So you’re in a small business and you sometimes wonder how your Marketing and sales operations can compete with the big guys. You know, the one’s with the big corporate office, lots of staff and most importantly lots of sales staff “on the road�.

Yes, it’s a bit daunting when you look around your office with one computer one phone and in many cases just you and maybe your partner for support. Your fleet of cars is the one (maybe 2) parked in the driveway and with your mobile or cell phone it’s just you to look after sales.

Well, take heart when you run into a salesman from those big competitors you’re one unit and he’s one unit so at that point your even. In fact you are more than even because more often than not he has to refer any decision to someone higher up where you are able to make the decision on the spot.

Tip 1. Don’t be intimidated by the “big guys� because they don’t know how big your business is as they only see you. Take the positive approach that you not only run the business but you own it!

Tip 2. When you talk with your customers or prospective customers always use the term “we� as in “we can have that delivered by Friday� or “we have a really complete range of these products� or maybe “we can probably get that in for you by the end of the week, will that be ok� Always avoid the singular “I� as it narrows the thought in your customer’s mind.