Make Your Business Small Business

Today I wanted to tag onto Albert's post from yesterday about the importance of hiring people who have small business experience if you want them to understand and sell to small business owners.

Small business owners know and appreciate it when you speak the same language as them - you need to make your business small business.

This was recently highlighted in an Indystar.com article about National Federation of Independent Business (NFIB) lobbyist Kevin Hughes. Kevin did not run a business but learned the ropes by working for 4 years for a senator who owned a series of gas stations in Cleveland. Small business issues quickly rose to the top of the agenda which forced Kevin to better understand the industry.

"I gained a pretty good understanding and appreciation for what small-business owners go through . . . and was able to see how that very closely interacted and intertwined with politics," he said.

With small business education being at a premium, Kevin was able to take his knowledge and went to work for the NFIB to continue supporting entrepreneurs.

When you hire people who can speak the same language as your customers everybody wins. You get more clients and your clients finally can buy from a company that understands their needs and wants.

American Entrepreneurs Are Overworked

A new poll conducted by Staples of 300 small business owners in America with less than 20 employees found that they are working long hours, take little vacation time, and cannot distinguish between working hours and time off.

Some of the survey results are:

Always On Email

• 18% read work-related emails in the bathroom and 49% read them while driving

What 40 Hour Work Week?

• 62% work well beyond a 40 hour work week
  
• 21% work over 80 hours peer week

Top 3 Reasons Why Entrepreneurs Work So Hard

1. Business growth
2. Added responsibility
3. Trying to keep up

What Personal Time?

• 21% work while eating dinner at least 4-5 times per week
• 37% could not readily remember their last vacation
• Of those who did vacation, nearly half admitted to working during some portion of it
• 68% work on days off, checking e-mail, voicemail or making work-related calls
• 66% work after hours and at night
• 51% work on holidays
• 47% work during what is supposed to be family time

Remember when selling to small business owners that they are stressed out, overworked, and wearing many hats within the company. Understanding their circumstances will go a long way to helping you close the deal.