Posted on Friday, February 04, 2005 9:03 AM
This trend has implications on both sides of this discussion. As a small business person it is easier and easier to run a successful business from your home. High-speed Internet access, cell phones, more and more sophisticated voicemail options. Everything you need to be up and running, and still be in your bunny slippers.
Antia Campbell's TrendTracker site as part of Small Business Trends has this article on the virutal business trend:
Anita starts the article with this quote:
"The future is likely to be the age of virtual businesses. The newly opened two-person office will be able to look big, established, and successful. Build a really good website, toss in some color printers, fast computers, and cell phones, and you're halfway there. After that, it's a question of leveraging your creativity and ability to partner with other entrepreneurs."
And follows with these important pieces of wisdom:
"Let's make one thing clear, virtual doesn't mean the business isn't for real. It just means all that heavy, expensive stuff won't be sitting there eating money when not in use."
"Who cares whether the home office of Acme Thingamajig has 300,000 square feet as long as Acme is able to deliver those thingamjigs. Performance is what counts, not the number of employees or the size of the company cafeteria."
The other side of this coin, is that if you are in the business of selling to a small business consider this:
"Virtual businesses will run lean. They won't have much time to be sold to, so expect relationship management to take on added importance. Savvy companies will make the investment to recognize the special needs of the virtual business."
As a sales person be ready to e-mail or mail your information to your prospect. In person demos might not be an option, but something more informal might be better.
So as a small business you can be safe in knowing that the trends are on your side for starting the home-based business. As a sales person, recognize that some of your prospects might not want a demo in their office or have (or want) a lot of time to chat.