Have you ever wondered why some people in business just seem to do better than others. I have.
The very nature of my business, shopping center developer, brings me into contact with a large number of entrepreneurs, people who are thinking about starting, committed to starting or expanding new businesses.
This has given me the opportunity to see and gain some understanding of what works and what doesn’t.
Here is what I have found. A critical element in business success comes from believing you will be successful. It sounds way to simple, but its true.
Our thoughts, confidence and commitment levels come out in all different kind of ways. It is especially evident in how business proposals are written and presented.
Here are two quick examples.
A few months ago I received a proposal from a prospective tenant wanting to lease space in a shopping center we own. The rent and terms this person proposed were not acceptable.
However, I looked at the package of information this person presented. The package presented a clear picture of the person and the business he was proposing to open. Included was a biography detailing his work experience with a discussion on why he would be successful.
The package contained a financial statement, a pro forma income and expense projection, discussion of the obstacles he needed to work through and he wanted to accomplish.
His proposal projected confidence. That confidence inspired us to believe he would succeed.
It lead us to take a risk we would not normally take.
The lease was negotiated and he received most of what he had asked for. He opened his doors several months ago with a bang and is doing well over his base projections.
The second example is from a proposal I received this morning and which promoted this post.
The proposal was two pages long and specified the rent, terms, conditions under which the prospective tenant would be willing to lease the space.The proposal asked the landlord to pay for the majority of the start up costs and gave the tenant a lot of exit strategies if the business did not succeed.
There were no support documents, no bio on the tenant and no business plan. Nothing to give the reader any reason for wanting to work with this prospective tenant.
I go the feeling that this person knew very little about what he wanted to do, had no confidence in the business or himself.
I looked at the proposal and said “no way do I want to work with this person”. His proposal projected the insecurity he felt.
He was not serious about starting a business.
In both examples the original offers were relatively the same, but one projected confidence and one projected a lack of confidence.
We transmit to others what is going in our minds.
I would love to have your comments or better yet send in examples of your own.