Words To Live By When Starting A Business

These are several mottos that I have found inspiration in when starting a business. Like any motto, they are simple to remember, and define a philosophy on entrepreneurship. When you need encouragement, these mottos will get you going.

“What do I have to do to get you to buy this car from me today?”

This was what a car salesman said to me when I was starting my first business. I had seen this small used car lot selling only Mercedes convertibles, and I stopped by to see what they cost. I had absolutely no money to buy one, but when I walked up he said “Here’s the keys, go for a test drive”. I drove the car around the block and when I came back he opened the door and said “so what do I have to do to get you to buy this car from me today?” That’s got to be one of the best sales closings in history. You can’t answer the question without laying out the methodology to close the sale. For example, if you say, “I’d need to get a loan from the bank and my wife’s permission” then the next step is to talk to the wife and find a bank that will make a loan. Or if you say, “I’d need it to fit my budget of $2,000 down and $200 per month”, then the salesman finds out what your budget is and how to try and make the financing work to close the sale. I started using this same question in my first business, and I found it made closing the sale – and helping prospects think through how to make a commitment – much easier.

“Sell, sell, sell and cut, cut, cut”

I’m not sure where I got this saying, but I think it came from an article on “Chainsaw” Al Dunlap, the turnaround king. Someone asked him the key steps to turning around a failing company, and he replied “sell, sell, sell and cut, cut, cut”. I think that’s the best line ever on what to focus on when you start a business. “Sell, sell, sell” means that everything depends on sales – without revenue there can be no business to operate. “Cut, cut, cut” means that you should always try and keep expenses at a minimum; both the costs to start up the business and the regular day-to-day operating costs. If you focus on just these two sectors of any start-up business, you can’t go wrong.

“Your best chance of success is putting on your bayonet and run screaming at the enemy”

This motto came from a General in the Civil War. His concept is that your best chance at winning in a battle is to be 100% committed to the attack. This same theory can be applied to starting a business. If you are 100% committed to starting the business and 100% focused, your odds of success are much greater. Additionally, you can’t let other people distract you from your mission. If someone says “you’re just wasting your time” you need to ignore them and continue on with your charge. Remember that most of the world’s great battles – and business start-ups – were won by one great leader’s uncompromising vision. And that leader is you.

Keep your eyes and ears open for your own mottos

These are three mantras that I found help motivate and focus me. But you may see or hear some that have the same effect on you. Take note of ones that seem exceptionally meaningful for you. Because there is no right or wrong motivator – you need to embrace the simple formulas that make you a more focused and effective person.