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. 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