Sunday, June 28, 2009

To Change Your Business Simply Change The Way You Pay Yourself

One of the biggest mistakes small business owners make is they think that since now they have their own business, all they have to do is "the work that they love". And because they are usually very good it (not by their own admission, but by all of the people that know of their work), they think their business will grow and thrive like no other.

Oooh, I'm sorry to say, NOTHING could be further from the truth. Running a business is much more than that.

And there are two types of business owners . . .

Those that know this to be true.

And those that will soon find out.

You see, when you own a business, you no longer get paid to do what you love to do . . . Instead you actually get paid for selling your business and your products to your potential customers.

As an Entrepreneur, getting to do the work you love to do
is actually the reward for generating sales.

Not the other way around!

Sounds crazy, I know. But understanding this point could be the difference between success and failure of your business.

You see, we're all human and we will naturally do more of what we get rewarded for (or what we think we are getting rewarded for). So if you think you are being rewarded for delivering your product and not for the sale, then you will always want to do more of the fun work (what you love to do) and less of the difficult labor of sales and marketing (what you dislike the most and usually know the least about as a small business owner).

As an Entrepreneur, your NUMBER ONE job just is actually getting customers to choose you . . . not producing the product. You can only if and only if new customers choose you. And the problem is thinking about your business any other way is actually detrimental to the long term success of your business.

How do you change this mindset?

Believe it or not . . . it's simple. Start paying yourself to produce customers instead of producing product. Don't compensate based on production, compensate based on marketing and sales.

Build systems and a culture into your business that is based upon this model - it will carry over to your employees and serve you well for years to come - as you grow your business bigger and bigger.

Does it change what you get paid? Probably not. But making small changes in attitude and language can make all the difference - knowing (in your heart) that you earned the money from the sale, will drive you to make more sales. And hence grow your business.

Bottom line is that if you want to grow your business, you have to stop thinking like an employees and start thinking like an Entrepreneur. And Entrepreneurs making money selling, not producing. So rather than paying yourself to produce the product you have always produced, start paying yourself for generating new business.

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