If we keep moving and never give-up, we will always arrive at where we want to be.
For Tayla & Josh The entrepreneurs of tomorrow
Written by Mike Anderson – Design by Leanne Rhodes - Copyright © 2012 Mike Anderson
Small Business, Big Future There are many wonderful books related to
destroyed and children are always negatively
the topic of entrepreneurial success. This book
affected – all due to financial adversity as a
doesn’t replace them, it merely gives a quick
result of the decisions we have made.
and easy reference that can be started and completed in a hurry. Hopefully the key factors
We all have an obligation to help small business.
and tips will get you moving in a positive and
This sector is the mainstay of our society, the
accelerated direction, maybe even contribute
future of our economy and the engine of job
to changing your life – the way they did mine.
creation. So here is a challenge to all – whenever we go out to shop, let’s go big by supporting
The book is designed for aspiring entrepreneurs and
business
owners;
those
the ‘small’.
mercurial
individuals who fight at the coalface on their
One thing is certain. As entrepreneurs we all
tireless journey in the quest for success.
will, at some time on our journey, experience
Although it can be difficult to sustain a positive attitude while working through adverse situations, we will encounter our greatest strengths deep down by working through and learning to find purpose and meaning in these circumstances.
some form of adversity or – as I prefer to call it – obstacle. It is at this time that we need inner strength, that resilience factor, to conquer these challenges, come back and become the victor. Remember, whatever adversity we encounter, it is temporary and success is a given – of course, only if we decide that. Over the years, I have experienced my fair share of life-altering situations. Although it can be difficult to sustain a positive attitude while working through adverse situations, we
Society needs to understand that when a small
will encounter our greatest strengths deep
business closes down, in most cases a family
down by working through and learning to find
closes down too. Homes are lost, families are
purpose and meaning in these circumstances.
I have lived at the coalface my entire life, an
What we have to understand and accept is that
unconventional and full life filled with enormous
entrepreneurship can be a dangerous game and
success, happiness and adversity. I am fortunate
obstacles are a way of life. We have to accept all
that I have been able to experience life and set
that comes our way, take responsibility, learn
out to achieve whatever I desired. I have been
from it and bounce back.
an entrepreneur almost my whole working life and I live daily with the entrepreneurial spirit – unbounded energy, determination, resilience, passion and an attitude of never taking “no” for an answer. One thing is for certain: I have always loved what I have done.
Some of us set personal goals that are not really meaningful to ourselves. That is undoubtedly the first and biggest mistake people make in life.
In my earlier years I was obsessed with success. Success to me at the time was money. I was
That time was the lowest point in my life, but
driven towards more money and living a
also the turning point. I set off to the hills of the
life that was not really me. Some of us set
Cradle of Mankind, just north of Johannesburg.
personal goals that are not really meaningful
I needed to take stock of my life, remove myself
to ourselves. That is undoubtedly the first and
from the box. It took me some time to get there,
biggest mistake people make in life. I made that
as I had no vehicle. In fact my entire possessions
mistake. The outcome is that we eventually get
were a bag of oranges, a litre of water, the
to somewhere we don’t want to be and on the
clothes I was wearing and R12 in my pocket.
way we lose a great deal that was important to
Although it was the month of November, the
us, but don’t realise it at the time.
evening was chilly. I couldn’t sleep so I spent the night gazing back at the lights of Johannesburg
As entrepreneurs we make thousands of
city.
decisions, but it can take only one poor decision to pull the rug from underneath our feet. Some
It was an incredible experience. I was not
years back I made one of those decisions that
depressed or unhappy. I was grateful because
would result in the loss of everything we had.
I could have been worse off. It was the time
to ‘dig deep’ – get up close and personal with
I realised that I was well positioned to do
myself. I was proud of who I was and what I
something extraordinary with my life, and that’s
had achieved in my life. I zeroed in on all the
when the National Small Business Chamber
positives and analysed my mistakes for the
(NSBC) was born.
purpose of moving forward. I had gone from zero to hero and back to zero again, fairly normal in the world of entrepreneurship. I wasn’t prepared to stop there. It was time to come back and conquer the world in a way that
Each time I arrive at a T-junction, I know it is just one more step closer to the top of the ladder.
