Every day, you're either one step closer to success—or one step closer to going out of business.
That sounds stark, but it’s true. And what’s the one thing that keeps us in business, doing what we love? Selling.
The Sales Hurdle Every Business Owner Faces
There’s a pattern I’ve noticed in the life cycle of a small business owner.
In the beginning, new entrepreneurs focus on serving people. They’re excited, passionate, and ready to help. But then, the dreaded moment arrives—they realize they have to sell. And that’s when the hesitation kicks in.
They resist. They push back. They say, "I don’t want to be a slimy salesperson."
Fast forward a few years, and something shifts. Talk to a business owner who's been at it for four or five years, and they don’t shy away from sales. In fact, they embrace it.
Why? Because they’ve figured out the truth: Sales isn’t about taking. Sales is about serving.
Selling Is Helping
If you think selling is about asking for something, you’re looking at it the wrong way.
Sales is about helping people move forward. It’s about solving a problem. It’s about creating a transformation.
Think about a car wash. The service is simple: removing dirt from a car. But the real transformation? The driver feels good. They take pride in their car again.
Or take a professional photographer. The best photographers in the world don’t just sell images—they sell emotions. Confidence. Legacy. A way to freeze time.
This truth hit me hard earlier this month at Imaging USA, a three-day conference in Dallas for the best of the best in the photography industry. The most successful photographers weren’t just the most creative—they were the best entrepreneurs. They understood that their photos solved a problem. They knew that to keep doing what they loved, they had to embrace selling.
The Mindset Shift You Need to Make
If you want to grow your business, you have to get comfortable with sales.
That means shifting your mindset from:
❌ I’m asking someone for money.
✅ I’m offering someone a solution.
❌ I have to convince them to buy.
✅ I have to show them the transformation they’ll get.
Every sale you make earns you the right to keep doing what you love.
So, where are you on this journey? Are you still hesitating, worried about being “salesy”? Or have you made the mindset shift that turns sales into service?
I’d love to hear your thoughts. Drop a comment or continue the conversation with me on LinkedIn. And if you want more insights like this, subscribe to The Small Business Summary at smallbusinesssummary.com.
See you in the next one!
