By Ann Rusnak

Judging by the information you find online, If you want to have a successful business, the only thing you need to do is marketing.

If this is true...why are so many struggling?

Don't get me wrong. Marketing is important but what if your budget doesn't have the big bucks to spend on advertising, subscribers list, pay-per-click search engines, web site optimization and so forth.

Now what do you do? If your like most smaller businesses, you struggle...sometimes for years...unless you build your business the smart way. That is to build support teams.

You should be developing 5 different support teams. Each team has specific role for your business.

Support Team 1 - Referral Team

My husband was in a car accident several years ago. This is stressful event in anyone's life but he came home from the auto body shop very impressed.

He was talking with the owner all the things he had to do as a result of the accident. The smart owner pulled out a notebook. He began to give my husband several recommendations of individuals and companies that could help him with those other "things."

It saved him hours of frustration and phone calls.

What the owner of "Second to None" did was build a team of referrals who could assist his clients needs which are outside his business speciality.

Your customers have a life outside of what your business services offer...build a team to meet those needs. It shows your customers you really care.

Your reputation is on the line when you make a recommendation. Develop the relationships first before putting them on your referral team.

Guess who always handles our car's body work?

Support Team 2 - Team of Influence

This is a very important team. It will grow your business to phenomenal levels if nurtured properly.

This is the team of people recommending you to their clients.

What would you rather do... Purchase from a recommended source by somebody you trust and respect or from an ad?

How do you build a Team of Influence?

First thing is take the focus off yourself? The Team of Influence is not you. It's them. It's you giving first.

Second - Start asking your potential team what can you do for them? How can you promote them? Get to know them. Ask them questions their business. Bob Burg, Endless Referrals, recommends asking "How can I know if someone I'm talking to would be a good prospect for you?"

Third - Take action. Start promoting them. Start giving referrals. Put them on your referral team.

Fourth - Don't keep score. If the ONLY reason your doing this is to have this person buy from you or send you business, you just broke step one and put the focus back on yourself.

Fifth - If you are giving unselfishly without expecting anything in return, it will come back to you. You won't have to worry sales.

Sixth - Treat that referral like a rare diamond. That person put his reputation on the line by sending you a client. Don't give them anything less than your best.

Seventh - Acknowledge the referral. Say thank you. Even if it doesn't produce a sale...that person was still thinking you.

This isn't easy. Especially, if you are struggling and, your phone is to be disconnected. I know I've been there. This requires faith and trust since you don't always see instant results.

It does take time to build your Team of Influence. But before you know it your business will become easier grow and you won't have to work as hard for sales.

The next issue we will talk about the other 3 teams to help build your business easier and faster.

(c) 2003 Ann Rusnak

The Author

Ann Rusnak, "15 Minute Queen" is the author of "Too Busy To Get Anything Done" the #1 Time Leveraging System for busy entrepreneur. To learn more her book and sign up for more Fr-ee tips like these, visit her site at: http://www.just15minutes.com/
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