Small businesses are typically type casted as a fickle bunch. They have no loyalty and will jump from provider to provider if they can save a nickel. This, however, is not usually the case. Just like any other business, entrepreneurs rely on their suppliers to be there for them and support their operations. It takes a lot of effort and resources to change suppliers. The main reason for why big businesses churn through their small business clients so frequently is due to a lack of understanding and miscommunication. You cannot treat a small business client the same way you treat your corporate clients.
Mind The Details
One main difference is that in big companies there are many departments and a number of people responsible for running different sections of the business. In smaller businesses, however, you are usually never further than one or two people away from the owner which means that it is a lot easier for the entrepreneur to stay on top every detail that goes on in the company. Be prepared to be scrutinized on an ongoing basis by your small business clients. Pay attention to the details of their accounts and make sure you do not slip up. The owner will usually always demand higher quality than the employees so you will need to meet that standard.
Be Open And Honest
Whether it is missing a deadline, forgetting to make a shipment, or not accomplishing on a key goal, there will always be mistakes made in any business relationship. More than anybody, small business owners understand this. Every small business owner has gone through the growing pains of getting their companies off the ground and has made a host of mistakes themselves.
What entrepreneurs respect is accountability and solutions. What drives entrepreneurs crazy with big companies is getting the run-around. Nobody in a big corporation wants to take accountability, the entrepreneur gets bounced from department to department, and it takes 10 times as long as it should to resolve the problem.
Small business owners want you to handle the problem like they handled theirs - admit that you made a mistake, apologize for it, and do everything in your power to resolve it as soon as possible.
If you mind the details and are open and honest with entrepreneurs in this fashion you will win their respect and earn their loyalty.
Mind The Details
One main difference is that in big companies there are many departments and a number of people responsible for running different sections of the business. In smaller businesses, however, you are usually never further than one or two people away from the owner which means that it is a lot easier for the entrepreneur to stay on top every detail that goes on in the company. Be prepared to be scrutinized on an ongoing basis by your small business clients. Pay attention to the details of their accounts and make sure you do not slip up. The owner will usually always demand higher quality than the employees so you will need to meet that standard.
Be Open And Honest
Whether it is missing a deadline, forgetting to make a shipment, or not accomplishing on a key goal, there will always be mistakes made in any business relationship. More than anybody, small business owners understand this. Every small business owner has gone through the growing pains of getting their companies off the ground and has made a host of mistakes themselves.
What entrepreneurs respect is accountability and solutions. What drives entrepreneurs crazy with big companies is getting the run-around. Nobody in a big corporation wants to take accountability, the entrepreneur gets bounced from department to department, and it takes 10 times as long as it should to resolve the problem.
Small business owners want you to handle the problem like they handled theirs - admit that you made a mistake, apologize for it, and do everything in your power to resolve it as soon as possible.
If you mind the details and are open and honest with entrepreneurs in this fashion you will win their respect and earn their loyalty.
Labels: be open and honest, handle problems, mind the details, mistakes, personal accountability, small business loyalty