I had never done before! Each time I arrive at a T-junction, I know it is just
I have committed my own future to Small
one more step closer to the top of the ladder.
Business South Africa through what I do
Instead of curling up in a ball and waiting for time
today as Founder and CEO of the National
to pass, I think about today and the inevitable
Small Business Chamber (NSBC), a non-profit
success and happiness that lies ahead. This
organisation dedicated to the success of Small
eases the pain and frustration. As long as we
to Medium Size Businesses.
keep moving and never give up, we will always arrive at where we want to be. Overcoming
The organisation was founded in June 2007. I
the difficulties in my life was tough, however
was motivated by my burning desire to utilise
the hard times got my attention, released me
my experience in a meaningful way. I wanted to
from self-centeredness and prepared me for a
help other business owners and entrepreneurs
meaningful future.
not to experience what I had experienced – to reach rock bottom. The National Small Business
Most of my business ventures over the years
Chamber (NSBC) would allow me to achieve this
had revolved around conceiving and developing
goal.
projects, specifically exhibitions, publications and special events within the entrepreneurial
Within 42 months the National Small Business
arena. After selling out to an international
Chamber (NSBC) became one of the fastest
organisation and the tough times I encountered,
growing organisations of its kind in the world.
The high growth rate and success of the
partners and members love what we do. We
organisation is probably because it was founded
have a committed and talented team where all
on a simple vision – if my team could just help
are equal, simply with different functions. We
one small business in some small way, then we
are not afraid to innovate and challenge the
would be successful. To date we do that with
status quo, we think big and do big things, we
over 42 000 small businesses, growing at about
surround ourselves with the best, we never
2 500 new members per month.
accept “no� as an answer, and we will never give up on our quest to be the best organisation of
Because of what we do, I have had the fortunate opportunity to meet the mega-entrepreneurs, humble tycoons who stand out, those like myself who have gone from zero to hero, many back to zero again and then once again catapulting back to hero status.
its kind in the world. Because of what we do, I have had the fortunate opportunity to meet the mega-entrepreneurs, humble tycoons who stand out, those like myself who have gone from zero to hero, many back to zero again and then once again catapulting back to hero status. These interactions with like-minded individuals have enabled me to identify the most powerful success factors that
Our focus is providing business owners and
stand out above all.
entrepreneurs with an array of powerful benefits to give them that extra edge to stay in
I hope the following key messages will make
business and succeed beyond the norm. It has
a positive difference in your life, the way they
to be the most rewarding feeling on earth.
have for me.
Our successes are based on the message
Mike Anderson
within this book. We all love what we do, we all
Founder & CEO
believe in our abilities to reach the top of our
National Small Business Chamber (NSBC)
game in our respective fields, and our industry
What It Takes To Conquer The World It’s not easy out there. However, if you have
There are hundreds of success factors, but I
decided to become a business owner or
have focused on the most prominent ones that
entrepreneur, don’t allow your journey to the
have been dominant in my own journey, as well
top to come to a sudden halt as a result of
as that of the most successful people who I
taking the wrong route.
have met and interviewed.
Share your vision with your family, and make sure you are all on the same team – 100%.
If you have not decided to ‘be your own boss’ yet, you first need to ensure that you have what it takes. Also, share your vision with your family, and make sure you are all on the same team – 100%.
“Believe in yourself, and the rest will fall into place. Have faith in your own abilities, work hard, and there is nothing you cannot accomplish.” – Brad Henry
01 Believe In Yourself There is something magical about people who
beforehand that you can do what you want to
have the guts to risk all and go it alone. Starting
do and that you will succeed. It is an internal
and building a business is certainly rewarding
force which turns on the ‘engine’ that allows
but it is not an easy option, even compared with
you to manifest your abilities externally.
the most demanding of careers. Entrepreneurs are self-motivated; they don’t need anyone or anything other than their goals to motivate them.
Everything begins with courage and self-belief. Without those things, it becomes difficult to succeed.
