The question I get most frequently is “how did you build your business?” Here’s a big lesson from the world of music.
I love blues – maybe because both my parents were born in Memphis. I grew up listening to all sorts of music, and spent years (2nd grade through college) learning piano and various other instruments. Music taught me how to be successful at almost anything. I owe much of what I’ve accomplished in life to being a musician.
B.B. King, a blues musician born in Mississippi way back in 1925, is regarded world-wide as the King of Blues. Not only is he the epitome of a blues singer, he is one of the greatest guitarists of all times. Any rock guitarist playing today integrates some of King’s techniques into what he does.
King is now 88 years old and still performing to adoring crowds. Want to know how to build your business? Study King. He is amazing to me. Both my own grandmother and my mother saw B.B. King many times live on Beale Street in Memphis way back when – my mother is only a few years younger than King, in fact. So, after listening to his recordings all my life, I was more than thrilled to show up at Sarasota’s Van Wezel Center and see King for myself a few nights ago.
Any small business owner, from musician to techie expert, would be grateful to have a business last as long as B.B. King’s has lasted. King started belting out the blues and playing guitar when he was 12 years old. That’s 76 years of singing the blues and playing Lucille (King’s guitars – all of them – he calls Lucille). So how has King managed to have such a long-lived career? He has done 3 things – and you and I can do the exact same things.
1. Practice your craft without ceasing. All good musicians know this is true – if you want the payoff you have to perform in front of your audience to get better as a performer. I see small business owners who practice getting out in front of their prospects almost every day, and I immediately know they have a much better chance at making money in their business long term. I see other small business owners who get discouraged and quit the first time they get booed (a no). They don’t last. Whatever it is that you offer others, keep honing your expertise by doing what you do. The mistake I see some business owners making is thinking they have to go back to school to learn more, get more credentials, ask more questions. That’s not what I mean. I mean practice your craft. Do what you do with your clients or customers, over and over again. Give your best performance each and every time.
2. Build a team and recognize them frequently. You have to have team members who are just as good at what they do as you are at what you do. Don’t compromise on this. King starts his performances now by letting his band (some of whom are almost as old as he is) come out and play first. When he comes out to join them he introduces them one by one, and it’s clear that he loves and respects each of them. If you end up with a non-performing team member it’s your responsibility to your business and to the other members of your team to let her go. King can’t have a drummer or a keyboard player who is late, has an attitude, or isn’t responsive. He and his team are so well honed that he can make a key change in the middle of a song and his team of musicians picks it up instantly. He nods his head and they know he’s going to end. He waves his hand and they know he’s going to go back to the bridge and play through again. Crack team – you need one, just like King has.
3. Thank your customers and be gracious to them. Listen, King is 88 years old and an hour of playing has to be more wearing on him than when he was 40. But after each and every performance he is as gracious as he can be. Fans mob the stage, handing him guitars, programs, pictures, and t-shirts to autograph. (The picture up there is the stage the night I saw him.) He smiles from his chair, signs his name, reaches out to shake hands that are eagerly extended his way. Before the end of his performance he thanks the crowd for “continuing to show up” and asks to be invited back again. (TIP! After 76 years he still asks for the sell!) I’ve seen more than one small business owner make it big only to take on diva qualities, making themselves inaccessible and resenting the time they must spend with those who support them. Bad mistake. King has built such a multi-generational fan base that even though his performances are not what they used to be, he sells out almost every time. His fans are gracious to him and forgiving that he can’t quite sing and play like he used to. Would your customers do that for you?
Can you see that consistency is necessary to build your business? That’s the number one thing. Do you need help with getting focused on your business and what type of team you need? We can spend an hour together and flesh that out. You just might be on your way to being the King (or Queen) of your craft, too.
Want to Tweet about this blog post? Here’s a quickie Tweet for you. Build your business like B.B. King – read how at https://confidentmarketer.com/2014/01/05/3-ways-to-build-your-business/.
Want more tips to build your business? Here’s a tip about consistent messaging. And here’s two keys to building your business to be big.
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Mira Dessy, Nutrition Educator and Real Food Advocate says
What a GREAT post!!! I love “practice your craft without ceasing.” I am so passionate about what I do and am *always* learning more and do so with joy. I think that’s such a key point. Combined with “Thank your customers and be gracious to them.” I wouldn’t have a business if I didn’t have clients, I’m grateful for all of them and try to make a point to tell them that on a regular basis.
Mitch Tublin says
The basics, the standards for running a successful business are built to last.
You describe them well here.
Jessica says
So many things I loved about this post…
1. the generational tie between your grandma, mother, and yourself all seeing him live at different points in your life
2. the teaching tools you took from his career and how they apply to our businesses
3. your description of him as a person… I’ve never seen him, but now I like him even more.
Thanks for sharing this personal yet business filled article.
Trudy Scott Food Mood Expert and Nutritionist says
Wonderful and spot on! love his history and continued success and love the sold advice – my favorite has to be the “don’t be a diva” – I see it way too often!
Also in my world of nutrition I do also see many people wanting to get the next certification or do the next program instead of getting out there and helping their clients eat real food and see results
Tiffany deSilva says
Good stuff, Sue! Every point you made was spot on, but I especially want to highlight the need to practice your craft–actually do what you are meant to do. So many people give up after even the smallest hint of rejection or obstacle. And I’m glad you pointed out the distinction between doing what you are meant to do and learning more about what you want to do. I use to tell my clients, collecting books on say, fishing doesn’t make you a fisherman, fishing does.
Bill Painter says
I wondered why you were taking notes during his performance. Great performance and a great article!
Donna says
Attention business owners: Even the great ones continue to say Thank You to their customers!!
Kim Phillips says
Love the post…we can all use these reminders. I’ve seen BB a few times now and he definitely understands marketing!
Mary Ellen Miller says
Sue these are excellent points. Way to learn from the master! I love that he still asks for the sale.
Lisa Manyon says
Sue,
Fantastic post. I love how you tie in your LOVE of music and one of your favorite musicians with the importance of business success. Recognizing our team members is so vital and beyond that showing appreciation to our customers is crucial.
Write on!~
Lisa
Sue Painter says
Thanks, Lisa. You’ll have to come to Nashville sometime and we’ll go out on a “listening” tour. 🙂
Sue
Jennifer Bourn says
Sue – I LOVE this post! It is sooooo important to NOT rest on your laurels and continue to practice your craft, to strengthen your strengths and to always keep moving forward and getter better. Those who persist today are going to be those who lead us tomorrow.
I also love that you point out the need to recognize your team! I truly believe that at the heart of things employees and team members want to be trusted, valued, respected … and when they work hard, do a great job, or go the extra mile be recognized. It doesn’t have to be huge either! Sometimes just the acknowledgement can make a huge difference, or a shout out publicly via social media about how great they did can make them feel great and motivate them to keep going!
Sue Painter says
Yes, Jennifer – research has shown more than once that team members would rather have time off or recognition even more than a raise.
Sue
Kimberly Eldredge says
What great tips! I especially like the bit about not being a diva. I’ve worked with “coaches” who have done that — funny, I didn’t continue to spend money with their business when they were too good to respond to questions or concerns.
Sue Painter says
Thanks Kimberly, for your comment. Yes, limiting access often has a negative kickback, I agree.