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Collaboration Is The New Black

As a small business owner, collaboration is a great business strategy. Get support and referrals, add to your bench, and enjoy your business more.

1 of 20
Selling ‘We’ is Easier
      Than Selling ‘Me’:
Collaboration is the New Black

              Catherine Morgan
     Transition and Entrepreneur Coach
      Point A to Point B Transitions Inc.

                                            June 18, 2012
Fact

• Selling / sales is the thing that trips up most
  entrepreneurs and small business owners
  – Especially people who are newer in
    their business
Life as an entrepreneur
Partnering to fill gaps

• Partner with someone who provides
  complementary services
  – Someone who fills a gap for your prospects
    and clients
Similar is not the same

• You may even want to connect with people
  who provide very similar services to yours
It’s a big pie

• I urge you to get out of the scarcity mindset
  – There are plenty of clients to go around

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Collaboration Is The New Black

  • 1. Selling ‘We’ is Easier Than Selling ‘Me’: Collaboration is the New Black Catherine Morgan Transition and Entrepreneur Coach Point A to Point B Transitions Inc. June 18, 2012
  • 2. Fact • Selling / sales is the thing that trips up most entrepreneurs and small business owners – Especially people who are newer in their business
  • 3. Life as an entrepreneur
  • 4. Partnering to fill gaps • Partner with someone who provides complementary services – Someone who fills a gap for your prospects and clients
  • 5. Similar is not the same • You may even want to connect with people who provide very similar services to yours
  • 6. It’s a big pie • I urge you to get out of the scarcity mindset – There are plenty of clients to go around
  • 7. It’s all about chemistry • The No. 1 rule of business is that people will do business with people they know, like, and trust – It’s all about chemistry and connection, especially if you are a service provider
  • 8. And there are huge benefits • Share knowledge, resources, and best practices – Even leads!
  • 9. Referring out is a win-win • Refer a prospect to someone who can help them – Prospect will remember you as a valuable resource and may even refer others to you – Other professional will remember you referred someone and will want to reciprocate
  • 10. Add to your bench • You may find partners who can help you with overflow – When a bigger project comes in, you will know who to call
  • 11. Get experience • New in your business? Get experience by partnering with someone more established – Learn about a topic or technology – Get exposure – Get testimonials
  • 12. Get enthusiastic • When you’re frustrated or bored is a GREAT time to plan something with someone else – It is easy to gush enthusiastically over the other person
  • 13. Start small • Try starting with a one-time event – Teleclass – Webinar – Interview
  • 14. Are you compatible? • Try to have a relationship over some time – You don’t run off and get married after a great first date, do you?
  • 15. Partner with the right person • Make sure: – They are as committed to the project as you are – Their business practices and values match yours
  • 16. Check out their work • Sign up for their event and attend – Do you like their style? – Are they professional?
  • 17. Getting the word out • We don’t like to blow our own horn but… – As a small business owner, if you don’t blow your own horn, who will?
  • 18. Why “we” is easier • Selling “we” is easier than selling “me” • It doesn’t set off those alarms around: – Not bragging – Not being self-centered – Not drawing attention to yourself
  • 19. Make it a point to collaborate • Why? Because it’s fun! • You will: – Learn a ton – Make friends and get support – Stay excited about your business – Grow your business • And it’s the new black
  • 20. Questions? Catherine Morgan Transition and Entrepreneur Coach Point A to Point B Transitions Inc. 877.672.5333 Catherine@PointAtoPointBTransitions.com Twitter @PointA_PointB