Everything begins with courage and self-belief. Without those things, it becomes difficult to
If you want to start your business and reach the
succeed. To venture out on your own, you must
top of the game, believe in yourself… rise to the
have confidence in your ability to triumph. Self-
occasion with confidence and take your rightful
belief is an act of faith. Never allow anyone
place.
or anything to dispel that belief. It is knowing
“Success is not final, failure is not fatal: it is the courage to continue that counts.” – Winston Churchill
02 Don’t Be Afraid To Fail Embrace failure positively. Don’t lose opportu-
It’s more than ‘ok’ to fail. I really mean that.
nities due to the fear of failure. A temporary
After every obstacle, you move one more step
failure is a big step towards success. One small
up that success ladder. Few have what it takes
failure or obstacle (as I like to call them) will
to embrace failure, but those who do will find
give you many different positive lessons. It
opportunity and reward en route.
will increase your level of self-confidence and make you more determined and resilient, and
Those that snub failure have lived the life of
you will be more ready for the next risk. In fact
mediocrity. Our time on planet earth goes by
you will look forward to it.
in a flash. Let’s exit with substance. I would
Few have what it takes to embrace failure, but those who do will find opportunity and reward en route.
rather fail a thousand times than never have tried. It’s a vital ingredient of success. Would a life of mediocrity satisfy you, or would you opt to leave a legacy when you depart planet earth?
“Find something you love to do and you’ll never have to work a day in your life.” Harvey Find something you– love toMackay do and you’ll never
have to work a day in your life – Harvey Mackay
03 Do What You Love And Love What You Do I doubt that there is one successful person
Just after the turn of the millennium, I lost
who would eliminate the phrases “Love What
everything that I had. In a nutshell, I was in the
You Do” or “Do What You Love” from their list
gutter and I was 100% responsible for that.
of the top key success factors. This will give
One thing I didn’t lose was the love for what I
you that extra edge! It enables you to persist
did. I knew that it was purely a matter of time
during those trying times and it gives you an
until I came back.
energised and enthusiastic drive from day to day.
If you don’t love what you do, stop and change direction. Most importantly – change it now!
Have the courage to follow your heart and intuition. The only way to do great work is to love what you do. If you haven’t found it yet, keep searching deep, long and hard. Don’t ever accept less than you deserve.
Have the courage to follow your heart and intuition. The only way to do great work is to love what you do.
“Make your product easier to buy than your competition, or you will find your customers buying from them, not you.” – Mark Cuban
04 Make Sure Your Customers Love What You Do Loving what you do is first prize, but creating
At the National Small Business Chamber
a business around a product or service where
(NSBC), we always ask our members and
potential customers don’t become actual
partners about our value proposition and
customers normally results in business failure.
we survey our members and partners on their experiences with us. In this way we are
You may think you know what customers
confident that every day we are providing what
want, but what if you’re wrong? One of the big
the market wants us to provide.
reasons why so many start-ups fail is because they are trying to create a demand where there isn’t one.
You may think you know what customers want, but what if you’re wrong?
Before you venture out there and commit to irreversible overheads and place your family
You now have the right product, service or
at risk, your product or service needs to be
idea in place, but what’s equally important is
accepted or your ideas need to be tested.
for your customers to love the way you behave
It’s the small things that will make the biggest difference: be fast, on time, say “thank you” and meet with them face to face frequently.
– your customer service. It’s the small things that will make the biggest difference: be fast, on time, say “thank you” and meet with them face to face frequently. An e-mail doesn’t have a smile, but is a great backup to that in-person relationship.
“If you have integrity, nothing else matters. If you don’t have integrity, nothing else matters.” – Alan K. Simpson
05 Get Happy And Be A Nice Guy The recipe for success: get happy and you will
to the ‘Nice Guy Factor’. So if you really are a
get ahead in life. Happiness, rather than slog-
nice guy, you possess all the key ingredients of
ging at the coalface, is the key to success. Bub-
the cake to get you moving towards success.
bly and spirited people are more likely to challenge the status quo, do different things and
As I say in many of my seminars, you know if
put themselves to the test. Inducing a happy
you are not a nice person. Becoming a nice
effect leads people to be high-spirited, pro-
person will happen automatically once you
ductive and money machines. Happy people
have adopted the happiness factor – smile, be
are more likeable, and as many know, the big-
grateful, help others, be positive, forgive eas-
gest reason why people will do business with
ily, take responsibility for everything and have
you is because they like you – nothing else.
more fun in your life.
