I believe it has to do with control. Many small business owners have a difficult time letting others represent them. True, no one “gets job done like you.” However; you can only bill so many hours in a day or sell so many products in a week, and if increasing revenue is a priority for you, then you’ll need to extend availability of your services or products through others. Don’t misunderstand me. There’s nothing wrong with being a one-person-show. In fact, many entrepreneurs prefer this lifestyle. However, many others want to earn big business revenue, which usually comes with some sacrifice of control.

Earn Big Business Revenue By Expanding Your Distribution. Almost any product or service we sell can be sold through a third-party, someone other than ourselves. In exchange, you give third-party a percentage of your earnings from business they bring you, or, sell them a product at a reduced rate and they make a profit through product margins. When you approach a company to sell your product or service, there needs be a win-win relationship. Prepare to discuss following: Where is revenue stream? What is compatibility of your third-party’s product line versus yours? How will you help third-party sell your product? In short, what’s “in it” for third-party?

Suppose you’re a graphic artist and you personally make pitch to close every sale. Instead, expand your distribution by asking printers, specialty advertising companies and consultants to sell your services. Meet in advance to discuss most common design jobs, number of hours involved and what rates will be. Your third-party now pitches her newly available graphic design services (which are actually yours), you complete work, while third-party collects money and cuts you a check for 65% of profits.

Let’s say you are in planning stages of starting a collection agency. (Your clients could be lawyers, building contractors, clothing manufacturers, etc.) How do you find out what your potential clients want and position your firm for future sales?

Even if you don’t have a fully defined service you can still demonstrate your expertise through quality of questions you ask. No one knows all answers and bluffing is a poor way to build a business. Use questions to prompt prospects’ thinking. Then use your expertise to synthesize common problems and solutions and prospects will be impressed. While your products and services are vehicles that will earn you money, your expertise is what will help you become a trusted advisor and service provider.

If you don’t know what your prospects want, ask them. Put together a list of ten to twenty-five questions. Avoid using “either or” types of questions and create a list of open-ended questions which encourage prospects to discuss their collection concerns. Ask questions to clarify common collection problems, their importance and what prospects want to do about them.