A reader called us recently and said the following:
“I am the sole proprietor of a small business. I do about $150,000 a year providing whatever the government needs in commodities and unique parts. I find buyers however I can, by using the Internet and telephoning the agencies. I find credit card holders by digging on the Internet and using Freedom of Information Act requests. I sell by calling buyers and telling them that I will provide whatever they need quickly. I ask them to give me a try and see for themselves.
The purchases average about $10,000. I’ve been reading your installment series and like it a lot. How can I do better? What can you do to help me?”
Talk about commitment. This person is doing direct sales by himself after personally and persistently digging out buyer contact information. He is focused and going after business aggressively.
My comments back to him were as follows:
“You seem to have plenty of buyer contacts, so continue spending your limited resources making sales call. You have found your niche in the small purchase market. You’re finding buyers, calling on them, asking for their business, and serving them well. You’re doing very well! There’s probably not much we can do to help you, at least at your present size.”
Are there any lessons here for larger businesses? Yes, it’s all about focus, commitment and exceptional performance. For businesses of any size, there’s not much more to it than that.