. Before you get yourself underneath an immense amount of overhead; wouldn't you want to know for certain that your product or service will sell?
If you're not selling the product, then it's not a business yet. Businesses make money. Businesses generate sales. Therefore, one nugget of advice would be to focus on selling out your inventory, before settling in to your new office. It's fun to get cozy, but its essential that you get uncomfortable and start making sales! After all, that's the funnest part.
Go create value,
- Reece Theriot, MBA
Reece Theriot, MBA
“We were put on this Earth to love; by loving, we serve others; by serving others, we create value; by creating value, we form successful ventures; by forming successful ventures we contribute to the advancement of Creation which pleases the Creator.”