Happiness is a choice. Start by doing many small things that make you happier and cata-
Of all the successful people that I have met, I
pult yourself to the top of your game!
have to say, every one of them has been a really nice person. Start by doing this one task:
Jim Rohn once said, “The greatest reward in
every morning when you wake up, go to the
becoming a millionaire is not the amount of
mirror and smile at yourself. Your day will be-
money that you earn. It is the kind of person
come 50% more successful if you do this. Just
that you have to become to become a million-
some advice, try not to let anyone see you do
aire in the first place.”
this. They will think you are an absolute idiot.
Now, we could have separate chapters on ‘Be
Bubbly and spirited people are more likely to challenge the status quo, do different things and put themselves to the test.
Positive’, ‘Be Grateful’, ‘The Happiness Factor’, ‘Take Responsibility’ etc. However, if you think about it, these important topics all contribute
“It’s easy to get good players. Getting them to play together, that’s the hard part.” – Casey Stengel
06 Build A Team Your team is at the core of your business and
Building your business goes hand in hand with
your success is based on them. Especially in
building your team. You need to provide an
smaller businesses where there are fewer
environment for your team to prosper and give
employees, the team members must share
your staff the responsibility to make decisions
similar values and culture. It is also vital to
and make mistakes.
recruit your weaknesses. Remember, you are only as good as the people around you within your business. Before hiring new staff members you need to make certain of three things. Firstly, be sure
It is also vital to recruit your weaknesses. Remember, you are only as good as the people around you within your business.
that you really need extra help – sometimes you can re-shuffle duties and responsibilities
Create an atmosphere of mutual respect and
amongst existing staff members. Secondly,
keep your team informed of the company’s
ensure that there is sufficient space for them
state of affairs. If they know what’s going on
in the business, and that you have the financial
with the finances, sales, expenses, your vision
resources to equip them with the appropriate
etc. then they will have that sense of belonging
technology, equipment and furniture. Thirdly,
and in turn will contribute to your successes.
make sure there is adequate time to train the new recruit and test to see if they fit in with
Recognise the efforts of your team, not just
the culture of your team – allow yourself and
with salary increases, but also through written
your team to meet the potential employee
communication. Demonstrate appreciation,
in a social environment, maybe a lunch or
increase responsibilities, and maybe now and
dinner, where sometimes a bit of wine brings
again that weekend away does wonders. If
out some pleasant or unpleasant traits and
you have a happy and recognised team, staff
characteristics. All the checks and balances
retention and productivity will be high.
are crucial, as letting them go is an unpleasant ordeal – embarrassing, time consuming and financially draining.
“If you think big, then it’s going to be big.” – Emeril Lagasse
07 Think BIG And Set Big Goals If you and your team don’t know where you’re
give you direction, encourage you to continue
going then it will be impossible to reach your
your journey, and increase your sense of
end goal. How can you possibly achieve your
achievement, self-confidence and happiness!
objectives in the shortest amount of time, with
Carry your goals in your purse or wallet. Glance
the least resources, if you’re not clear about
at them daily. Tick them off when realised and
what you want to accomplish? If you want
then add new ones! Goal setting is one of the
smart people to follow you, they need to know
most important areas you need to focus on to
where you’re going. Ensure you have a vision.
get ahead.
You need big goals. If a goal doesn’t excite
Reward yourself when you achieve a goal. Be
you and make you a little nervous, you need to
clear in your head what you really want. Keep
think bigger. Moreover, your team isn’t going
your destination exciting, to help your dream
to be inspired or motivated by average goals.
become real.
