Interested in starting your own entrepreneurial journey in business development but unsure what to expect? Then read up on our interview with April Salsbury, CEO of Salsbury & Co., located in Vancouver, WA, USA

What's your business, and who are your customers?

Typically, small to medium-sized business owners come to us because they are growing beyond their own knowledge and experience, are constantly putting out fires and are tired, or want an outsourced team to take care of operational aspects of the business to get things off the owner's plate, and not worry about hiring and retraining again and again (especially in times like now when recruiting and retention are so difficult).

We pride ourselves on offering multiple service areas to support any business as it grows. Our service areas are Business Management Consulting (think COO level assistance), Human Resource Management, Bookkeeping & Payroll, and we offer Medical Billing to our health care clients. All of our services have full implementation, meaning we are hands-on and involved daily in the business as if we were an onsite department within the company.

We work across all industries: manufacturing, automotive, construction, technology, retail, integrative health care, and more. Still, the best thing is that business owners can obtain all of this assistance at a rate less than the cost of a typical manager's salary.

Tell us about yourself

I had been a CEO of an organization for a number of years and grew it from about 15 employees to 100 employees, two locations to seven locations, including an international distribution center. My work in the legislature to provide insight into the industry and collaborate in developing accreditation standards and regulations to offer oversight into the industry introduced me to many business owners and leaders across the country.

Speaking to small business owners opened the box for me. I used to answer the same small business owner questions again and again during speaking engagements, and I thought, why are there so many people who just don't know what they don't know. A fierce determination to help these small business owners have successful businesses at a growth rate that is comfortable for their work-life balance is what ultimately led me to start my company.

When I first started my business, I kept going by knowing I had something to give and was able to change the life of a business owner. Today, I reap the same reward of seeing so many businesses thrive from our work. This was especially the case during Covid. So many businesses were struggling, but we were able to help them shift quickly, and all did very well, some even hit revenue records. I add my team to my motivation. I have an incredible team, and I am motivated to do everything I can to support them and help them grow.

What's your biggest accomplishment as a business owner?

I admit I am one of those that do not take time to celebrate my own successes. So, to me, an accomplishment is reaching a goal and moving on to the next one. I am sure many can relate.

When I think about what makes me feel "accomplished" at the end of the day is that I have the ability to walk away from my organization (not that I am planning on it) and know everything will be well taken care of. This is because I have a stellar team that takes ownership and pride in what they do, in addition to having transparent knowledge of the organization's inner workings.

What's one of the hardest things that come with being a business owner?

With societal feedback heightened due to media and social media, my greatest fear is that people have forgotten we are human. Humans aren't perfect, humans make mistakes, but humans can also learn and grow and adapt. We don't give those around us enough credit or positivity. So the hardest thing that comes with being a business owner, for me, is the fear of making a mistake that disappoints, and instead of learning and growing and working through it, it is something that forever lives on and becomes the definition of the organization.

What are the top tips you'd give to anyone looking to start, run and grow a business today?

  1. Have a plan. It doesn't need to be a business plan, but research needs to be done, and at minimum, an outline should be prepared. If you have the energy, do a little bit of competitive market research and a 36-month financial projection. We find that most business owners that take this one step often surpass their financial goals, which is great, but in the beginning, it gave them something to work towards and kept them accountable.
  2. Draft your entire customer-facing process. Starting with the phone call or the customer entering the building. Write down how you will greet them, how you will communicate with them about their needs, how you will describe what it is that you do, and the steps that follow - all the way through the purchase/contract to the customer follow-up after the initial interaction. So many new business owners I meet get everything set up, but when the phone rings or a customer walks in the door, they don't know what to do. Not knowing the process makes the customer lose confidence, and you are less likely to get the deal.
  3. Read a ton of books! No kidding. I am always reading a business book and a personal book. Sure, a lot of business books say the same exact thing, but sometimes it is the way they say it or how they relate it that helps you see it differently and put it into action. I re-read a few books every year because each year I am at a different stage and draw different information from them.
  4. When starting your business, set your work hours and actually work them all the way through. If your work hours are 9-5 Monday through Friday, you actually have to work these hours and not make excuses to do something non-business related. Time not spent working with customers and in your business should be spent entirely on marketing your business.

Where can people find you and your business?

Website: https://salsburyandco.com/
Facebook: https://www.facebook.com/salsburyandco
LinkedIn: https://www.linkedin.com/company/salsbury-&-co-llc/

If you like what you've read here and have your own story as a solo or small business entrepreneur that you'd like to share, then please answer these interview questions. We'd love to feature your journey on these pages.

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