The most successful entrepreneurs, in my opinion, seem to practice these three very common habits (not necessarily in this order):

1.  Sell, sell and sell!

Everyone is your customer.  I attended a sales kickoff last July when Joe Roebuck, an ex-Sun VP of Global Sales wrote something on the black board.  It spelled out R.S.A.P. – Revenue Solves All Problems.  For an entrepreneur to get anywhere – they need to focus on selling. Their product(s), their business, service(s). Regardless of what type of business it is, no money is made until the sale is made. Many start ups get stuck working on the details of operations, they forget that selling is more important. When you’re in business for yourself, you have to work smart. You don’t have the time or resources to sell to everyone. The more you can define–and refine–your target customer, the better you can concentrate, and therefore maximize, your sales efforts.

2.  Always be networking!

Entrepreneurs, especially successful ones, must network constantly.  Use your friends for introductions. Join the local Chamber of Commerce. Get involved in something you are passionate in like a charity or volunteer committee (notice I said get involved, not just join). Whatever networking strategies you come up with you should always be on the lookout for new ones. Every public activity has networking potential, from a plane trip to an elevator ride to a stroll through the parking lot. It is much easier to approach people that you met before you make your pitch. Wouldn’t you like to make new friends more than you would like to make sales calls? Once you have met them and have learned more about them, follow up with them to see if you can talk about business. This works for any kind of business, even if you are just driving traffic to a retail store or a website.  Good networking habits are invaluable and will save you a great deal of time and resources.

3. Must Be Innovative – Avoid Being Status Quo!

The more innovative the entrepreneur, the broader their idea base – true innovators look for differences, while imitators look for similarities. This explains entrepreneurs’ open-mindedness and their willingness, at times, to think the unthinkable.

Here are a few of the selected responses from LinkedIn members.
For the entire thread and complete list of responses please see:
LinkedIn Answers (“What Are Three GREAT Common Habits of Successful Entrepreneurs?”)

Zale Tabakman, business success consultant says:
1) Having clear and identifiable goals.
2) Consistent and meaningful action towards some goal each and every day.
3) Forming and maintaining a Positive Mental Attitude to each and everything in your life.

HD Gupta, Enterpreneur, Managing Director at Island Resort Pte Ltd,Singapore says:
1) Courage to take risk which mostly cant
2) Ability to do much bigger than resources are available
3) LUCK factor-which know one has seen perhaps

Chad Everson, Owner of The Clay Empire says:
1) They have a vision and spend little time with those who they can not share this vision with.
2) Their passion is infective to those more talented and gifted they always surround themselves with.
3) They are already working on their next idea.

Dr. Deitra C. Payne, Founder & President, C. Payne Consulting & Training says:
1) Believe in yourself.
2) Positive mindset.
3) Be grateful.

Venkdesh Balasubramanian, Media & Communication Professional says:
1) Visionary Leadership
2) Business Acumen
3) Community Involvement

So now it’s your turn! What are the three GREAT common habits of successful entrepreneurs?  I’m interested in hearing what you have to say.

Respectfully,
Rob

The core issue here is respect. When you have respect and open communication between client and agency it leads to better work in my experience.  Quite simply agencies produce better work for clients they respect.

Giving free services away in anticipation of future business with that person communicates desperation and gives a perception of low value. If a prospective client does not want to pay full cost – or any cost, for that matter – you may still offer the following:

1.  Quid-pro-quo: Something for something.

What of this prospect’s products or services can it offer you in exchange? If none, can the prospect offer you a one-time look at his/her client and contact list, so that you may send a letter, signed by the prospect, singing your praises? If not, don’t give your services away.

2.  Offer to sell the prospect a smaller scale project.

Once the prospect has paid for that project and likes the work you did, offer to roll out the remainder of the project for the difference in cost.

3. Be prepared to walk.

In these tough economic times, money’s tight. Resist the temptation to discount or give away. Besides, even if you do win business with this prospect, he/she will be so tough to work with, it won’t even be worth the money, and they’ll detract you from the prospects that do have money for your services.

Spec work (or work on speculation is defined as any requested work for which a fair and reasonable fee has not been agreed upon, preferably in writing) depreciates the product, reduces company morale and sets an uncomfortable precedent for future business relationships. Your investments of time and effort comprise equity.

The exception to the rule, of course, is if you would be offering your services to a non-profit (NPO) or charitable organization that you have a genuine and sincere empathy towards.

Did you like this post? Let me know by commenting below.

Respectfully,
Rob