Visualise your goals every day. If you aim high you will probably get there – think about that! Initially, set short-term goals that are easier to
If a goal doesn’t excite you and make you a little nervous, you need to think bigger.
realise, but are also meaningful to you and are in accordance with your own values.
Remember your goals must be SMART – specific, measurable, achievable, relevant and
As time goes on, set longer-term goals that are more challenging. Reaching your goals will
timed.
Map Your Journey If you don’t know where you are going, how can you expect todon’t getknow there? - Basil S. going, Walsh “If you where you are how can you expect to get there?” – Basil S. Walsh
08 Map Your Journey To ensure that you attain your vision, you need
A goal is worthless without a journey plan. You
copious amounts of planning – working out
need to set yourself a clear course.
how you will reach your targets, meet new challenges and improve your business. Having
Develop a focused plan with meaningful objec-
the courage to act upon your vision, you now
tives. A plan has no use if you cannot execute
need to build your strategies. You will need a
it! Getting to the top takes consistent and suc-
business and a marketing strategy. These are
cessful innovation. You have to be willing to
the formulas that you will use to drive forward
risk failure and put yourself out there if you
and manage your business.
going to achieve anything of significance.
Every journey needs a destination. The same principle applies to life. Having direction is key to getting ahead.
Every journey needs a destination. The same principle applies to life. Having direction is key to getting ahead. Without clear direction, you will float through life without arriving at where you want to be.
Become a Rainmaker If you are not working on your ideas each day, you’re working on someone else’s - Marjorie Blanchard “If you are not working on your ideas each day, you’re working on someone else’s.” – Marjorie Blanchard
09 Become A Rainmaker Make it rain and become a star. It all comes
deals. How do they make the rain fall? They
down to sales – if you have an abundance of
don’t wait for luck or a brighter economy; they
sales, cash will flow and if cash flows you can
operate and make things happen. Rainmakers
fix anything – marketing, your team, your tech-
don’t have excuses. They either make the sale
nology etc.
or they don’t. In today’s business culture, one
To be a star, you must make it rain. The rainmaker is the sales person everyone else wants to be.
of the most competitive fields is sales. There are more products and services available than ever before. To be a star, you must make it rain. The rainmaker is the sales person everyone else wants to be.
A rainmaker seeks out, secures and retains big
You, as the business owner, must be the rain-
clients, brings in big money, and concludes big
maker in your business.
Get Out Of Your Comfort Zone “Be who you are and say what you feel because those who mind don’t matter and those who matter don’t mind.” – Dr. Seus “If you are not willing to risk the usual you will have to settle for the ordinary.” - Jim Rohn
10 Get Out Of Your Comfort Zone Get out of your comfort zone and innovate. Do
Stand up and state what you believe to be the
things differently, walk on the wrong side of
right way without fearing the consequences.
the road, swim upstream, challenge the status quo and always keep looking for the next big thing. Winners always look at the bigger picture while losers cannot go beyond the way things are at the time.
If you always do what you have always done, you will only ever have what you’ve got.
If you always do what you have always done,
Step outside your comfort zone and experi-
you will only ever have what you’ve got. Inno-
ment. Most ideas never get off the ground be-
vation is about new ideas, a new process and a
cause people are afraid to take a risk and fail.
new way of doing the old way differently. The
You have to experiment and put your idea to
main reason why we don’t challenge the status
the test. The consequence could be, most like-
quo is probably because the unknown is more
ly, success. Innovation relies on trial and error.
risky and therefore our fear of failure kicks
If it doesn’t work, bank it as experience. This
in. This is the seesaw of success or failure, or
will allow you to move forward and try again.
worse – living an existence of mediocrity.
“Never allow a person to tell you no who doesn’t have the power to say yes.” – Eleanor Roosevelt
11 Never Take “NO” For An Answer Eventually everyone will do business with you
It’s fine when your potential client, supplier or
and you will always get what you want in life, if
whoever says “No”. Just bank it, move on and
you remove the word “no” from your mind. This
return. Keep doing this over and over again and
doesn’t only apply to sales people, it applies to
you will move closer to that “Yes”. It is recog-
all of us. Take a look at your kids – that’s the
nised that eventually just about everyone will
way they are. Have you ever witnessed a kid ac-
do business with you if you keep coming back.
cepting “no” for an answer? Successful people aspire to tenacity and pas-
People want to do business with people who are committed and believe in what they do.
sion; they want to be associated with the few who don’t give up. People want to do business with people who are committed and believe in what they do.
