Business Builder Topics

Small businesses can face a number of challenges as a result of their size.

These include customers who demand a higher quality product and more personalized service because they're dealing with a small company, and the expectation that your business compete with and match much bigger companies in its day-to-day operations.

To meet these demands, it is vital that small business owners concentrate on creating an excellent product and ensuring their customers' demands are met.

However, these actions alone will not guarantee success - the right attitude is equally important to achieving success as a small business.

So what can an entrepreneur do to make sure their attitude is as attuned to making things work as their product and customer service?

According to Mayumi Mendoza, a small business analyst, the key lies in developing the right business habits.

Mendoza says many small business owners have a tendency to maintain an unhelpful attitude to their firms - but thankfully, she adds, identifying these habits means they can be reversed with relative ease.

The first mindset that Mendoza identifies is anti-customer thinking.

"You put your needs first instead of finding out what your customers want," says Mendoza. "You operate your business in a way that is convenient for you."

While this approach may suit you, it is not likely to have a positive effect on your company's bottom line.

Mendoza says customers do not usually patronize a business on account of its owner, but rather to take advantage of what the company offers.

So, she says, make sure that you retain sight of the needs of your clients as well as of what you require.

But this does not mean that the interests of the client should always come first.

Balanced against the needs of the customer is the need to protect your own interests as a small business owner.

"Saying 'no' is often needed to help protect the interests of your business," Mendoza says.

"When sales people approach you, no matter how nice or convincing they are, hold steadfast and buy only what you need.

"If a client asks you to extend them credit and your policy is cash upfront, stick to your guns unless there is a strong justification for changing your policies for this client.

"If you follow your customer's request without determining the impact to your bottom line and overall financial health of your business, you might find yourself in the throes of bankruptcy," Mendoza adds.

Being able to step beyond your comfort zone is another part of the right business attitude. While some degree of caution is important, not taking risks can be detrimental for SMEs.

And the fact that you are unsure of how a certain marketing strategy or product plan will turn out should not be an excuse not to try it anyway, says Mendoza. "You just can't know these things, so don't make knowing all the answers a criteria for taking actions."

Establishing some basic principles which you apply to all situations is a good way of improving your attitude to business.

According to Wayne Allyn Root, a sports broadcaster and successful motivational speaker, principles allow entrepreneurs to revitalize their attitude and give business a boost at the same time.

In his book, The Joy of Failure (Summit Publishing Group, 1997), Root outlines a number of ideals which can be helpful in formulating a new approach to business.

For example, the self-esteem principle says that the way you perceive yourself will be reflected in your clients' attitude to you and your company.

"If your goal is success, you must think of yourself as a success. You must expect success. You must feel deep down inside that you deserve success," argues Root.

Also, says Root, optimism is a vital business element.

While this may seem obvious, he says that customers have a tendency to notice pessimism in a business owner, and this may deter them from dealing with you in the future.

The solution is to turn your approach around.

"Look for the good in others, in your life, in the world around you. Your new and improved attitude will attract opportunities you never thought possible," Root says.

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