A guest blogger at Copyblogger likens small business prospecting with gardening. That’s funny, most of us use those over-used war cliches. But I like the gardening analogy.
If you think about it, it’s a useful analogy. Small business prospecting is more like growing than killing. Here’s how:
- You’re not in control. You can try to control the conversation, but more than likely you’ll drive prospects off. If you respond to their concerns, then you are more likely to meet them at their point of need.
- Disappointment and surprise go hand in hand. You never know what your clients will ask for. When I first started my business, I wanted to take what I learned as a blue chip marketing expert to the table for small businesses. But then I kept getting requests for online marketing initiatives. So my business transformed. Yours will too.
- Get rid of the weeds. It’s bound to happen. You’ll have bad customers. Identify them quickly and let them go. There are ways to effectively do this so that you don’t make an enemy. But if you don’t kill the weeds, then they can kill your business.
- The death of something great is not the end of your business. You might think that a certain practice, business partner, or customer is necessary for your business, but what if wasn’t there any longer? You’ll make it. It will take adjustment, but capture the vision.
- Persistence wins the prize. Like gardening, small business prospecting is about persistence. Overcome the obstacles and you’ll survive.
If you prefer the gardening analogy, you can use that to build your business. Fight the soil within your niche, not the enemy that can destroy you.