“Be the type of person you want to meet.” – Unknown
12 Mix With The Right People Surround yourself with individuals who will
start my business” or “I am not good enough”.
make a positive difference in your life. Don’t
Instead, surround yourself with people who
expose yourself to negative and unsuccessful
make you come alive in their presence and gen-
people.
erate creativity and progress in you.
Sometimes, the courage to venture out on your own means getting rid of ‘toxic elements’ in your life. It means saying goodbye to negative people and removing yourself from situations
Sometimes, the courage to venture out on your own means getting rid of ‘toxic elements’ in your life.
that poison your spirit, pull you down, instil fear in you, undermine your efforts, make you
Get rid of those around you who drain you and
second guess your abilities and cause you to
suck all the positivity out of you. If you want to
abandon your important life dreams and goals.
succeed you have to spend your time with the
‘Toxic’ people drain your energy and force you
positive, the big thinkers, the achievers and
back to the land of “I can’t do it”, “I am afraid to
the happy.
“Rise and rise again until lambs become lions.” – Robin Hood
13 Keep Moving And Never Surrender Succeeding as an entrepreneur or reaching the
their failures as part of their learning curve.
top of your game in whatever you do is not easy. The ability, courage and desire to keep
When you hit the wall, just stop what’s not
going positively during trying times is what
working, change direction and keep moving.
counts. This is what separates success from failure.
As long as you get up and keep moving, you will succeed – there is no way around it. The
Along the way you will come across many
most successful people do three simple things:
hurdles and setbacks. You will need to dig
1) They always learn new things
deep, make your changes and keep going.
2) They always try new things
Determination and the belief in your vision and
3) They never give up!
plans will keep you on the road to success. If you launch towards your goal and resolve in Do you have the resilience factor – that
advance to NEVER SURRENDER, your success
ability to bounce back positively after losing
is virtually guaranteed.
everything? Remember, it is only failure when you decide to throw in the towel. Successful entrepreneurs are not people who never fail but people who have the capacity to bounce back after failure. Most will talk about
Remember, it is only failure when you decide to throw in the towel.
14 Now, Get Out There And Succeed! The people who have become successful in
about yourself and others, never stop learning,
changing the world have successfully changed
smile even when no-one is looking, demand ex-
themselves first. They have transformed them-
cellence from yourself, put people before pro-
selves from being arrogant to humble, from
jects, take responsibility for everything that
being lazy to hardworking, from being nega-
happens, have integrity – always do what you
tive to positive, from giving up easily to never
say you will do.
giving up, from being unhappy to happy, from being pessimistic to optimistic, from being un-
It’s all about passion, self-confidence, resil-
likeable to likeable and from other poor quali-
ience and that dogged quest for success. Noth-
ties to strong qualities. As part of the process,
ing can stand in your way and no one can stop
they constantly think and behave like a winner.
you. You can become that unstoppable runaway success train.
Think big and dare to dream, give without expecting anything back, be persistent even when it all looks too hard, speak positively
NEVER GIVE UP … NEVER SURRENDER
If you live at the coalface, you are bound to get dirty – Mike Anderson
Happiness is my priority. I smile all the time, make others happy and always find ways to be happier.
I accept who I am and where I am in life.
I am grateful for what I have. I could be worse off.
I am true to myself, positive and always help others.
I live for the moment. Yesterday is history, tomorrow is a mystery. Now is the time to make things happen.
I take care of myself and live a healthy life.
I focus on my strengths, positives and what I do well, and not on the things I can’t change.
I have direction in life - that is my key to success. My goals are SMART (specific, measurable, achievable, relevant & timed)
I commit time to my friends and family.
I will NEVER SURRENDER - I have passion, determination and I will never give up.